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The Levinson Letter
(November 1, 1995)
Page 2

Negotiators undo themselves by bringing faulty assumptions to the bargaining table, writes Leigh Thompson, U. Washington (J. Pers. & Soc. Psychology). One such assumption, the incompatibility perception, is the belief that the other party’s interests are completely opposed to one’s own interests, Thompson says. In related experiments, third parties were much more accurate in their judgments about what each person in a negotiation really wanted. 

When people feel threatened, their psychological defenses inhibit their ability to read opponents’ wishes accurately. Also, under threat, people are less likely to express themselves openly and honestly and more likely to react defensively. 

When seeking a third party to resolve a dispute, consider the advantages of choosing a psychologist or psychiatrist with business experience or an experienced mediator, says negotiator Patrick Phear of The Levinson Institute staff. If the third party has to come from inside, choose someone neither side knows well who won’t have, or be suspected of having, a hidden agenda.