Persuasion Theory
Cognitive biases are systematic patterns of deviation from norm or rationality in judgment, which can significantly impact decision-making processes. These biases often arise from the brain's attempt to simplify information processing, leading to errors in thinking that affect how we perceive and respond to situations. In the context of persuasion, cognitive biases can influence how scarcity and exclusivity are perceived, as well as affect negotiation outcomes by altering expectations and strategies used by individuals involved.
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