Written by My Collaborative Team President, Edward S. Sachs, ACP

Negotiations come in a variety of forms, from great business deals to salary negotiations to disputes between people, but whatever the negotiation is, it can always be affected by bias. Bias is an inclination or a prejudice towards a particular person or idea. It can be conscious or unconscious and can lead to decisions that aren't in anyone's best interest. 

Biases can creep into the negotiation process in a variety of ways. For example, a person with a bias may assume that they know exactly what the other party wants and won't even ask for it. This means that the outcome of the negotiation may be one-sided, or not even an option that the other party even considered. Bias can also lead to an unwillingness to compromise. 

People who have a bias towards one side or the other may be unwilling to make any concessions, because they feel that they always have the right idea. This means that the other party may be left feeling mistreated or even manipulated, and the outcome of the negotiation may not reflect what either party was hoping for. 

Finally, bias can be a form of judgement. People may judge the other party based on factors such as their race, gender, age, or even their demeanor. 

Collaborative ethical standards require us to be mindful of our biases and to monitor not only ourselves, but the other members of our professional team.

For our friends in Florida, join My Collaborative Team at the FACP Annual Conference in Orlando in two weeks as we present on the topic of How Bias Affects the Collaborative Process.