Camerer & Loewenstein BE / NLP Practitioner Manual
30 terms across 8 themes — every definition in the Atlas sourced from this manual, with executive examples and counter-moves.
Tversky & Kahneman's classic: identical outcomes flip from 'risk averse' to 'risk seeking' when framed as lives saved vs. lives lost.
Resourcing past memories with the state you needed at the time, so old triggers stop firing the old response.
Anchor a peak resourceful state to an imagined spot on the floor; step into it on demand before high-stakes moments.
Preferences aren't retrieved from a stable internal list — they're built on the spot from cues, context, and the elicitation method.
Preference between two options depends on what other options sit beside them — attraction, compromise, similarity effects.
Owning something raises its valuation — sellers want more to give it up than buyers will pay to acquire.
Subjects often converge to neoclassical predictions only after many rounds of feedback — not on the first try.
People sacrifice payoff to punish unfair distributions — even unfairness that benefits them produces guilt-style discomfort.
Options judged side-by-side reveal different preferences than the same options judged alone.
Players reason a fixed number of steps ahead about what others will do — and rarely beyond level 2 or 3.
The original purpose of NLP: capture the precise structure of how an exceptional performer does what they do, so it can be transferred.
Mental rehearsal pattern: see yourself doing the new behavior, refine, step in, run it kinesthetically until it's natural.
Sensory input is filtered through deletion, distortion, and generalization before it becomes the internal state you experience.
Re-orient any conversation from 'what's wrong / whose fault' to 'what do we want and how do we get it.'
Resolve an internal conflict by treating each side as a 'part' with a positive intent, then negotiating a shared higher outcome.
Three viewpoints on the same situation: self (1st), other (2nd), observer (3rd). Cycle through all three for a complete read.
The NLP claim that the unconscious mind runs the body, stores memory, organizes patterns, and seeks to follow the directives it's given.
Herbert Simon's frame: agents use heuristics that work under real cognitive limits, not impossible global optima.
Players choose how much to contribute to a shared pot; selfish theory predicts zero, real humans contribute, and punishment of free-riders sustains cooperation.
A behavioral relaxation of Nash: players choose better strategies more often, but not always — errors are smooth, not binary.
A present-bias kink (β) on top of exponential discounting (δ): immediate rewards get a bonus, all future rewards trade normally.
The mental zero from which gains and losses are judged. Move it, and the same outcome changes meaning.
Trained skill of noticing micro-changes — breathing, skin tone, micro-expressions, voice tempo — in real time.
Robert Dilts's 14 conversational reframing patterns for shifting limiting beliefs in real time.
Treat your physiological/emotional state as a controllable variable, not a passive weather report.
Reverse-engineering the internal sequence — visual, auditory, kinesthetic — an expert uses to produce a result.
Test → Operate → Test → Exit. Any skill is a loop of testing against a criterion, operating to close the gap, retesting, and exiting when met.
Tad James's extension of NLP working with how the unconscious organizes past, present, and future spatially to release stuck emotion.
Criteria for a workable outcome: stated positively, in your control, sensory-specific, ecological, and worth the cost.
The price at which someone will sell an item systematically exceeds the price they'd pay to buy it.