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Decisional balance sheet. A decisional balance sheet or decision balance sheet is a tabular method for representing the pros and cons of different choices and for helping someone decide what to do in a certain circumstance. It is often used in working with ambivalence in people who are engaged in behaviours that are harmful to their health (for ...
In the psychology of motivation, balance theory is a theory of attitude change, proposed by Fritz Heider. [1][2] It conceptualizes the cognitive consistency motive as a drive toward psychological balance. The consistency motive is the urge to maintain one's values and beliefs over time. Heider proposed that "sentiment" or liking relationships ...
Harold Kelley (February 16, 1921 – January 29, 2003) was an American social psychologist and professor of psychology at the University of California, Los Angeles.His major contributions have been the development of interdependence theory (with John Thibaut), [1] [2] the early work of attribution theory, [3] and a lifelong interest in understanding close relationships processes.
The transtheoretical model of behavior change is an integrative theory of therapy that assesses an individual's readiness to act on a new healthier behavior, and provides strategies, or processes of change to guide the individual. [1] The model is composed of constructs such as: stages of change, processes of change, levels of change, self ...
Consistency (negotiation) In negotiation, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements. The consistency principle states that people are motivated toward cognitive consistency and will change their attitudes, beliefs, perceptions and actions to ...
The person–situation debate in personality psychology refers to the controversy concerning whether the person or the situation is more influential in determining a person's behavior. Personality trait psychologists believe that a person's personality is relatively consistent across situations. [1] Situationists, opponents of the trait ...
Influence: Science and Practice (ISBN 0-321-18895-0) is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University. The key premise of the book is that in a complex world where people are overloaded with more ...
v. t. e. The analysis of competing hypotheses (ACH) is a methodology for evaluating multiple competing hypotheses for observed data. It was developed by Richards (Dick) J. Heuer, Jr., a 45-year veteran of the Central Intelligence Agency, in the 1970s for use by the Agency. [1] ACH is used by analysts in various fields who make judgments that ...