Find Mediators Near You:

Must Read For All Negotiators, Particularly Litigators

Naivete and Cynicism in Negotiations and Other Competitive Contexts by Chia-Jung Tsay, Lisa L. Shu and the great Max H. Bazerman. Executive Summary from Harvard Working Knowledge below:

In business and in life, it’s important to strike a smart balance between naïveté and cynicism. Act too naïvely, and someone is bound to take advantage of you. Skew cynical, and you may miss out on new opportunities with good people. This paper discusses the decision errors inherent in leaning too far in either direction. Research was conducted by Chia-Jung Tsay, Lisa. L. Shu, and Max H. Bazerman of Harvard Business School. Key concepts include:

Naïveté is more than a glut of trust. More broadly, naïve behavior refers to a failure to make the best decision, due to a lack of consideration of other people’s strategic and behavioral perspectives. We are likely to make naïve decisions when we don’t think through the likely future decisions of other parties. A cynic, on the other hand, may avoid a business transaction due to an assumption that the seller’s self-interested motives will be harmful to him or her-even if logic shows that the deal would likely benefit both parties. When people withhold from trusting others, they usually lack opportunities to learn whether their trust would have reaped rewards. But when they offer their trust and are subsequently burned, they learn hard lessons about trust. This unbalanced feedback breeds cynicism.

In laboratory studies, the best negotiators were those who had a tendency to think about the perspectives of others. However, most people lack sufficient perspective-taking ability. The researchers suggest that training mechanisms should be developed to increase that ability.

                        author

Victoria Pynchon

Attorney-mediator Victoria Pynchon is a panelist with ADR Services, Inc. Ms. Pynchon was awarded her LL.M Degree in Dispute Resolution from the Straus Institute in May of 2006, after 25 years of complex commercial litigation practice, with sub-specialties in intellectual property, securities fraud, antitrust, insurance coverage, consumer class actions and all… MORE >

Featured Members

ad
View all

Read these next

Category

Negotiating Thanksgiving Conversations

I kicked off the Thanksgiving  holiday season last year by having an argument with my friend and neighbor the rocket scientist about extraordinary rendition and the effect of immigrant workers on the economy....

By Victoria Pynchon
Category

Lincoln, Bill: International Mediation Training – Video

Bill Lincoln describes his work in Afghanistan trying to implement mediation courses within the university and Foreign Ministry; he underscores his two points of entry into a country: the university...

By Bill Lincoln
Category

Dzhokar Tsarnaev

As we find ourselves satiated with the lurid details of the Boston Marathon Bombing, the identification of the bombers and their capture, we notice it at the bottom of the...

By William Hymes
×