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

1. The Role of Cognitive Biases in Difficult Negotiations
Part III
Victoria Pynchon, ADR Services, Inc.

2. To coordinate
within a group

3. we developed
certain
tendencies
of thought
called
cognitive
biases
universal ways of thinking about what motivates other people

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. They meant to
harm us

6. We were victims of circumstance

7. in the
absence of
information,
we make
stuff up

9. We see
patterns
where none
exist
clustering
illusion

11. we discount
everything our
bargaining
partners say
reactive
devaluation

13. we search for
and interpret
information in a
way that
confirms our
preconceptions
confirmation bias

15. Next, Remedies for Cognitive Biases