ladder of inference

By — on / Glossary

A model that describes how individuals reach conclusions and make decisions based on facts. The model states that individuals move from observable data and experiences to selected “data,” added meanings, assumptions from those selected data and meanings, conclusions that are drawn, beliefs from those conclusions, and actions based on those beliefs. (Peter M. Senge, Art Kleiner, Charlotte Roberts and Bryan J. Smith, The Fifth Discipline Fieldbook [Currency, Doubleday, 1994])

The Program on Negotiation at Harvard Law School
501 Pound Hall
1563 Massachusetts Avenue
Cambridge, Massachusetts 02138
tel 1-800-391-8629
tel (if calling from outside the US) 301-528-2676
fax 617-495-7818