The_Essential_Manager_s_Handbook

414 / CONDUCTING NEGOTIATIONS

Avoiding decision traps

Making the right decisions

Understanding the decision traps that

negotiators can fall into will help you

avoid making the same mistakes

yourself, and may allow you to use the

other party’s errors to leverage your

own power. There are many tactics and

strategies you can use to avoid decision

traps or to use them to your advantage.

Most negotiators believe that they are rational. In reality, many

negotiators systematically make errors of judgment and irrational

choices. It is important for you to understand and try to avoid making

these common errors, as they lead to poor decision-making.

WATCH YOUR TIMING

To keep from feeling that you

have not made the best

possible deal, never accept

the first offer that is made,

even when it is a great offer.

Always negotiate a little.

Tip

Understanding decision

traps may allow you to

use the other party’s

errors to leverage

your own power

Hot and cold coginition

Psychologists have identified two

approaches to decision-making: “hot

cognition” and “cold cognition.” High-

speed, pressurized decisions use “hot

cognition,” while logical, slow decisions

use “cold cognition.” In high-pressure

environments try to overcome your

emotions and use “cold cognition.”

US_414-415_Avoiding_decision_traps_1.indd 414 31/05/16 5:29 pm