remedies for cognitive biases part iv
DESCRIPTION
Strategies and tactics to overcome cognitive biases when negotiation with difficult people.TRANSCRIPT
![Page 1: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/1.jpg)
Remedies for Cognitive Biases Part IV of Negotiating with Difficult People by
Victoria Pynchon of ADR Services, Inc.
![Page 2: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/2.jpg)
Behind every accusation is a cry for help
![Page 3: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/3.jpg)
Tit for Tat
• Cooperation in a world of distrust
• Romeo and Juliet• The Prisoner’s
Dilemma
![Page 4: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/4.jpg)
![Page 5: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/5.jpg)
• Identify Value = precedent, relationships, reputation, fairness, profit, opportunities, survival, praise, fulfillment
• Create value locate & identify interests (preferences, priorities, needs, desires, fears)
• Claim value make case for your entitlements, trade differences, enhance commonalities
• Reap value craft durable agreements
![Page 6: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/6.jpg)
• What are you attempting to achieve?
• How might this deal help/hurt your opportunities to achieve it?
• In the best of all possible worlds, what would your preferences be?
• Who/what else might be included in deal to maximize result for both of us?
• Why is that desirable/not acceptable?
![Page 7: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/7.jpg)
How can we address _____________
YOUR interests
While addressing ______________
OUR interests
in a way that satisfies _________________?
our common interests
![Page 8: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/8.jpg)
• They’re not difficult, they are uninformed– Educate them about their
true interests, consequences of their actions, our BATNA
– Help them understand what is in their best interest
– May have misunderstood or ignored a crucial piece of information
![Page 9: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/9.jpg)
They don’t understand the case lawThey haven’t considered trading items of low value to them but high value to you
They don’t foresee the bright economic future you doThey are too distracted by emotional considerations to make rational choices
You haven’t given them a way to accept your view without losing face
![Page 10: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/10.jpg)
They are not irrational; they have hidden constraints– Institutional– Precedential– Promises to others– Deadlines
![Page 11: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/11.jpg)
![Page 12: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/12.jpg)
![Page 13: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/13.jpg)
They’re not evil; they have hidden interests.– Personal (unrelated to you or
deal)– Relational (related to you but
not to deal, i.e., “face”)– Political, social, cultural
![Page 14: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/14.jpg)
Opposing Parties• Need for upfront cash today• Fear of greater competition
tomorrow• Concern about shelf-life of
product, patent, market, distribution chain
• Opposing counsel concerns (likely much like your own)
• Concern of opposing party’s GC, CEO, executives, manager
• Outside influences
![Page 15: Remedies For Cognitive Biases Part IV](https://reader034.vdocuments.us/reader034/viewer/2022042813/547d469e5906b584378b4656/html5/thumbnails/15.jpg)
Next, Gaining the Upper Hand