The ladder of inference describes how a negotiator, or any decision maker, relies upon her personal knowledge, or observable data, up the ladder of inference to the next stage, which is selected data.
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ladder of inference
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 following items are tagged ladder of inference:
Negotiation and Leadership
NEGOTIATION MASTER CLASS
Negotiation Essentials Online
Articles & Insights
BATNA
- Business Negotiations
- Conflict Resolution
- Crisis Negotiations
- Dealing with Difficult People
- Dealmaking
- Dispute Resolution
- International Negotiation
- Malala Yousafzai Visits the Program on Negotiation
- International Arbitration: What it is and How it Works
- Top 10 International Business Negotiation Case Studies
- Best Negotiators in History: Nelson Mandela and His Negotiation Style
- Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
- Leadership Skills
- Mediation
- Negotiation Skills
- Negotiation Training
- Cole Cannon Esq. Shares His Negotiation and Leadership Experience
- 3-D Negotiation Strategy
- Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
- Relationships in Negotiation: The Advantages of Rapport Building
- Best Negotiation Books: A Negotiation Reading List
- Salary Negotiations
- Teaching Negotiation
- Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations
- Make Job Negotiations Fairer in Your Organization
- Teaching Contract Negotiation: Using the Mutual Gains Approach
- Learn from the Best with the Great Negotiator Case Studies
- Managing Emotions in Negotiation: Teaching Students to Turn Emotions into an Opportunity for Mutual Gain
- Win-Win Negotiations