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Account for the Unpacking Effect : Sums Are Less than Their Parts | Holland & Hart - Persuasion Strategies

To embed, copy and paste the code into your website or blog: Lawyers are trained to think logically and analytically. So, if a category ABC includes A, B, and C, one would expect the total, ABC, to be the same as A, B, and C measured separately. But it isn’t always.  When human decision-making is factored in, the sum of A, B, and C measured separately will almost certainly be greater than ABC. That is called the “unpacking bias” – when a category is subdivided into parts, then a separate consideration of each of those parts will be greater than the consideration given toward the category when treated as a whole, rather than unpacked.

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