The Problem With Cognitive Bias During A Negotiation
from The Accidental Negotiator Hosted by Jim Anderson
When we enter into a negotiation, we’d like to think that our minds are clear and that we are gong to be able to think systematically throughout the negotiations as we use our negotiation styles and negotiating techniques. However, all too often it turns out that we are being affected by bias that can change how we think. Most of us believe that we have the ability to determine the difference between a situation in which we can rely on our intuition and those that require us to take a step back and give things some more thought. However, studies have shown that in most cases we are wrong.
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