risk versus opportunity: Critical Decision Making - Risk or Opportunity?
- 03/11/10 04:40 AM
Who has not experienced this scenario: A buyer seems committed to the buying process, the home inspection is done, repairs are negotiated, and yet - at the last moment, the buyer gets cold feet for no apparent reason and wants to pull out, willing to sacrifice the earnest money. What is going on here? That is the moment, when we really earn what we're worth: How we frame the situation in the buyer's mind affects the outcome. This is the valuable lesson I learned reading: Kahneman and Tversky, Choices, Values, and Frames. Framing matters a great deal. Frames are mental structures - beliefs and assumptions … (25 comments)
Who has not experienced this scenario: A buyer seems committed to the buying process, the home inspection is done, repairs are negotiated, and yet - at the last moment, the buyer gets cold feet for no apparent reason and wants to pull out, willing to sacrifice the earnest money. What is going on here?
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