4. In chapter 6 of his book, Chris Voss discusses the concept of “Bending their

ID: 346381 • Letter: 4

Question

4. In chapter 6 of his book, Chris Voss discusses the concept of “Bending their reality.”

a.) What does he mean by that?

b.) How does this relate to what he describes as the “Prospect Theory?”

c.) What does Voss say about the “Certainty Effect?”

d.) What does he mean by “Loss Aversion?”

e.) Do you agree with what he says about loss aversion? Why or why not? Support your reasoning with an example.

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Answer:

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