Filtered dossier

status quo bias

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    Decision Architecture Entry #0126

    Why the default option decides more than the argument

    Whoever chooses what happens when nobody chooses has more influence than everyone who argued. Defaults are the quietest form of authority there is.

    Novice
    The hidden part #0126

    A default is not an absence of a decision. It is a decision made in advance, by somebody else, for everyone who does not intervene.

    Open file
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    Price Psychology Entry #0365

    Why an annual plan hides the churn decision

    A monthly cycle asks the customer twelve times whether to continue. An annual cycle asks once, and inertia answers on every day in between.

    Master
    The hidden part #0365

    Retention is not only how much people want to continue. It is how often they are asked to decide.

    Open file
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    Decision Architecture Entry #0140

    Why the checkbox already ticked is the business model

    A pre-ticked box does not persuade anyone. It converts consent from something obtained into something not withdrawn, and inattention supplies the difference.

    Master
    The hidden part #0140

    The default is not a suggestion. It is the answer given by everyone who does not answer.

    Open file
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    Negotiation Frames Entry #0345

    The reason precedent outranks logic in a renewal

    A renewal is not priced from scratch. Last year’s terms become the reference, and any move from them requires a justification that they never did.

    Master
    The hidden part #0345

    Last year’s terms need no argument and any change does. The reference point is not a position in the negotiation; it is what the negotiation is measured from.

    Open file
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    Decision Fatigue Entry #0830

    Why a default is planted exactly where attention thins

    A default is planted where attention thins because a depleted user lacks resources to override it, making the pre-selected option the path of least cognitive resistance.

    Master
    The hidden part #0830

    The default is not a suggestion — it is a bet on the user’s fatigue. It sits where resistance has already been eroded, wearing the mask of a recommendation.

    Open file