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Overcoming Bias in Negotiations

Given at Palo Alto Area Bar Asssociation on January 26, 2016
by

Shirish Gupta

on 28 January 2016

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Transcript of Overcoming Bias in Negotiations

Overcoming Bias in Negotiation
Exercise:
Say hello
Debrief & Questions
Shirish Gupta
January 26, 2016

JAMS Mediator/Arbitrator
UC Hastings Adj. Prof.
Agenda
Bias
Stereotypes
Exercise
Overcoming Biases
Debrief & Questions
Bias
Palo Alto Area Bar Assoc.
Cal Bar Rule 2.72: recognition and elimination of bias in the legal profession and society by reason of, but not limited to, sex, color, race, religion, ancestry, national origin, physical disability, age, or sexual orientation

Implicit Association Test
Factors for Stereotyping
Gender
Age
Height
Weight
Dress
Jewelry
Shoes
Skin color
Amount of hair
Hair color
Hairstyle
Facial hair
Attractiveness
Smile/affectation
Eye contact
Tone/pitch of voice
Body language/posture
Gait
Obvious physical disabilities
Obvious mental disabilities
Smell
Ethnicity
Race
National Origin
Overcoming Bias
Call it out- name it
Shame your opponent for showing bias
Minimize it/excuse it
Identify it
Does it apply here?
Empathize
See the person as a whole, not that specific characteristic
Modern Basketball
Soccer
Full transcript