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Psychology
Pouring a Little Psychological Cold Water on ODR
September 19, 2019
Jean R. Sternlight, Michael and Sonja Saltman Professor of Law at the University of Nevada, Las Vegas William S. Boyd School of Law, has published a journal article titled, “Pouring a Little Psychological Cold Water on ODR (Online Dispute Resolution),” Journal of Dispute Resolution, Forthcoming. In her scholarly work, Professor Sternlight looks at the potential good and bad aspects of online dispute resolution (“ODR”). Here is the abstract: This Article examines the strengths...
September 19, 2019
Jean R. Sternlight, Michael and Sonja Saltman Professor of Law at the University of Nevada, Las Vegas William S. Boyd School of Law, has published a journal article titled, “Pouring a Little Psychological Cold Water on ODR (Online Dispute Resolution),” Journal of Dispute Resolution, Forthcoming. In her scholarly work, Professor Sternlight looks at the potential good and bad aspects of online dispute resolution (“ODR”). Here is the abstract: This Article examines the strengths...
How to Boost Your Creativity
September 15, 2019
Can psychology help us become more creative? Our presenter Ginny Smith learns how we can develop our creativity with practice, and discovers that our best “Eureka” moments often come when we step away from the task at hand. She also investigates how members of the public fare with the riddles psychologists use to study creative problem solving — see how you get on at home.
September 15, 2019
Can psychology help us become more creative? Our presenter Ginny Smith learns how we can develop our creativity with practice, and discovers that our best “Eureka” moments often come when we step away from the task at hand. She also investigates how members of the public fare with the riddles psychologists use to study creative problem solving — see how you get on at home.
An Offer You Can’t Refuse: How A.I. Is Poised to Transform Negotiations. Eye on A.I.
September 12, 2019
Jared Curhan is a professor at M.I.T.’s Sloan School of Management who specializes in negotiation. His particular...
September 12, 2019
Jared Curhan is a professor at M.I.T.’s Sloan School of Management who specializes in negotiation. His particular...
Do You Have To Be A Jerk To Be Great?
August 30, 2019
Do you have to be so obsessively focused to be great? The traditional masculine answer is yes. But probably the right answer is no. In the first place, being monomaniacal may not even be good for your work. Another book on my summer reading list was “Range,” by David Epstein. It’s a powerful argument that generalists perform better than specialists. ... He shows the same pattern in domain after domain: People who specialize in one thing succeed early, but then they slide back to mediocrity...
August 30, 2019
Do you have to be so obsessively focused to be great? The traditional masculine answer is yes. But probably the right answer is no. In the first place, being monomaniacal may not even be good for your work. Another book on my summer reading list was “Range,” by David Epstein. It’s a powerful argument that generalists perform better than specialists. ... He shows the same pattern in domain after domain: People who specialize in one thing succeed early, but then they slide back to mediocrity...
Metaphors Matter: Seeing Our Achievements As “Completing A Journey” Helps Maintain Success
August 24, 2019
Throughout our lives, we set ourselves goals — to pass an exam, run a marathon, lose 10 kilograms of excess weight or gain a promotion. Given the importance of such goals to our physical and psychological wellbeing, it’s not surprising that there’s has been a wealth of research into how best to set, work towards, and achieve them. But let’s say you succeed — what then? Psychologists have paid less attention to people’s behaviour after they’ve achieved their goals....
August 24, 2019
Throughout our lives, we set ourselves goals — to pass an exam, run a marathon, lose 10 kilograms of excess weight or gain a promotion. Given the importance of such goals to our physical and psychological wellbeing, it’s not surprising that there’s has been a wealth of research into how best to set, work towards, and achieve them. But let’s say you succeed — what then? Psychologists have paid less attention to people’s behaviour after they’ve achieved their goals....
Bringing Oxytocin into the Room
August 7, 2019
It is clear that all conflicts are perceived by the senses, manifested through body language and kinesthetic sensations, embodied and given meaning by thoughts and ideas, steeped in intense emotions, made conscious through awareness, and then resolved by conversations and experiences and developed into character, expanding our capacity for openness and trust, and contributing to our learning and ability to change, and that all of these transpire or are processed inside the brain. To explain the etiology...
August 7, 2019
It is clear that all conflicts are perceived by the senses, manifested through body language and kinesthetic sensations, embodied and given meaning by thoughts and ideas, steeped in intense emotions, made conscious through awareness, and then resolved by conversations and experiences and developed into character, expanding our capacity for openness and trust, and contributing to our learning and ability to change, and that all of these transpire or are processed inside the brain. To explain the etiology...
Buyer and Seller Differences in Business‐to‐Business Negotiations
July 23, 2019
The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative...
July 23, 2019
The purpose of this article is twofold: first, to examine the differences between buyers' and sellers' use of negotiation tactics in face‐to‐face business‐to‐business (B2B) negotiations and second, to explore how negotiators' professed negotiation styles influence buyers' and sellers' use of tactics. The methodology is a multiple case study analysis of eighteen negotiators representing twelve companies in six real‐life buyer–seller negotiations in B2B settings analyzed using qualitative...
The Peculiar Blindness of Experts
July 2, 2019
The pattern is by now familiar. In the 30 years since Ehrlich sent Simon a check, the track record of expert forecasters—in science, in economics, in politics—is as dismal as ever. In business, esteemed (and lavishly compensated) forecasters routinely are wildly wrong in their predictions of everything from the next stock-market correction to the next housing boom. Reliable insight into the future is possible, however. It just requires a style of thinking that’s uncommon among experts who are certain...
July 2, 2019
The pattern is by now familiar. In the 30 years since Ehrlich sent Simon a check, the track record of expert forecasters—in science, in economics, in politics—is as dismal as ever. In business, esteemed (and lavishly compensated) forecasters routinely are wildly wrong in their predictions of everything from the next stock-market correction to the next housing boom. Reliable insight into the future is possible, however. It just requires a style of thinking that’s uncommon among experts who are certain...
How to Deal With a Jerk Without Being a Jerk
June 30, 2019
It’s natural to get defensive, but that only escalates the cycle of aggression. Research on the psychology of certified jerks reveals that they have a habit of rationalizing aggression. They’ve convinced themselves that they have to act that way to get the results they want. I didn’t know how to respond until recently, when I interviewed Sheila Heen, a conflict mediation expert, for an episode of my WorkLife podcast on office jerks. She suggested finding a way to gently challenge the belief...
June 30, 2019
It’s natural to get defensive, but that only escalates the cycle of aggression. Research on the psychology of certified jerks reveals that they have a habit of rationalizing aggression. They’ve convinced themselves that they have to act that way to get the results they want. I didn’t know how to respond until recently, when I interviewed Sheila Heen, a conflict mediation expert, for an episode of my WorkLife podcast on office jerks. She suggested finding a way to gently challenge the belief...
People’s Sense Of Control Over Their Actions Is Reduced At A Fundamental Level When They’re Angry Or Afraid
June 27, 2019
These results suggest that the participants had a reduced sense of agency over their button-pressing when they felt fear and anger. This provides some of the first evidence that going through extreme negative emotions can in fact make people feel less in control, as has often been assumed. And the fact that this effect was found using an implicit measure of agency, rather than by simply asking participants whether they felt in control, suggests that it may be happening at a fairly fundamental level. But...
June 27, 2019
These results suggest that the participants had a reduced sense of agency over their button-pressing when they felt fear and anger. This provides some of the first evidence that going through extreme negative emotions can in fact make people feel less in control, as has often been assumed. And the fact that this effect was found using an implicit measure of agency, rather than by simply asking participants whether they felt in control, suggests that it may be happening at a fairly fundamental level. But...
