Cognitive Biases
Address flaws in our judgment and decisions
Persuade with legitimacy
Use Case: Address decision-making biases
Purpose
Improve the quality of how we assess options, make decisions, and persuade others, by raising awareness of biases that affect judgment and their associated risks.
When to Use
Making or assessing offers during a negotiation, when most exposed to the risks of biases undermining our ability to evaluate options properly.
References
- https://en.wikipedia.org/wiki/List_of_cognitive_biases
- Max Bazerman and Don Moore, Judgment in Managerial Decision Making (Wiley, 2012)
- Robert B. Cialdini, Influence: The Psychology of Persuasion (Harper Business, 2021)
- Deepak Malhotra and Max Bazerman, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond (Bantam, 2008), chapters 4 to 6