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How to persuade the other side of your arguments


Heuristics are cognitive shortcuts that help us make everyday decisions quickly and without too much thought. While it is good to make quick decisions in special circumstances, it can also be counterproductive when dealing with complex negotiation situations.  It is a mechanism to protect us from an overstimulated environment  and to enable us to act rationally. When we make quick decisions we tend to make mistakes and on reflection we often believe we could have made a better decision.

The „Validity Effect“ describes another cognitive shortcut, in which a statement is more likely considered to be true after it has been repeated numerous times. Studies have shown that a claim during a commercial is considered more credible if it had been mentioned during the advertisement numerous times.

In negotiations the „Validity Bias“ may affect the perceived credibility of our statements and those of our counterpart. For instance, as we consent with the other party three times, we unconsciously have to justify our agreement three times. This can be done more easily when we validate the other party's‘ statement as true.

 Therefore, by addressing questions of consent several times to the other side, this heuristic can be used to introduce higher credibility and persuasion of your position. This may result in better chances of achieving greater deals.

 But be careful - the other party may use this bias on you in return!

 This is a contribution by Jessica Planitzer, Master in Psychology and Management

https://www.linkedin.com/in/jessica-planitzer-b7b552195/

www.octalonegotiation.com

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