The Neuroscience of Better Negotiations: An Introduction

Neuroplasticity…in Plain English • Neuroplasticity is the changing of neurons, the organization of their networks, and their function via thinking, learning and activities • Neuroplasticity occurs in the brain: • At the beginning of life: when the immature brain organizes itself. • In case of brain injury: to compensate for lost functions or maximize remaining functions. • Through adulthood: whenever something new is learned and memorized ©2012 National Association of Social Workers. All Rights Reserved 5

Self-Directed Neuroplasticity • Our brains are constantly changing, rewiring, making new connections between synapses. These changes are a result of the brain's neuroplasticity • As these brain remodels take place, we have two choices. We can let them just happen, or we can awaken "our faculties," direct the changes, and turn neuroplasticity into self-directed neuroplasticity (a phrase coined by Jeffrey Schwartz) • When our brains are engaging in neuroplasticity without our knowledge, direction, or awareness, our brains are changing accidentally. When we are employing self-directed neuroplasticity, we are changing our brains on purpose • Accidental and on purpose are two very different ways of being in the world, and only one allows for autonomy and maximum performance ©2012 National Association of Social Workers. All Rights Reserved 6

“Mirror” Neuronsin Plain English • Observation of an action of another automatically triggers simulation of that action in the brain of the observer • Neurons in the premotor cortex fire during goal-directed actions as well as the observation of similar actions • “Mirror” neurons provide a neural basis for imitation and empathy (inner imitation) • In other words, people copy actions, emotions, and mindset of those near them – our brains mirror the brains of those around us ©2012 National Association of Social Workers. All Rights Reserved 7

Reward Threat • Focus: To Survive • Flight-or-Fight • Stress • Neuroendocrine changes include an increase in Cortisol – “the stress hormone” • Focus: To Thrive • Relaxation Response • Trust • Neuroendocrine changes include an increase in Oxytocin – “the trust hormone” ©2012 National Association of Social Workers. All Rights Reserved 9

Judgment diminishes, aggression (and physical energy) may increase Limbic system aroused Difficulties accessing long-term memory Impact on Mental Clarity Ability to remember decreases, impacting learning Problem- solving abilities reduced Message receptors shut down, terminates meaningful rapport Pessimism and perceived threats/insults increase Executive functions: Logic decreases, irrationality increases ©2012 National Association of Social Workers. All Rights Reserved 13

What Our Social Brains Want…The SCARF Model We respond to the perception of… • Status – how we compare to others, competition, avoidance of being “wrong” or responsibility for being at fault • Certainty – clarity, opposite of confusion, risk free • Autonomy – ability to make decisions, sense of control • Relatedness – fitting in safely, belonging to a group • Fairness – how we are treated compared to others ©2012 National Association of Social Workers. All Rights Reserved 14

What Our Brains Want…The SCARF Model • The more SCARF we perceive, the more our brain feels “rewarded” and the more we trust • The less SCARF we perceive, the more our brain feels “threatened” the more defensive we become…and maybe more irrational • For mutually successful negotiations, you want the other party to perceive as much SCARF as reasonably possible ©2012 National Association of Social Workers. All Rights Reserved 15

Your Brain Cannot Truly Multitask • Psychiatrist Richard Hallowell describes multitasking as a “mythical activity in which people believe they can perform two or more tasks simultaneously.” • Recent neuroscience research proves multitasking is a myth that can greatly hinder performance. • The human brain is unable to consciously pay full attention to two tasks at the same time. • We can do simple tasks like walking and talking at the same time, but when it comes to true multitasking (consciously using your prefrontal cortex), your brain just can’t do it. ©2012 National Association of Social Workers. All Rights Reserved 17

Studies show that a person who is attempting to multitask takes 50 percent longer to accomplish a task and he or she makes up to 50 percent more mistakes! Therefore, a person working sequentially is 50% faster and up to 50% more accurate! Source: John Medina, author of Brain Rules ©2012 National Association of Social Workers. All Rights Reserved 18

A multitasking “always on” prefrontal cortex may trigger the brain’s “threat” reaction, releasing cortisol, etc. and leading to impaired mental functioning and decreased ability to effectively negotiate ©2012 National Association of Social Workers. All Rights Reserved 19

How to “Trick” Your Brain Into Giving You A Powerful Surge of Confidence When You Most Need It • In a recent study by Harvard Business School, researchers physically “posed” participants into one of two sets of poses, high- and low-power. • High-power poses involved stretching out to take up more space, and opening the arms/legs • Low-power poses involved contractive positions with closed limbs. • The two groups showed neuroendocrine, psychological and behavioral differences consistent with their positions. ©2012 National Association of Social Workers. All Rights Reserved 20

Cont… • High-power posers experienced feelings of “being in charge” while low-power poses reported a drop in confidence • Among high-power posers testosterone (a hormone linked with feelings of power) levels increased by 25 percent while cortisol (the “stress hormone”) decreased by 19 percent – in both men and women • The low-power posers experienced an opposite neuroendocrine response – e.g., cortisol levels increased • The implications are that we can create changes, in as little as two minutes, in our brains simply by changing our physical stance • Simply holding one’s body in expansive poses for as little as two minutes can give us a significant surge of confidence ©2012 National Association of Social Workers. All Rights Reserved 21

A Power Pose To Quickly Boost Your Brain Before a Negotiation “These poses actually make you feel more powerful” Says study coauthor Amy J.C. Cuddy, an assistant professor at Harvard Business School ©2012 National Association of Social Workers. All Rights Reserved 22

Body Language That’s Good For Brains,And Negotiations • Uncross arms or legs - it might come across as defensive • Make eye contact - but don’t stare, it could induce a “threat” response • Take up space, spread out - it increases perceptions of power • Relax your shoulders - high, tight shoulders imply tension, fear • Nod occasionally when someone is talking – it gives the message that you are interested • Lean back a little in your chair – it increases perceptions of power (if appropriate, for an even greater boost, put your hands behind your head also) ©2012 National Association of Social Workers. All Rights Reserved 25

Body Language That’s Good For Brains,And Negotiations, Cont. • Smile often, even laugh – this greatly lowers the “threat” level • Keep your head, and eyes, up – it is a sign of confidence • Maintain a voice modulation and tone that are calm and keep the speed of your speech steady and not too fast – it makes you sound more intelligent and confident • Slow down your movements – it makes you appear more calm and confident • Use some hand gestures to make points – it will make you appear more intelligent • Smell good - or at least don’t smell bad. Interestingly, olfactory inputs (smells) are processed by the brain more quickly than inputs from any other senses. ©2012 National Association of Social Workers. All Rights Reserved 26

A Peek At Advanced Methods: Purposely Match & Mirror • Often when you get along with a person, when the two of you get a good connection, you will start to mirror each other unconsciously. That means that you mirror the other person’s body language, emotions, mindset, etc. • To make the connection better you can try a bit of proactive mirroring. If the other person leans forward, you might lean forward. If he holds his hands on his thighs, you might do the same. But don’t react instantly and don’t mirror every change in body language – it may appear weird • After a while, purposely change your body language slightly and see if they “mirror” you. If so, you have gained the leading influence ©2012 National Association of Social Workers. All Rights Reserved 27

To Summarize this Webinar… In order to effectively negotiate… Avoid triggering the neurological “threat” circuits in the other party As much as possible, activate the “reward” circuits in the other party – you at least want to get to a perception of win-win Boost your own confidence neurologically in preparation for negotiations – one way to do this is adopting a “power pose” Remember communication is largely nonverbal Be focused and present, don’t attempt to multitask - doing so will greatly diminish your ability to negotiate Repeated practice influences neuroplasticity which results in you being a brain-based negotiator by habit ©2012 National Association of Social Workers. All Rights Reserved 29

Follow Up Questions… Presenter Contact Information Jonathan Jordan, LCSW, ACSW Book Website: www.MaximizeBrainPower.com Main Website: www.MindfullyChange.com Email: Jonathan@MindfullyChange.com Follow me on Twitter: @MindfullyChange Phone: (321) 214-5824 Contact me if you have further questions

The Neuroscience of Better Negotiations: An Introduction