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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 proce...
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 ...
Tagged: neuro economics, dan ariely, decision making, decision facilitation, criteria
Started by Sharon Drew Morgen in Scientists Apr. 5, 2008.
Blog Posts
Selling in a Gloomy Economy
* 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 partial, cheaper solution, or wit… Continue
Posted by Sharon Drew Morgen on October 19, 2008 at 11:57pm
Decisions Behind 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
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 unti… Continue
Posted by Sharon Drew Morgen on April 2, 2008 at 7:30pm
Current Thinking in Decision Sciences
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
Examples of Behavior-Based, Conventional Decision Making Books
Sway: The Irresistible Pull of Irrational Behavior by Ori Brafman & Rom Brafman
Predictably Irrational: The Hidden Forces That Shape Our Decisions by Dan Ariely
Nudge: Improving Decisions About Health, Wealth, and Happiness by Richard H. Thaler & Cass R. Sunstein
Winning Decisions: Getting It Right the First Time by J. Edward Russo & Paul J.H. Schoemaker
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.
Buying Facilitation®: The New Way to Sell that Influences & Expands Decisions by Sharon Drew Morgen
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