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.
… Read The Ladder of Inference: A Resource List
Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.
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: