{"id":504,"date":"2021-07-07T15:54:07","date_gmt":"2021-07-07T15:54:07","guid":{"rendered":"https:\/\/blog.nicarb.org\/?p=504"},"modified":"2021-07-07T15:54:07","modified_gmt":"2021-07-07T15:54:07","slug":"happy-chocolate-day","status":"publish","type":"post","link":"https:\/\/blog.nicarb.org\/index.php\/2021\/07\/07\/happy-chocolate-day\/","title":{"rendered":"HAPPY CHOCOLATE DAY"},"content":{"rendered":"\n

CHOCOLATE CAKE V. FRUIT\u2013OR WHY GET EMOTIONAL DURING \u201cRATIONAL\u201d NEGOTIATIONS<\/strong><\/p>\n\n\n\n

We were listening to a great story this morning which described an interesting experiment.<\/p>\n\n\n\n

In his book\u00a0How We Decide<\/em>, and in a recent\u00a0Wall Street Journal\u00a0<\/a><\/em>article, Jonah Lehrer\u00a0writes about an experiment by Stanford University professor Baba Shiv, who collected several dozen undergraduates and divided them into two groups.<\/p>\n\n\n\n

In the\u00a0WSJ<\/em>\u00a0article, Jonah writes:\u00a0\u201cOne group was given a two-digit number to remember, while the second group was given a seven-digit number. Then they were told to walk down the hall, where they were presented with two different snack options: a slice of chocolate cake or a bowl of fruit salad.\u201d<\/p>\n\n\n\n

Here\u2019s where the results get weird. The students with seven digits to remember were nearly twice as likely to choose the cake as students given two digits. The reason, according to Professor Shiv, is that those extra numbers took up valuable space in the brain \u2014 they were a \u201ccognitive load\u201d \u2014 making it that much harder to resist a decadent dessert. In other words, willpower is so weak, that all it takes is five extra bits of information before the brain starts to give in to temptation.\u201d<\/p>\n\n\n\n

More importantly, I think this also explains why emotions bubble up so regularly in negotiations.\u00a0 We might think about all of the information rationally and organize ourselves and be completely ready for the negotiation but\u2013once we are at the table and keeping track of all of that important information (like memorizing at least 7 numbers) we are on cognitive overload\u2013we have a hard time keeping down the \u201cemotional\u201d side of our brain.\u00a0 And our impulses, to respond inelegantly, to assume the worst, or\u00a0to yell, are much more likely to rise to the surface.<\/p>\n","protected":false},"excerpt":{"rendered":"

CHOCOLATE CAKE V. FRUIT\u2013OR WHY GET EMOTIONAL DURING \u201cRATIONAL\u201d NEGOTIATIONS We were listening to a great story this morning which described an interesting experiment. In his book\u00a0How We Decide, and in a recent\u00a0Wall Street Journal\u00a0article, Jonah Lehrer\u00a0writes about an experiment by Stanford University professor Baba Shiv, who collected several dozen […]<\/p>\n","protected":false},"author":1,"featured_media":505,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"nf_dc_page":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"advanced_seo_description":"","jetpack_seo_html_title":"","jetpack_seo_noindex":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[61,111],"tags":[13,12,140,141,138,6,139],"class_list":["post-504","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-articles","category-write-ups","tag-adr","tag-arbitration","tag-chocolate","tag-day","tag-dispute-resolution-solutions","tag-nicarb","tag-world","col-lg-4 col-md-6"],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/blog.nicarb.org\/wp-content\/uploads\/2021\/07\/Brown-Elegant-National-Chocolate-Ice-Cream-Day-Social-Media-Graphic.png?fit=1080%2C1080&ssl=1","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/pcb80P-88","jetpack_likes_enabled":true,"_links":{"self":[{"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/posts\/504","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/comments?post=504"}],"version-history":[{"count":1,"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/posts\/504\/revisions"}],"predecessor-version":[{"id":506,"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/posts\/504\/revisions\/506"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/media\/505"}],"wp:attachment":[{"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/media?parent=504"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/categories?post=504"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.nicarb.org\/index.php\/wp-json\/wp\/v2\/tags?post=504"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}