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Decision Facilitation

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Decisions

Decisions are not emotional: they are made from (often unconscious) criteria that are unique and important. The scientific community has assumed that decisions are emotional because the underlying criteria can't be understood by outsiders. Yet no one will act outside of their criteria, no matter how emotional they seem.

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Columbia University Experiments on Decision Facilitation

Columbia University is just beginning scientific experiments on my theories of how decisions actually get made, and how, or if, decisions can be influenced. I contend that there is a specific process…Continue

Started by Sharon Drew Morgen in Popular Research Apr 21, 2008.

Decision Making: How, Exactly, Do We Decide?

My life's dream has come true: I have just become a neuro-scientist!Well, not exactly. What is true is that the thinking that I've been using to develop a criteria-based decision making model is…Continue

Tags: neuro economics, dan ariely, decision making, decision facilitation, criteria

Started by Sharon Drew Morgen in Scientists Apr 5, 2008.

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Posted by Troy on March 9, 2010 at 5:40am

Selling in a Gloomy Economy

What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.

* Your product is the same

* Your pitch/presentation is the same

* The buyer’s need is the same

What’s different is the decision making process the buyers need to go through. Do they have a problem that needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a… Continue

Posted by Sharon Drew Morgen on October 19, 2008 at 11:57pm

Decisions Behind Change

Decisions are direct precursors to change.

Until or unless people come up with their own answers as to whether or not to make a new decision, how to make a new decision, what to include in the decision making process as well as in the final result, when the change would need to happen, the assurance that a new decision will somehow manage the current decision and status quo, and who to include in both the decision making and the outcome, no decision will be made.

If people are… Continue

Posted by Sharon Drew Morgen on April 5, 2008 at 9:06pm

Irrational vs Criteria-Based Decisions

Most of decision sciences research works off of the assumption that decisions are irrational or emotional. Those assumptions are false.

Think about this: would you like me to give you data on how to murder someone? Probably not. But if you were to know that someone was coming to kill your children, you would probably want that data. What happens here is that I just changed your criteria.

We all make decisions from some form of unconscious criteria and will take no action… Continue

Posted by Sharon Drew Morgen on April 2, 2008 at 7:30pm

Current Thinking in Decision Sciences

Below, please find several well-written books on the current state of thinking in the decision sciences field. Note: all of them carry the baseline belief (which I find erroneous) that decisions can be shifted merely by changing external stimuli. Indeed, most of these authors believe that by offering, presenting, pitching, etc. good solid data, the Decider SHOULD know how to make a better decision.

But information does not teach people how to make decisions. Decisions get made when a Decider reconsiders internal criteria.

Indeed, all of these books omit mention of the unique, idiosyncratic and hidden criteria that the Decider uses as a foundation for all decision making. The assumption that well-meant and well-presented, and 'rational' data is a the faulty premise at the core of current sales and marketing beliefs.

I have developed a collaborative decision making model, called Decision Facilitation, that actually teaches people how to make new decisions by reconfiguring their internal criteria.

Wikipedia: Decision Making