Influence: Science and Practice ( ISBN 0-321-18895-0 ) is a Psychology book from 2003 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 information than they can deal with, people fall back on a decision making approach based on generalizations. These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into weapons by those who know them to influence others to act certain ways. The findings in the book are backed up by numerous empirical studies conducted in the fields of Psychology , Marketing , Economics , Anthropology and Social Science . The author also worked undercover in many compliance fields such as car sales and
The planning fallacy is a tendency for people and organizations to underestimate how long they will need to complete a task, even when they have experience of similar tasks over-running. The term was first proposed in a 1979 paper by Daniel Kahneman and Amos Tversky . Since then the effect has been found for predictions of a wide variety of tasks, including tax form completion, school work, furniture assembly, computer programming and origami . In 2003, Lovallo and Kahneman proposed an expanded definition as the tendency to underestimate the time, costs, and risks of future actions and at the same time overestimate the benefits of the same actions. According to this definition, the planning fallacy results in not only time overruns, but also cost overruns and benefit shortfalls . The bias only affects predictions about one's own tasks; when uninvolved observers predict task completion times, they show a pessimistic bias, overestimating the time taken Planning fallacy - Wikipedi