defend yourself against bad decisions

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Look at the six royal cards and pick your favorite – write it down.

PICK A CARD

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• Stimuli that activate mechanical reactions vs. controlled responses • Mistakes – how we learn; failing forward• Bad Decisions – automatic actions that lack our full

awareness and attention

PART 1 – KNOW THE TRIGGERS

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COLORS FOR SALE

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Influence Trigger:RECIPROCATION

We have a social obligation to pay, in kind, what has been given to us.

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Influence Trigger: CONSISTENCY

We feel strong pressure to be consistent within our own words and actions

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Influence Trigger:LIKING

We prefer to say yes to the requests of people we know and like

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Influence Trigger:SOCIAL PROOF

We often look to the behavior of similar others for direction about choices

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Influence Trigger:SCARCITY

We typically overvalue things that are rare, dwindling in availability or difficult to acquire

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Influence Trigger:AUTHORITY

We defer to experts and are more easily persuaded by individuals perceived to be legitimate authorities

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INFLUENCE TRIGGERS

Source - Influence: Science and Practice by Robert B. Cialdini

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As if social influence isn’t enough – we have cognitive biases to worry about. • Distortions in the way we perceive reality. • Defects and glitches in our thinking.• We can’t recognize our own biases.

PART 2 – AVOID THE TRAPS

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THINKING TRAPS

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PART 3: APPLY THE TOOLS FROM AUTOMATIC TO AWARE

•Default Decision

• Increased Awareness

•Blind Spot

Level I Listening Listening to your• Thoughts • Judgments • Opinions 

Level II Listening Listening for the speaker’s: • Purpose • Vision• Objective• Outcome

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Lawyers & Legal Professionals

LEVELS OF LISTENING

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Raise your hand if your card was removed from the group.

PICK A CARD

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YOUR OPINION MATTERS

Please take a moment now to evaluate this session.

Thank you!

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THANK YOU

To bring trainings on Communication,

Collaboration and Innovation to your firm or organization, contact:

Judith Gordon(310) 968-7270

Judith@OrganicComm.com

Amy Mallow(212) 225-0624

amallow@MLAGlobal.com

Lee Broekman(818) 212-9196

Lee@OrganicComm.com

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THANK YOU