ConceptsNest

  “The most difficult subjects can be explained to the most slow-witted man if he has not formed any idea of them already; but the simplest thing cannot be made clear to the most intelligent man if he is firmly persuaded that he knows already, without a shadow of doubt, what is laid before him.”- Leo Tolstoy. Why don't facts change our minds? And why would someone continue to believe a false or inaccurate idea anyway? How do such behaviors serve us? The Logic of False Beliefs Humans need a reasonably accurate view of the world in order to survive . If our model of reality is wildly different from the actual world, then we struggle to take effective actions each day. However, truth and accuracy are not the only things that matter to the human mind. Humans also seem to have a deep desire to belong. “Humans are herd animals. We want to fit in, to bond with others, and to earn the respect and approval of our peers . Such inclinations are essential to our survival. For most of our e

Negotiation is an inherent part of influencing someone . In a work environment, it can be external negotiations, with a supplier or a client; or internal, with a boss, colleague or subordinate. But we must also negotiate with ourselves , be aware of instinctive reactions (psychological and physical) , in order to regulate them and respond consciously and appropriately to the circumstances so that we get the best result. All negotiations comprise two dimensions: The “substance,” meaning the subject matter or objective of the negotiation, and the “relationship,” i.e., the interaction or connection with the other person . We negotiate because we are looking to gain something or because the relationship with the other party is important. These two dimensions are always in play and under tension because the things we do to improve the substance—such as not making concessions—damage the relationship to a certain degree. Conversely, when we try to grow the relationship, decisions like be