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Decisions are largely emotional, not logical: the neuroscience behind decision-making
Don't convince with reason
People who believe they can use reason alone to build a case might not succeed. They need to consider the emotional factors that are driving the other person.
The negotiator should create a vision for the other party to bring about discovery and decision on their part.
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Emotionally based decisions
Have you ever brought a well-constructed argument, convinced that your logic will sway the other party? Except that the other party refused to budge.
According to the latest finding in neuroscience, what we believe are logical decisions are based on emotion.
Decision-making is not logical
They could describe what they should be doing in logical terms but found it very difficult to make even simple decisions, such as what to eat.
Don't convince with reason
People who believe they can use reason alone to build a case might not succeed. They need to consider the emotional factors that are driving the other person.
The negotiator should create a vision for the other party to bring about discovery and decision on their part.
How to build a vision
Get the other party to reveal their problems or unmet objectives.
Build a vision for them of their problem and your proposal as the solution.
They will make their decision because you have helped them feel it is to their advantage and not necessarily because it is logical.
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... is a key life skill, an inherently interpersonal activity that requires a good understanding of human psyche, and it is vital to your success.
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Use a Red Herring
Instead of making one single offer, try offering 3 possible scenarios:
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- Something that is a middle ground and a win-win for both.
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- Repeat the last 1-3 words your counterpart just said back to them - makes your counterpart feel safe enough.
- Practice tactical empathy. Demonstrate to your counterpart th...