17 06, 2016

Trusting Intuition

By |2017-05-13T07:42:38-07:00June 17th, 2016|Research|0 Comments

In his bestselling book, Thinking Fast and Slow, Daniel Kahneman (Farrar, Straus and Giroux, New York, 2011) notes that our brains contain two systems of thought: System 1 which “… operates automatically and quickly, with little or no effort and no sense of voluntary control” (Id. at 20) and System 2 which “…allocates attention to [...]

26 04, 2013

Negotiating Rationally

By |2017-05-13T07:32:10-07:00April 26th, 2013|Research|Comments Off on Negotiating Rationally

A friend of mine is in a business partnership. I will call her "Jane". Over the past few months, Jane has continuously expressed to me her frustration and dissatisfaction with her partners, as it seems that they do not care much for the business aspect of running a partnership. They are slow to bill the [...]

28 02, 2008

Is BATNA Really Your WATNA?

By |2017-05-13T07:38:35-07:00February 28th, 2008|Research|0 Comments

Many years ago, Robert Fisher and William Ury coined the acronym ‘BATNA’ meaning “Best Alternative To A Negotiated Agreement.” It represents the available alternatives when a party is unable to negotiate an agreement. In the context of litigation, it often means going to trial. Based on a study just published by Vanderbilt University Law School [...]

21 12, 2007


By |2017-05-13T07:38:42-07:00December 21st, 2007|News articles|0 Comments

Recently, Newsweek published an article entitled “Less (Information) Is More” by Wray Herbert. The thesis is that “. . . most people think too much before they make important decisions.” According to psychologist Gerd Gigerenzer of the Max Planck Institute in Germany, there is much evidence to suggest that we should go with our “hunches” [...]