Part III Negotiations With Difficult People
15
The Role of Cognitive Biases in Difficult Negotiations Part III Victoria Pynchon, ADR Services, Inc.
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The cognitive biases that prevent us with making the best deal, particularly when we are negotiating with difficult people
Transcript of Part III Negotiations With Difficult People
The Role of Cognitive Biases in Difficult Negotiations Part III
Victoria Pynchon, ADR Services, Inc.
To coordinate within a group
we developed
certain tendencies of thought
called cognitive
biases
universal ways of thinking about what motivates other people
We make common cognitive errors
Over-ascribing intention to our fellows when we are harmed andUnder-ascribing situation and circumstanceFalling prey to fundamental attribution error
They meant to harm us
We were victims of circumstance
in the absence of information, we make stuff up
We see patterns where none exist
clustering illusion
we discount everything our
bargaining partners say
reactive devaluation
confirmation bias
we search for and interpret information in a way that confirms our preconceptions
Next, Remedies for Cognitive Biases
