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Decisions are largely emotional, not logical: the neuroscience behind decision-making

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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Decisions are largely emotional, not logical: the neuroscience behind decision-making

Decisions are largely emotional, not logical: the neuroscience behind decision-making

https://bigthink.com/experts-corner/decisions-are-emotional-not-logical-the-neuroscience-behind-decision-making

bigthink.com

4

Key Ideas

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

A neuroscientist studied people with damage in the part of the brain where emotions are generated. He found that they were unable to feel emotions. They were also unable to make decisions. 

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.

SIMILAR ARTICLES & IDEAS:

Negotiation

... is a key life skill, an inherently interpersonal activity that requires a good understanding of human psyche, and it is vital to your success.

Negotiator perform 2 cognitive tasks:

  1. Judgement: Evaluate the content of the available options for its fairness.
  2. Choice: Determine which available option is preferred.

Use a Red Herring

Instead of making one single offer, try offering 3 possible scenarios:

  1.  Something that works for you but can be very expensive for the other party. A win-lose.
  2.  The red herring. Something that is a lose-lose for both parties. An option through which no one wins.
  3. Something that is a middle ground and a win-win for both.
Social psychology shows when you present  more options (the red herring), the other party will rarely decline all the options.

one more idea

A Good Negotiator

Negotiating doesn't mean arguing, being stubborn or creating a scene. The best negotiators are empathetic and collaborative, pursuing a mutually fulfilling solution. A good negotiator ca...

A Personal Touch

A job negotiation is preferable in person or on the phone, as compared to the impersonal and cold feel of the email.

Talking on the phone provides you with an opportunity to build a connection so that the recruiter understands you and your motivations, while you have a better grip on their motivations.

If the job negotiation is on email only, be direct and honest. Email lets you strategize your words carefully.

Have An Alternative

Having an alternative, a second job offer with you makes your negotiation game stronger, as the employer knows that you can simply walk away. Having the offer from a prestigious company also strengthens your perceived market value.

Having a BATNA (Best Alternative To a Negotiated Agreement) provides you with confidence, based on how strong the employer perceives it as well as how you perceive it.

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“In crisis situations, emotions can dictate a person’s actions at the detriment of rational thinking.”

Jeff Thompson

"We all need to be good listeners and learn to demonstrate our empathy and understanding of the problems, needs, and issues of others. Only then can we hope to influence their behavior in a positive way.”

"We all need to be good listeners and learn to demonstrate our empathy and understanding of the problems, needs, and issues of others. Only then can we hope to influence their behavior in a positive way.”

The Goal In Law Enforcement Hostage Crisis Situations

To use communication skills to get a person to change from a negative behavior to a more desirable one.

5 more ideas