Reactive Devaluation

Our tendency to disparage proposals made by another party, especially if this party is viewed as negative or antagonistic. This cognitive bias can serve as a major barrier in negotiations.

#judgment

  1. Korobkin, R. (2006). How neutrals can overcome the psychology of disputing: The effect of framing and reactive devaluation in mediation. Alternatives to the High Cost of Litigation, 24(5), 83–86. https://doi.org/10.1002/alt.20127
  2. Maoz, I., Ward, A., Katz, M., & Ross, L. (2002). Reactive Devaluation of an “Israeli” vs. “Palestinian” Peace Proposal. Journal of Conflict Resolution, 46(4), 515–546. https://doi.org/10.1177/0022002702046004003
  3. Ross, L., & Stillinger, C. (1991). Barriers to Conflict Resolution. Negotiation Journal, 7(4), 389–404. https://doi.org/10.1111/j.1571-9979.1991.tb00634.x
  4. Ross, L., & Ward, A. (1995). Psychological Barriers to Dispute Resolution. In M. P. Zanna (Ed.), Advances in Experimental Social Psychology (Vol. 27, pp. 255–304). Academic Press. https://doi.org/10.1016/S0065-2601(08)60407-4
  5. Kahneman & Tversky (1979). Prospect Theory: An analysis of decision under risk. Econometrica, Vol. 47, No. 2 263.
  6. Kahneman, D. (2013). Thinking, Fast and Slow (1st Edition). Farrar, Straus and Giroux.
  7. Ward, A., Atkins, D. C., Lepper, M. R., & Ross, L. (2011). Affirming the Self to Promote Agreement With Another: Lowering a Psychological Barrier to Conflict Resolution. Personality and Social Psychology Bulletin, 37(9), 1216–1228. https://doi.org/10.1177/0146167211409439
  8. Ross, L. (1995). Reactive Devaluation in Negotiation and Conflict Resolution. In K. J. Arrow, R. D. Ros, L. Ross, R. H. Mnookin, A. Tversky, & R. Wilson (Eds.), Barriers to Conflict Resolution. W. W. Norton & Company.
  9. Mnookin, R. H. (1993). Why Negotiations Fail: An Exploration of Barriers to the Resolution of Conflict. Stanford Center on COnflict and Negotiation, 8, 16.