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Cognitive
The Unconscious Conscience: Implicit Processes and Deception in Negotiation
July 25, 2016
Deception is pervasive in negotiations, and proponents of bounded ethicality propose that the decision to use deception reflects the influence of (unconscious) implicit processes. In this article, we empirically explore the bounded ethicality perspective. In the first experiment, we found that an implicit association between business and morality interacted with the competitive and cooperative characteristics of a negotiation to influence both negotiators' attitudes toward deception and their intentions...
July 25, 2016
Deception is pervasive in negotiations, and proponents of bounded ethicality propose that the decision to use deception reflects the influence of (unconscious) implicit processes. In this article, we empirically explore the bounded ethicality perspective. In the first experiment, we found that an implicit association between business and morality interacted with the competitive and cooperative characteristics of a negotiation to influence both negotiators' attitudes toward deception and their intentions...
Trusting Intuition
July 20, 2016
In his bestselling book, Thinking Fast and Slow, Daniel Kahneman (Farrar, Straus and Giroux, New York, 2011) notes that our brains contain two systems of thought: System 1 which “… operates automatically and quickly, with little or no effort and no sense of voluntary control” (Id. at 20) and System 2 which “…allocates attention to the effortful mental activities that demand it, including complex computations….” (Id. at 21.) Thus, while System 1 is quick, automatic and requires little...
July 20, 2016
In his bestselling book, Thinking Fast and Slow, Daniel Kahneman (Farrar, Straus and Giroux, New York, 2011) notes that our brains contain two systems of thought: System 1 which “… operates automatically and quickly, with little or no effort and no sense of voluntary control” (Id. at 20) and System 2 which “…allocates attention to the effortful mental activities that demand it, including complex computations….” (Id. at 21.) Thus, while System 1 is quick, automatic and requires little...
Slow Deciders Make Better Strategists
July 13, 2016
Then there’s the people who make good competitive-strategy decisions, and those who don’t. It’s not easy to split...
July 13, 2016
Then there’s the people who make good competitive-strategy decisions, and those who don’t. It’s not easy to split...
“Procedural” Apology
July 12, 2016
Power of Apology To varying degrees, apology is valued universally and has been accepted as effective tool in ADR in multiple countries. By 1986, “apology legislation,” which legalizes use of apology as legal remedy, had been introduced in 56 jurisdictions including the United States, United Kingdom, Australia, and Canada to settle a variety of conflicts, including business disputes, family disputes, sexual assault charges on college campuses, and international war crime tribunals.[7] However,...
July 12, 2016
Power of Apology To varying degrees, apology is valued universally and has been accepted as effective tool in ADR in multiple countries. By 1986, “apology legislation,” which legalizes use of apology as legal remedy, had been introduced in 56 jurisdictions including the United States, United Kingdom, Australia, and Canada to settle a variety of conflicts, including business disputes, family disputes, sexual assault charges on college campuses, and international war crime tribunals.[7] However,...
Applying Neurobiology to Negotiation and Mediation
July 11, 2016
Applying Neurobiology to Negotiation and Mediation August 16, 2016 9AM - 5:30PM Loyola University Chicago School of Law Philip...
July 11, 2016
Applying Neurobiology to Negotiation and Mediation August 16, 2016 9AM - 5:30PM Loyola University Chicago School of Law Philip...
How to Fake It When You’re Not Feeling Confident
June 25, 2016
Principles to Remember Do: Create goals based on making small, incremental improvements in your performance. Jolt your confidence with bold and expansive body language. Observe how your role models comport themselves in various professional situations. Seek ways to incorporate their strategies and tactics into your leadership repertoire. Don’t: Beat yourself up for feeling like an imposter — feeling nervous about a professional challenge is natural. Be overly daunted...
June 25, 2016
Principles to Remember Do: Create goals based on making small, incremental improvements in your performance. Jolt your confidence with bold and expansive body language. Observe how your role models comport themselves in various professional situations. Seek ways to incorporate their strategies and tactics into your leadership repertoire. Don’t: Beat yourself up for feeling like an imposter — feeling nervous about a professional challenge is natural. Be overly daunted...
6 in 10 Will Share This Link Without Reading It, a New Study Says
June 24, 2016
On June 4, the satirical news site the Science Post published a block of "lorem ipsum" text under a frightening headline:...
June 24, 2016
On June 4, the satirical news site the Science Post published a block of "lorem ipsum" text under a frightening headline:...
Deontology or Trustworthiness?
June 23, 2016
DANIEL KAHNEMAN: The benefit that people get from taking a deontological position is that they look more trustworthy. Let's look at the other side of this. If I take a consequentialist position, it means that you can't trust me because, under some circumstances, I might decide to break the rule in my interaction with you. I was puzzled when I was looking at this. What is the essence of what is going on here? Is it deontology or trustworthiness? It doesn't seem to be the same to say we are wired...
June 23, 2016
DANIEL KAHNEMAN: The benefit that people get from taking a deontological position is that they look more trustworthy. Let's look at the other side of this. If I take a consequentialist position, it means that you can't trust me because, under some circumstances, I might decide to break the rule in my interaction with you. I was puzzled when I was looking at this. What is the essence of what is going on here? Is it deontology or trustworthiness? It doesn't seem to be the same to say we are wired...
How to Deal with the Irrational Parts of a Negotiation
June 23, 2016
Use facts, not threats. Both parties typically come to a negotiation with different perceptions about interests, options, and consequences. At times, you feel a need to challenge their perception of reality. For example, Trevor signed a non-compete when he joined the firm that placed legal obligations on him. Allison thinks Trevor is naïve to the consequences of approaching the firm’s client with his new services. She can bring up her understanding of the non-compete in one of two ways: as fact...
June 23, 2016
Use facts, not threats. Both parties typically come to a negotiation with different perceptions about interests, options, and consequences. At times, you feel a need to challenge their perception of reality. For example, Trevor signed a non-compete when he joined the firm that placed legal obligations on him. Allison thinks Trevor is naïve to the consequences of approaching the firm’s client with his new services. She can bring up her understanding of the non-compete in one of two ways: as fact...
Our Brain Uses Statistics To Calculate Confidence, Make Decisions
June 22, 2016
According to a new study published in NEURON, human brains are constantly processing data to make statistical assessments that translate into the feeling we call confidence. “The feeling ultimately relies on the same statistical computations a computer would make,” says Professor Adam Kepecs, a neuroscientist at Cold Spring Harbor Laboratory (CSHL) and lead author of the new study. In experiments with human subjects, Kepecs and colleagues tried to control for different factors that can...
June 22, 2016
According to a new study published in NEURON, human brains are constantly processing data to make statistical assessments that translate into the feeling we call confidence. “The feeling ultimately relies on the same statistical computations a computer would make,” says Professor Adam Kepecs, a neuroscientist at Cold Spring Harbor Laboratory (CSHL) and lead author of the new study. In experiments with human subjects, Kepecs and colleagues tried to control for different factors that can...
