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Recently, I took a training course to learn about how to analyze new prospects and proposals. The course was excellent in spurring thought, but one of the most striking portions of the curriculum involved how people become trapped during the evaluation process. Here are seven of the traps presented. I don’t know who penned these originally, but I would gladly credit the author if I knew. This is good stuff:
Anchoring trap. In this trap we see or hear information that is used to anchor our decisions. Once anchored, the decision is made and cannot be rescinded-it is set in concrete. The obvious cure for this trap is to question the data or to look at it from a different perspective. If the data is faulty, so is the decision.
Status quo trap. This is the “Don’t rock the boat” trap and it often occurs in situations where highly opinionated management has already steered the decision process.
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