Question

"Boss, you know that my plan will make us an absolutely unheard amount of money, and it's by far the best plan offered this week!" JB Lynfield exclaimed excitedly. Mateo Garcia, division manager, replied, "Yes, your statement is technically true. However, your plan has no data or facts, and the other two plans specified gains of 15 and 22 percent, respectively, and, as you know, they were submitted last week." JB was displaying ___________ to sell his position.

Answer 1

Answer: Framing effect

Explanation: When an argument or point is presented without real fact, evidence or basis but rather presented in other to induce a cognitive bias based on method of presentation especially the choice and content of what is said either negative or positive content or terms. Negative terms presents a negative frame and hence induce a negative belief while positive terms induce a presents a positive frame and hence induce a positive belief.

JB was displaying a framing effect with positive connotation to sell his position.

Answer 2

Answer: framing effects

Explanation: The framing effect is a cognitive bias(deviation from rationality in judgement) whereby decisions are made on options based on whether the options are presented with positive or negative implications that is, presented as a loss or as a gain.

Most people tend to lean towards an option when it is presented with positive outcomes while against when negatibe outcomes are implied. Gain and loss are defined as descriptions of outcomes and JB Kynfield is attempting to persuade his boss with the promise of "unheard amount of money".