attitudinal heuristics (determining features that are favourable or unfavourable). We use
the heuristic approach in the following situations:
- not enough time to think through the problem;
- we are overwhelmed by the volume of information and find it hard to
process it fully; - the problem is not important;
- we lack solid information to base our decision on.
Dissonance is the factor intervening when we no longer have the guarantee that the
alternative we select from a range of alternatives is the best. Once we have taken a
decision of some kind we develop – naturally or with professional help – a behaviour of
conscious neglect towards the implicit unwanted effects of the respective decision. Later
on, we look for information favourable to that decision and we attempt to get confident
that it is indeed a good one.
The “foot in the door” technique refers to obtaining or inducing the person’s agreement
with certain aspects of the tasks that would have been otherwise refused in its entirety.
Involvement in the progressive reaching of some professional standards is a challenge
that creates devotion to the cause, attachment to the values of the group, team effort. It is
the prerogative of the formal or informal leaders to ensure the task management, and if
performed with talent the final effects are viewed with satisfaction by every contributor.
Anderson (2002) completes the chart with the following techniques:
Screening helps reduce alternatives by attributing a single characteristic to each and
refusing the compromise. The initial selection of alternatives is vital, since once started,
the process unfolds with the initially selected material. The technique is representative for
ethical decisions.
“Fighting giants” proposes, like in childhood fairy tales, the use of knowledge and expert
advice to structure the problem to be decided upon.
The network invites the decision maker to consult as many persons as possible in
controversial aspects, in order to have the necessary arguments for a rational decision.
Incubation is the technique of clearing one’s mind when the creative resources have run
out, in the hope that the helpful solution will occur along with the relaxation and mental
reset.
Indicator lists refers to drawing up columns of key words and characteristics of the
problem in question, and marking the relevant ones in terms of values, alternatives,
uncertainty.