We have two systems of thought: System 1, our animal mind, is fast, instinctive, and emotional. System 2 is slow, deliberative, and logical. System 1 is far more influential. In fact, it guides and steers our rational thoughts. System 1’s inchoate beliefs, feelings, and impressions are the main sources of the explicit beliefs and deliberate choices of System 2. They’re the spring that feeds the river. We react emotionally (System 1) to a suggestion or question. Then that Sytem 1 reaction informs and in effect creates the System 2 answer. Learn how to affect your counterpart’s System 1 thinking, his … Continue reading Influencing rational thoughts by influencing the animal brain.

All the raw intelligence and mathemical logic is of little help in a negotiation. We are always an animal, always acting and reacting first and foremost from our deeply held but mostly invisible and inchoate fears, needs, perceptions and desires. -Never split the difference, p.8 Continue reading The human is a crazy, irrational, impulsive and emotionally driven animal.