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Abstract

The authors examined whether negotiators are prone to an “illusion of transparency,” or the belief that their private thoughts and feelings are more discernible to their negotiation partners than they actually are. In Study One, negotiators who were trying to conceal their preferences thought that their preferences had “leaked out” more than they actually did. In Study Two, experienced negotiators who were trying to convey information about some of their preferences overestimated their partners' ability to discern them. The results of Study Three rule out the possibility that the findings are simply the result of the curse of knowledge, or the projection of one's own knowledge onto others. Discussion explores how the illusion of transparency might impede negotiators' success.

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Van Boven, L., Gilovich, T. & Medvec, V.H. The Illusion of Transparency in Negotiations. Negotiation Journal19, 117–131 (2003). https://doi.org/10.1023/A:1023693700484

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DOI: https://doi.org/10.1023/A:1023693700484

Keywords

The Knowledge Illusion Pdf Free Download Windows 10

Experienced Negotiator
Negotiation Partner
Private Thought

But our collaborative minds also enable us to do amazing things. The Knowledge Illusion contends that true genius can be found in the ways we create intelligence using the community around us.

Author: Steven Sloman

Publisher: Penguin

ISBN: 9780399184345

Category: Psychology

Page: 304

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“The Knowledge Illusion is filled with insights on how we should deal with our individual ignorance and collective wisdom.” —Steven Pinker We all think we know more than we actually do. Humans have built hugely complex societies and technologies, but most of us don’t even know how a pen or a toilet works. How have we achieved so much despite understanding so little? Cognitive scientists Steven Sloman and Philip Fernbach argue that we survive and thrive despite our mental shortcomings because we live in a rich community of knowledge. The key to our intelligence lies in the people and things around us. We’re constantly drawing on information and expertise stored outside our heads: in our bodies, our environment, our possessions, and the community with which we interact—and usually we don’t even realize we’re doing it. The human mind is both brilliant and pathetic. We have mastered fire, created democratic institutions, stood on the moon, and sequenced our genome. And yet each of us is error prone, sometimes irrational, and often ignorant. The fundamentally communal nature of intelligence and knowledge explains why we often assume we know more than we really do, why political opinions and false beliefs are so hard to change, and why individual-oriented approaches to education and management frequently fail. But our collaborative minds also enable us to do amazing things. The Knowledge Illusion contends that true genius can be found in the ways we create intelligence using the community around us.

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