Negotiation Impasse? How to Unlock the Deadlock

"Parties can become angry or entrenched in their positions. Perceptions become distorted, and judgments are biased. The parties stop communicating effectively and instead blame one another. One party has a conflict management style that is not compatible with the other. Perceptions are so different that the parties do not believe there is any possible compatibility … Continue reading Negotiation Impasse? How to Unlock the Deadlock

Information and Persuasion: 3 Features of Conspiracy Theories (reloaded)

"Most people reason dramatically, not quantitatively" (O.W. Holmes) In light of the recent anti-Corona demonstrations (Stichwort #Aluhut), I feel almost compelled to post an older article I wrote about communication and the psychology of conspiracy theories. CRISES AND INGREDIENTS In times of crisis and upheaval conspiracy theories abound. When people experience unease and doubt, when old … Continue reading Information and Persuasion: 3 Features of Conspiracy Theories (reloaded)

6 Secrets of Persuasion

If you need to communicate professionally, you've probably read your way through tomes of sales and negotiation literature by now. There is a plethora of tactics, techniques and tricks out there which purport to help you sway partners over to your side. But what is the underlying foundation of all these techniques?  How can they … Continue reading 6 Secrets of Persuasion