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Cognitive
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...
What Did Wimbledon Teach Us About Genius?
July 17, 2019
Sunday’s tennis championship at Wimbledon between Novak Djokovic and Roger Federer lasted nearly five hours, a record. It finished with a 12-12 tie in the final set, triggering a first-to-seven tie breaker. For tennis fans, it was an epic struggle between legends, in a storybook setting. The weather was perfect and the hats were divine. For readers of David Epstein’s new book Range: Why Generalists Triumph in a Specialized World, however, it was an academic nail biter, a test case in a simmering...
July 17, 2019
Sunday’s tennis championship at Wimbledon between Novak Djokovic and Roger Federer lasted nearly five hours, a record. It finished with a 12-12 tie in the final set, triggering a first-to-seven tie breaker. For tennis fans, it was an epic struggle between legends, in a storybook setting. The weather was perfect and the hats were divine. For readers of David Epstein’s new book Range: Why Generalists Triumph in a Specialized World, however, it was an academic nail biter, a test case in a simmering...
Lawyers and Jurors: Interrogating Voir Dire Strategies by Analyzing Conversations
July 16, 2019
This study of individualized jury selection for 792 potential jurors across 12 North Carolina capital cases, selected with...
July 16, 2019
This study of individualized jury selection for 792 potential jurors across 12 North Carolina capital cases, selected with...
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...
Legal Theory Lexicon: The Prisoners’ Dilemma
June 28, 2019
One of the most useful tools in analyzing legal rules and the policy problems to which they apply is game theory. The basic...
June 28, 2019
One of the most useful tools in analyzing legal rules and the policy problems to which they apply is game theory. The basic...
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...
Could Your Immune System Be Making You Impulsive?
June 25, 2019
Being able to forego a reward now in favour of gaining something better later is known to be important in determining all kinds of desirable outcomes in life, including greater educational attainment, social functioning and health. However, choosing to delay gratification won’t always be the best option. If you’re in desperate circumstances – you badly need money to buy food, for example – taking the £10 today could be sensible. But this isn’t necessarily an entirely...
June 25, 2019
Being able to forego a reward now in favour of gaining something better later is known to be important in determining all kinds of desirable outcomes in life, including greater educational attainment, social functioning and health. However, choosing to delay gratification won’t always be the best option. If you’re in desperate circumstances – you badly need money to buy food, for example – taking the £10 today could be sensible. But this isn’t necessarily an entirely...
How Your Brain’s Executive Function Works — and How to Improve It
June 19, 2019
You use your brain's executive function every day -- it's how you do things like pay attention, plan ahead and control impulses....
June 19, 2019
You use your brain's executive function every day -- it's how you do things like pay attention, plan ahead and control impulses....
Emotional Evidence in Court
June 18, 2019
In the law, emotion is often viewed as extraneous to jury decision-making—either as an unavoidable byproduct of certain types of evidence or an impediment to the decision-making process. Even when the legal system does acknowledge the impact of emotion, it tends to overgeneralize across different types of emotions and legal judgments. Growing consensus in psychological science, however, reveals a much more complicated story. Emotion is not extraneous but rather inextricably intertwined with cognitive...
June 18, 2019
In the law, emotion is often viewed as extraneous to jury decision-making—either as an unavoidable byproduct of certain types of evidence or an impediment to the decision-making process. Even when the legal system does acknowledge the impact of emotion, it tends to overgeneralize across different types of emotions and legal judgments. Growing consensus in psychological science, however, reveals a much more complicated story. Emotion is not extraneous but rather inextricably intertwined with cognitive...
