are the main sources of the explicit beliefs and deliberate
choices of System 2. They’re the spring that feeds the river.
We react emotionally (System 1) to a suggestion or
question. Then that System 1 reaction informs and in effect
creates the System 2 answer.
Now think about that: under this model, if you know
how to affect your counterpart’s System 1 thinking, his
inarticulate feelings, by how you frame and deliver your
questions and statements, then you can guide his System 2
rationality and therefore modify his responses. That’s what
happened to Andy at Harvard: by asking, “How am I
supposed to do that?” I influenced his System 1 emotional
mind into accepting that his offer wasn’t good enough; his
System 2 then rationalized the situation so that it made sense
to give me a better offer.
If you believed Kahneman, conducting negotiations
based on System 2 concepts without the tools to read,
understand, and manipulate the System 1 emotional
underpinning was like trying to make an omelet without first
knowing how to crack an egg.
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