C3S Consulting
Irrational trading
In negotiation, identifying cognitive biases is an essential lever.
These biases are mental shortcuts that help us decide quickly, but often distort our judgement. Under their influence, we believe we are being rational, whereas in fact we are following invisible automatisms. They lead us, for example, to cling to a first position (anchoring), overvalue a potential loss (loss aversion) or misinterpret the other's signals. These perceptual errors can lead to deadlocks or decisions that are fatal to the agreement.
In the course of the module, we will work on the cognitive biases that have a direct impact on negotiation.
Mental preparation techniques will also be presented and tried out: they help you to free yourself from stress, clarify your intentions and approach negotiation in a "high-performance" frame of mind. Being mentally ready means having the necessary lucidity to identify your own biases and those of your negotiating partner.
Finally, mastering the techniques of suggestion and influence - inspired by hypnosis - opens up a whole new field, enabling you to communicate with the unconscious mind of the other person and "bypass" the control and resistance of the conscious mind.
During the course, participants not only learn about these techniques, but also get to try them out in real-life negotiation simulations. These situations will enable them to observe the impact of these techniques, test different approaches and directly measure their effectiveness in a safe, guided environment.
