In 1979 a pair of professors at the University of Chicago were looking at everything from economics to negotiate from a different perspective. These scholars were the now past economist Amos Tversky and the still living psychologist Daniel Kahneman.

The two friends started discussing the field of behavioral economics in their daily banter.

This discussion was sparked by a disagreement between the two over whether people are good or not good. This discussion was sparked because of a disagreement however they spent endless hours just talking and collaboration was impossibly incongruous and yet perfectly complementary.

To summarize, rational choice theory is an economic principle that individuals always make prudent and logical decisions. Kahneman won a Nobel Prize by showing that man is a very irrational beast.

At the time, the common perspective held by top academia was that men are “rational actors”. The concluded an opposing view that all humans suffer from cognitive bias, which distorts the way they see the world.

In fact, they went as far as to conclude that feelings are a form of thinking.

Your irrational self-effects your worldview and thought. Being conscious of your worldview and the worldviews of others will help you to form and deliver your questions and statements strategically.

If you understand someones cognitive bias you can understand how they perceive and therefore display yourself to be perceived in a certain way.

Rember that people are irrational and that understanding their irrationality is what will make you a better communicator.