Cognitive Barriers to Effective Negotiation and How to Overcome Them

Golann, Dwight

Abstract

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Cognitive Barriers to Effective Negotiation and How to Overcome Them

Dwight Golann

Suffolk University Law School

2001

ADR Currents, Vol. 6, p. 6, September-November 2001

Abstract:
This short article explains common cognitive barriers that impede settlements by distorting disputants’ analysis of their legal case or their bargaining decisions. The discussion covers selective perception, optimistic overconfidence, loss aversion and reactive devaluation. The article also gives prescriptive advice about how mediators can overcome these obstacles.

Number of Pages in PDF File: 5

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Date posted: May 30, 2011

Suggested Citation

Golann, Dwight, Cognitive Barriers to Effective Negotiation and How to Overcome Them (2001). ADR Currents, Vol. 6, p. 6, September-November 2001. Available at SSRN: http://ssrn.com/abstract=1854685

Contact Information

Dwight Golann (Contact Author)

Suffolk University Law School ( email )

120 Tremont Street
Boston, MA 02108-4977
United States
617-573-8183 (Phone)
617-305-3086 (Fax)