Interactive
Working With Psychological Biases in Negotiation
Biz Library
Updated Sep 04, 2018Cognitive limits on the ability of humans to process information leads us to have inherent biases that influence the way we make decisions. We can be aware of and manage these seemingly irrational tendencies, but we can not eliminate them. We see these biases at work in the ways that negotiators frame decisions; appeal to favorable, external standards for evaluating proposals; and favor available, hard number data over softer judgments.
