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Satisficing

 

Explanations > Theories > Satisficing

Description | Example | So What? | See also | References 

 

Description

People will tend to make choices based on their most important current needs rather than through a rational process. Thus, for example, when people are stressed, they will choose the first thing that will reduce that stress, even though it may cause later problems.

This is because people act within bounded rationality, limited as they are by their finite mental capabilities in an infinite universe.

Example

If I am in danger of losing my job if I do not deliver the expense reductions that have been targeted, I will achieve that target, even at the cost of seriously damaging future business. 

So what?

Using it

Give the other person a choice which addresses their priority needs. You can, of course, stimulate appropriate needs beforehand, pumping up the tension between the need and reality.

See also

Cognitive Dissonance

 

References

Simon (1956)

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