Human behaviour Flashcards
Conservatism Bias
Tendency to rely on old information instead of considering new information.
Confirmation Bias
Looking for information that confirms reinforces preconceptions. Avoids - avoiding needing to make new decisions.
Hindsight bias
Belief that past everts were more predictable than they actually were. Gives the demonstrate their ability to make correct decisions.
Illusion of control
We can’t control everything we are at the mercy of many random natural forces.
Loss aversion bias
The tendency to be losses has more painful than equivalent gains.
Regret aversion bias
People always making decisions to avoid regret. The brain looks for ways to minimize feelings of regret for making the wrong decision.
Status quo bias
Would rather things stay the same than change.
Endowment bias
Placing a higher volume on some thing, you are rather than an objective market value.
Overconfidence bias
The most common of emotional biases.  Over estimation over placement and over precision.
Self-serving bias
Attributing positive events to internal or factors under one’s control that really aren’t.
Affinity bias
People prefer things that are similar to them. Comfort in the familiar. Call associated with herd mentality, and wanting to be part of the majority and not separate themselves from the normal.
ESI
Emotional and social intelligence. The four domains are: self-awareness, self regulation, social awareness, and relationship management.
5 categories of skills that comprise social intelligence
Situational awareness, presence, authenticity, clarity and empathy.
What is self-awareness
Self-awareness involves identifying your emotions and recognizing your impact on your behaviour and on those around you.
What is self regulation?
Self-regulation concentrates on managing your emotions, including controlling and redirecting emotions towards productive outcomes.
What is social awareness?
Social awareness focusses on how aware you are of others, feelings, and social environment that affects your relationships.
What is relationship management?
Relationship management, details, how you use knowledge, skills and experience to interact with others.
What is empathy?
The action of understanding, being aware of, being sensitive to, and vicariously experiencing the feelings, thoughts, and experiences of another, either the past or the present without having the feelings.
What are the three types of empathy?
Cognitive, emotional and compassionate empathy
What is cognitive empathy?
Ability to Know how another person feels, and what they might be thinking
What is emotional empathy?
The Bility of an individual to feel physically along with the person as though they’r emotions were contagious
What is compassionate empathy?
Compassionate empathy means that an individual not only understand a persons predicament, and feel with them that are spontaneously moved to help, if needed
The three competencies of self-awareness
Emotional awareness, accurate, self assessment, self-confidence.
The 10 C’s of communication
Complete, clear, coherent, correct, considerate, conversational, courteous, concrete, concise, compelling
Types of noise
Physical noise, physiological, psychological, semantic, syntactical, organizational, and cultural
5 factors model of personality traits
Ocean - openness to experience, conscientiousness, extroversion, agreeableness, neuroticism.
Emotive communicators
Individuals with higher dominance and higher sociability prefer an emotive communication style. Emotive communicators appear active and busy initiate. Social interactions encourage informality and expressed emotional opinions and feelings.
What is classic conditioning?
A form of learning, where neutral stimulus comes to invoke a response, after being paired with a stimulus that naturally invokes a response
What is operant conditioning
 A type of learning where behaviour is strengthened or weekend by the consequences that follow it
What is the social learning theory?
Albert Bandura emphasizes the importance of observing modelling and intermeeting behaviors, attitudes, and emotional reactions of others
What is cognitive dissonance theory?
Leon festering her address is the discomfort experience when holding conflicting beliefs or attitude.
What is expectancy theory?
This suggest that individuals are motivated to act a certain way, based on the expectation that their actions will lead to a desired outcome
Herzburgs two factor theory
Distinguishes difference between hygiene factors that cause dissatisfaction of missing, but don’t necessarily motivate and motivators factors that lead to satisfaction and motivation.
Maslow’s hierarchy of needs
85 tier pyramid of human needs from basic physiological needs at the bottom, such as food and shelter to higher order needs like self actualization at the top.
What are learning modalities
Print- written words
Aural- verbal sounds
Visual- visual images
Haptic- touch
Interactive- dialogue with oneself or other
Kinesthetic- movement of body
Olfactory- smell and taste
Solo-Felder index of learning styles. The four continuums are;
Visual to verbal- how information is presented
Sensing to intuitive how the individual prefers to take in information
Sequential to global - how an individual prefers to organize information
Active to reflective - how an individual prefers to process information
How do visual learners prefer to see information?
Using imagery, presentation software charts graphs pictures. Avoid talking at length about things let images do the talking
How do verbal learners prefer to learn
They prefer to hear and read information that contains words present clients with written financial plans, use verbal description. Engage in dialogue.
How do you sensing learners like to receive information?
Prefer for information that is practical improving use facts and details to support recommendations, link projections, and results to real world outcomes
How do intuitive learners like to receive information
They prefer information that is abstract and grounded in theory, use theories to support recommendation, link, projections, and results to the big picture
Senquential learning
These prefer to organize information in a structured way, such as literary chronologically, or based on cause and effect. Example explain the financial planning process to a client before engaging in it.
How to global learners prefer to interpret information
Organize information holistically present the big picture first, then followed by the details. Present many recommendations at a time to allow the client to connect them together.
How to active learners prefer to receive information
Prefer to act on information, provide the client with an object to hold or use to give them something to focus on hold meetings in an active setting, provide lots of opportunity for clients to expects their thoughts and feelings
How do you reflective learners like to receive information?
They prefer to think about it, provide a time for the client to reflect on recommendations before acting on them. Hold meetings and quiet place pause throughout the presentation of information to get the clients thoughts and feelings.
Steps to determine readiness for change
The individual must perceive the need for change, the individual must possess the motivation for change, the individual must perceive that they have the ability to change
What are an individuals dominant motivational focuses
Promoting or preventing
How does system 1 motivate behaviour
It’s emotional, focussed on immediate gratification, dislikes, losses, and prefers to exert the minimum mental load required to make a decision
What is MI
Motivational interviewing - a collaborative conversation style of interview, focussed on exploring the possibility of change through supported reflection of clients, motivation. Helping clients articulate the reasons for changing and in doing so they strengthen their intention to change.
What is the rule of motivational interviewing?
RULE - resist the righting reflex, understand the client motivation, listen with a client, centred approach and empathy, empower the client to change.
Characteristics of the Prefrontal cortex or system 2
System 2 is deliver it slower, effortful, logical controls, thoughts and behaviours follows rules, and makes comparisons. Uses in messages from system, one to generate beliefs, attitudes, and intentions.
Characteristics of the central limbic system
The central limbic system is automatic, quick, instinctive, impulsive intuitive. It reacts emotionally and is focussed on immediate gratification fear of loss.
