A 2004 report by Jennifer Lerner, Ph.D. published in Psychological Science explores the effects of overshoot emotion on decision making (Hearth Strings and Purse Strings: Carryover effects of emotions on economic decisions.) Briefly, half the individuals were given an object and then asked how much they would sell it for. The other half of participants were shown an object and asked whether they would like to receive the object or its monetary value. The study concluded that anger decreased selling prices and choice prices; while sadness reduced selling prices and increased choice prices. For example, if you are anger you will sell something cheaper than its actual worth and are less willing to buy something. If you are sad you will pay more for that piece of chocolate to make you feel better than if you were not sad.
Question to the Blog:
The implications of this are obvious in financial and non-financial circumstances. Can self-actualizing compensate this genetic framework?
Knowing that these processes are at work with someone you enter into a competitive dialogue with, how can you avoid eliciting these emotions to maintain an objective argument (both for yourself and other individual)?
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'how can you avoid eliciting these emotions to maintain an objective argument (both for yourself and other individual)?'
ReplyDeleteThat's a good damn question. If I knew I'd be the best doctor at this clinic I'm currently at (everyone has diabetes or obesity or both + hypertension).