Part III Negotiations With Difficult People

14,521 views

Published on

The cognitive biases that prevent us with making the best deal, particularly when we are negotiating with difficult people

Published in: Business, Technology
0 Comments
3 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
14,521
On SlideShare
0
From Embeds
0
Number of Embeds
12,722
Actions
Shares
0
Downloads
238
Comments
0
Likes
3
Embeds 0
No embeds

No notes for slide

Part III Negotiations With Difficult People

  1. 1. The Role of Cognitive Biases in Difficult Negotiations Part III Victoria Pynchon, ADR Services, Inc.
  2. 2. To coordinate within a group
  3. 3. we developed certain tendencies of thought called cognitive biases universal ways of thinking about what motivates other people
  4. 4. We make common cognitive errors Over-ascribing intention to our fellows when we are harmed and Under-ascribing situation and circumstance Falling prey to fundamental attribution error
  5. 5. They meant to harm us
  6. 6. We were victims of circumstance
  7. 7. in the absence of information, we make stuff up
  8. 8. We see patterns where none exist clustering illusion
  9. 9. we discount everything our bargaining partners say reactive devaluation
  10. 10. we search for and interpret information in a way that confirms our preconceptions confirmation bias
  11. 11. Next, Remedies for Cognitive Biases

×