ABSTRACT
Common sense appeals to our desires to simplify. There are many tools to move people and shape thought such as priming, framing, and anchoring. Employ enlightened self-interest where the leader’s interests are served by serving the followers interests. Cognition and emotion aren’t as separate as we might believe. They’re intertwined and work in harness to unearth people’s true motivation. So, rational is not held in contrast with emotional (either-or) but, rather it’s held in contrast with intuition. Intuition refers to our ability to know or understand something without reasoning or proof. While it is common to think of separating rational and emotion; it’s far better to contrast rational with intuition. Heuristics are the short-cuts we take to make decisions. Three commonly used heuristics are availability, representativeness, and anchoring. Forecasting is a technique that uses historical data to look at the future. The challenge is to predict future demand. Recognition-primed decision-making (RPD) works well in circumstances where a quick, effective decision must be made in light of a complex situation.
