Defend Yourself Against Bad Decisions
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Cognitive Biases that Lead to Erroneous Conclusions. Know the TRIGGERS. Avoid the TRAPS. Apply the TOOLs.
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Defend Yourself Against Bad Decisions
- 2. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals Look at the six royal cards and pick your favorite – write it down. PICK A CARD
- 3. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals • Stimuli that activate mechanical reactions vs. controlled responses • Mistakes – how we learn; failing forward • Bad Decisions – automatic actions that lack our full awareness and attention PART 1 – KNOW THE TRIGGERS
- 4. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals COLORS FOR SALE
- 5. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals Influence Trigger: RECIPROCATION We have a social obligation to pay, in kind, what has been given to us.
- 6. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals Influence Trigger: CONSISTENCY We feel strong pressure to be consistent within our own words and actions
- 7. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals Influence Trigger: LIKING We prefer to say yes to the requests of people we know and like
- 8. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals Influence Trigger: SOCIAL PROOF We often look to the behavior of similar others for direction about choices
- 9. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals Influence Trigger: SCARCITY We typically overvalue things that are rare, dwindling in availability or difficult to acquire
- 10. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals Influence Trigger: AUTHORITY We defer to experts and are more easily persuaded by individuals perceived to be legitimate authorities
- 11. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals INFLUENCE TRIGGERS Source - Influence: Science and Practice by Robert B. Cialdini
- 12. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals As if social influence isn’t enough – we have cognitive biases to worry about. • Distortions in the way we perceive reality. • Defects and glitches in our thinking. • We can’t recognize our own biases. PART 2 – AVOID THE TRAPS
- 13. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals THINKING TRAPS
- 14. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals PART 3: APPLY THE TOOLS FROM AUTOMATIC TO AWARE • Default Decision • Increased Awareness • Blind Spot
- 15. Level I Listening Listening to your • Thoughts • Judgments • Opinions Level II Listening Listening for the speaker’s: • Purpose • Vision • Objective • Outcome 15 www.OrganicComm.com Executive Training for Lawyers & Legal Professionals LEVELS OF LISTENING
- 16. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals Raise your hand if your card was removed from the group. PICK A CARD
- 17. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals YOUR OPINION MATTERS Please take a moment now to evaluate this session. Thank you!
- 18. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals THANK YOU To bring trainings on Communication, Collaboration and Innovation to your firm or organization, contact: Judith Gordon (310) 968-7270 Judith@OrganicComm.com Amy Mallow (212) 225-0624 amallow@MLAGlobal.com Lee Broekman (818) 212-9196 Lee@OrganicComm.com
- 19. www.OrganicComm.com Executive Training for Lawyers & Legal Professionals THANK YOU