{"id":2686,"date":"2020-06-20T11:20:00","date_gmt":"2020-06-20T15:20:00","guid":{"rendered":"https:\/\/www2.law.temple.edu\/aer\/?p=2686"},"modified":"2021-12-16T14:56:56","modified_gmt":"2021-12-16T14:56:56","slug":"negotiating-when-the-adversarial-mindset-hurts-more-than-helps","status":"publish","type":"post","link":"https:\/\/law.temple.edu\/aer\/2020\/06\/20\/negotiating-when-the-adversarial-mindset-hurts-more-than-helps\/","title":{"rendered":"Negotiating &#8211; When The &#8220;Adversarial Mindset&#8221; Hurts More Than Helps"},"content":{"rendered":"<p>Too often, the mindset in negotiating is completely adversarial \u2013 we are good, they are bad; we are right, they are wrong; we are just and they are unjust; and, perhaps most perniciously, we are reasonable and they are not and will not be so.<\/p>\n<p style=\"text-align: center\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-2687\" src=\"https:\/\/law-dev.temple.edu\/aer\/wp-content\/uploads\/sites\/3\/2020\/04\/adversary-2.png\" alt=\"\" width=\"242\" height=\"208\" \/><\/p>\n<p>Even Ronald Reagan didn\u2019t posture in this way \u2013 his famous cry was \u201ctrust but verify.\u201d\u00a0 New research suggests a modification of that principle when conducting negotiations.<\/p>\n<p>The American Psychological Association\u2019s <em>Psychology, Public Policy and Law<\/em> is publishing\u00a0 \u201cThe Adversarial Mindset\u201d by Simon, Ahn, Stenstrom and Read (2020).\u00a0 The authors begin by surveying the literature on negotiating and identify three controlling principles:<\/p>\n<ul>\n<li>The \u201cmyside bias,\u201d the tendency to view a case and a position not objectively but through a more-favorable-than-justified lens. [In the world of trials, we sometimes call this \u201ctrial psychosis,\u201d a delusional belief that the case is a winner despite devastating adverse proof.]\u00a0 What comes with this is what the authors describe as an \u201cunfavorable perception of one\u2019s counterpart.\u201d<\/li>\n<li>The \u201cotherside bias,\u201d the assumption we make that our counterpart will not see things objectively but will construe the evidence and justness of the cause in a skewed manner. Accompanying this is the belief that your opponent begins from a point where they view you negatively.<\/li>\n<li>\u201cConflict and escalation.\u201d Where myside and otherside bias prevail, parties may tend to escalate conflict due to inaccurate perceptions rather than tend toward \u201cde-escation through cooperative behavior.\u201d<\/li>\n<\/ul>\n<p>To test these propositions, the authors conducted a series of tests, with individuals assigned to be an advocate on one or the other side in a dispute or to be the neutral third party advisor, a person directed to present the decisionmaker\/arbitrator with a fair rendering of the facts that \u201cdo justice to both parties.\u201d\u00a0 All three roles received the same factual background, facts intended to be decidedly circumstantial and ambiguous.\u00a0 The dispute was over whether an employee had stolen money.<\/p>\n<p>Each participant ultimately rated the strength of the facts <em>and<\/em> judged how the opponent would likely view them.\u00a0 Role mattered \u2013 those assigned to the employee\u2019s side viewed the facts more favorably than those assigned to represent the employer, with the neutral advisor coming down somewhere in the middle.<\/p>\n<p>This is not all that was shown.\u00a0 Each adversary was asked to estimate how the opposing advocate viewed the evidence and over-estimated how badly the opponent would view the case.\u00a0 Put more simply, if one party represented the employee, that person over-estimated how the other side [the employer\u2019s representative] would view the proof supporting guilt.<\/p>\n<p>This was but one of the two studies the authors did, with the second largely confirming the first.\u00a0 The concern they identify is that when we view our opponents as more judgmental and less objective, escalatory tendencies emerge.<\/p>\n<p>This summary just skims the surface.\u00a0 The details of each experiment are revealing; and the authors frame this as proving \u201ccoherence based reasoning,\u2019 <em>i.e.<\/em>, that the otherside and myside biases cohere to impact\u00a0 the judgments each adversary made.\u00a0 At the same time, there was some awareness of the likelihood that the \u2018impartial\u2019 mediator would more fairly assess the case\u2019s strengths and weaknesses, taken by the authors as proof that there might be some self-awareness of the biases that afflict the adversaries\u2019 judgment.<\/p>\n<p>What are some of the upshots?\u00a0 The authors note the important role of mediators in asking each side to list the weaknesses in its position, a first step toward tempering views and avoiding escalation.\u00a0 They also found some reason to be optimistic:<\/p>\n<p>Notwithstanding the wide and deep spreading of bias throughout the participants\u2019 mental model of the case, our participants were considerably less biased when asked to assess how a neutral authority figure would view the case. In other words, our participants were cognizant of the fact that not everyone would share their view of the situation. It follows that they were to some degree aware that they were operating under the influence of bias.\u00a0 This partial awareness could provide an opening to bring adversaries to transcend their biased views, question their escalatory impulses, and seek cooperative solutions.<\/p>\n<p>For those of us who teach negotiating and mediation, this and similar research is critical as it shows the need to educate our students to look at the case through the other party\u2019s eye and needs, and not start from a position of absolute distrust.<\/p>\n<p><em>The Adversarial Mindset<\/em> will be published this year in <em>Psychology, Public Policy and Law<\/em>, <a href=\"https:\/\/psycnet.apa.org\/PsycARTICLES\/journal\/law\/26\/1\">https:\/\/psycnet.apa.org\/PsycARTICLES\/journal\/law\/26\/1<\/a>\u00a0 It can also be found at https:\/\/papers.ssrn.com\/sol3\/papers.cfm?abstract_id=3573099<\/p>\n<p>Thanks go to author Dan Simon for his presentation on this research at a faculty colloquium at Temple Beasley School of Law.\u00a0 \u00a0For related research, see the March 27, 2020 New York Times article \u201cIn Negotiations, Givers Are Smarter Than Takers,\u201d explaining how giving the opposing side something that it needs may lead to more successful negotiations.\u00a0 <a href=\"https:\/\/www.nytimes.com\/2020\/03\/27\/smarter-living\/negotiation-tips-giver-taker.html?referringSource=articleShare\">https:\/\/www.nytimes.com\/2020\/03\/27\/smarter-living\/negotiation-tips-giver-taker.html?referringSource=articleShare<\/a><\/p>\n<p>Reprinted in largely identical form with permission from the May 18, 2020 issue of THE LEGAL INTELLIGENCER. \u00a9 [2020] ALM Media Properties, LLC. Further duplication without permission is prohibited. All rights reserved.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Too often, the mindset in negotiating is completely adversarial \u2013 we are good, they are bad; we are right, they are wrong; we are just and they are unjust; and, perhaps most perniciously, we are reasonable and they are not and will not be so. Even Ronald Reagan didn\u2019t posture in this way \u2013 his<\/p>\n","protected":false},"author":31,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"generate_page_header":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[2,3],"tags":[],"coauthors":[238],"class_list":["post-2686","post","type-post","status-publish","format-standard","hentry","category-advocacy","category-advocacy-and-evidence-blog"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Negotiating - When The &quot;Adversarial Mindset&quot; Hurts More Than Helps - Advocacy and Evidence Resources<\/title>\n<meta name=\"description\" content=\"&quot;Trust but verify&quot; may help negotiations more than an &quot;us-against-them&quot; mindset, a point shown by new research.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/law.temple.edu\/aer\/2020\/06\/20\/negotiating-when-the-adversarial-mindset-hurts-more-than-helps\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Negotiating - When The &quot;Adversarial Mindset&quot; Hurts More Than Helps - Advocacy and Evidence Resources\" \/>\n<meta property=\"og:description\" content=\"&quot;Trust but verify&quot; may help negotiations more than an &quot;us-against-them&quot; mindset, a point shown by new research.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/law.temple.edu\/aer\/2020\/06\/20\/negotiating-when-the-adversarial-mindset-hurts-more-than-helps\/\" \/>\n<meta property=\"og:site_name\" content=\"Advocacy and Evidence Resources\" \/>\n<meta property=\"article:published_time\" content=\"2020-06-20T15:20:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-12-16T14:56:56+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/law.temple.edu\/aer\/wp-content\/uploads\/sites\/5\/2020\/04\/adversary-2.png\" \/>\n\t<meta property=\"og:image:width\" content=\"242\" \/>\n\t<meta property=\"og:image:height\" content=\"208\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Jules M Epstein (hehimhis)\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Jules M Epstein (hehimhis)\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/law.temple.edu\/aer\/2020\/06\/20\/negotiating-when-the-adversarial-mindset-hurts-more-than-helps\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/law.temple.edu\/aer\/2020\/06\/20\/negotiating-when-the-adversarial-mindset-hurts-more-than-helps\/\"},\"author\":{\"name\":\"Jules M Epstein (hehimhis)\",\"@id\":\"https:\/\/law.temple.edu\/aer\/#\/schema\/person\/ebe47f403ad14e2c5faec834f2d8472e\"},\"headline\":\"Negotiating &#8211; 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