Cognitive distortions

Unconscious thinking errors that influence perception and decisions. Recognising them helps to conduct negotiations more clearly and strategically.

Cognitive distortions – are systematic errors in thinking that result in people not processing information objectively. They are caused by unconscious shortcuts in thinking (Heuristics) and influence perception, decisions and behaviour – including in negotiations. Examples include confirmation bias (only considering information that supports one’s own opinion), anchor effects (strong influence of the first value mentioned) or overconfidence (overestimating one’s own abilities). If you recognise and reflect on cognitive biases, you can manage negotiations more clearly, assess the other side better and avoid your own misjudgements.