1 Upchurch Watson White & Max Mediation Group and the University of Florida Levin College of Law Institute for Dispute Resolution are proud to cosponsor today’s Webinar: Your Client’s Brain in Mediation
Oct 30, 2014
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Upchurch Watson White & Max
Mediation Group
and the University of Florida
Levin College of Law
Institute for Dispute Resolution
are proud to cosponsor today’s
Webinar:Your Client’s Brain in Mediation
Meet …
Our moderator, Sandy Upchurch
Mediation CounselUpchurch Watson White & [email protected]
uww-adr.com
Our presenter,A. Michelle JerniganShareholderUpchurch Watson White & [email protected]
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Your Client’s Brain in Mediation
Presented by A. Michelle JerniganUpchurch Watson White & Max Mediation Group
A few basic brain facts2% of total body mass15% of cardiac blood flowConsumes 20% of oxygenUses 25% of total body glucoseRequires just-right levels of
oxygen and glucose. Absence leads to rapid deathSource: 2013 Neuroawareness Consulting
Services 4
THE EMOTIONAL BRAIN
Neocortex - Thought Limbic System – EmotionReptilian Brain - Instinct
Source: “Three Brains in One: Instinct , Emotion & Intellect”
(http://www.sustainablesonoma.org/keyconcepts/threebrains.html) 5
• Senses are processed• Emotions are generated• First and most basic cerebral
reactions to stimulus
THE EMOTIONAL BRAIN: LIMBIC SYSTEM, NEOCORTEX
6Source: Brain Anatomy: Limbic System,
http://sdsu.edu/multimedia/mathison/limbic
7
Hippocampus:• Controls memory,
regulates emotions
Hypothalamus:• Controls body
temperature, hunger, thirst, fatigue and sleep cycles
PFC (pre-frontal cortex:• Decision-making,
thinking, conceptualizing and planning
Amygdala:• Rapid
relevance detector
Sources: 2013 Neuroawareness Consulting Services/
Introduction to the Human Brain, 2013, Francois Bogacz
Fear (Danger) and Reward (Pleasure)More sensitive to fear than rewardAvoid pain and danger; seek rewardDopamine released in reward and in
anticipation of reward
Source: 2013 Neuroawareness Consulting Services 8
Fear HormonesAdrenaline, cortisol, norepinephrine
released when fear is experiencedAdrenaline (fight or flight hormone),
norepinephrine (stimulate arousal) Cortisol (stress hormone) slower to
release and has longer lasting effect. Chronic elevated levels can cause serious health problems.
Source: Huffington Post, Sarah Klein, April 19, 2013 9
Fear RewardFaster actingStrongerLonger lastingAdversarial
capacities upCognitive capacities
downMore likely to
dominate
Slower actingMilderShorter lastingCollaborative
capabilities upCognitive capacitiesLess likely to
dominate
Source: 2013 Neuroawareness Consulting Services 10
THE SOCIAL BRAIN
Medial Prefrontal Cortex (mPFC):• Norms and scripts• Theory of mind• In-group/out –of-
group
Source: 2013 Neuroawareness Consulting Services 11
Amygdala:• Size correlated
with size of real and online social network
Posterior cingulated cortex (PCC):• Anterior Insular
Cortex: empathy, compassion, interpersonal phenomena
• Fusiform Gyrus: Face and body
recognition Word recognition
Social systems definedInterrelationships between
individuals, groups and institutions
Formal organization of status and role
12Source: 2013 Neuroawareness Consulting Services
Three aspects of a social systemRelationship (one to one)Socialization (group member)Status (social hierarchy)
13Source: 2013 Neuroawareness Consulting Services
Brain fact:Social stimuli are as powerful as
physical stimuli
Social Fear Social Reward
Social exclusionBereavementBeing treated
unfairlyNegative social
comparison
Good reputationCooperationBeing treated fairlySchadenfreude
14Source: 2013 Neuroawareness Consulting Services
Unfairness:
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Unfairness: By 19-21 months of age we already possess context sensitive expectations relative to fairness
• First experienced through amygdala and then cortical process
• Unfair proposals create conflict in brain
Sources: Sloane, S.; Baillargeon, R.; Premack, D,. 2012/2013 Neuroawareness Consulting Services
StatusDevelops at 14 monthsHigher status:
◦More access to scarce resources◦More social support◦Better health, longer life, more
reproductive success◦More power Sources: Anderson, C.; Kildoff, G.J. (2009)/ Ellis
(1994)/Keltner, D.;Gruenfeld, D.; and Anderson, C. (2003) 16
Power and BehaviorHigh PowerProactivePositiveAttentive to
rewardsSnap judgmentsDisinhibited
behavior
Low PowerReactiveNegativeAttentive to threatsDeliberate
reasoningInhibited behavior
Source: Keltner, D.;Gruenfeld, D.; and Anderson, C. (2003) 17
Power and Physiology
High Power equals:Elevated
testosterone, decreased cortisol
Feelings of power and greater tolerance for risk
Low Power equals:Just the
opposite
Source: 2013 Neuroawareness Consulting Services 18
Eye Contact
Non-humans Most humans
Direct gaze elicits an adverse response (dominance)
Sustained – represents a challenge for dominance
Eye contact foundational to communication and social interaction
Lack of eye contact perceived as a threat
Sustained – represents a challenge for dominance
Source: 2013 Neuroawareness Consulting Services 19
Autonomy: Perceptionof Self-GovernanceFeeling autonomous: PositivePhysiology of autonomy:
1. Award response when we choose2. Ego-enhancing3. Lack of autonomy is painful4. Culture’s role
Sources: Moller, A.C.; Deci, E.L.; Ryan, R.M. (2006)/Amat, J. et. al. (2005)/ Fisher, R.,; Shapiro, D. (2005)/2013 Neuroawareness Consulting Services 20
Empathy and ‘In-Group’ Feelings
© A. Michelle Jernigan, Upchurch Watson White & Max 21
Elements Necessary for Empathy
Affective stateIdentical to another’s affective stateElected by observing or imagining
another’s affective stateOther person source of your
affective state
Source: De Vignemont, F.; Singer, T (2006) 22
EMPATHY GAP• Out-of-Group• No affective state
© A. Michelle Jernigan, Upchurch Watson White & Max 23
Empathy and GenderWomen and men empathize with
fair peopleMen have much less empathy for
unfair people
Source: Singer et al, Nature (2006) 24
In Negotiationand Mediation:
Source: Galinsky, A.D. et al (2008) 25
Perspective taking is the active consideration of the viewpoint of another person.
• Perspective taking increases ability to find hidden agreements
• Empathy can be detrimental
• Negotiation tip: Exercise perspective taking and engender empathy
Theory of Mind
© A. Michelle Jernigan, Upchurch Watson White & Max 26
• Mental state attribution
• PFC and Superior Temporal Sulcus
• Varies among people
• Accuracy of empathy depends on mental attribution system and mirroring
COOPERATION NEUROTRANSMITTERS AND HORMONES
1. Oxytocin: Positive effect Increases trust
2. Serotonin: Produced on reward Fosters cooperative
behavior3. Dopamine:
Regulates mood Appetite and sleep
Source: 2013 Neuroawareness Consulting Services 27
The Cognitive Brain – The PFC
Top-down guidance of attention and thought
Regulates emotion; inhibits inappropriate actions
Creative thought Needs just the right amount of
stress hormonesSource: Introduction to the Human Brain, 2013,Francois Bogacz 28
Source: 2012-13, F. Bogacz and J. Lack 29
Stress and the PFCAlert
InterestedModerate amounts of
norepinephrine/dopamine
Fatigued Stressed
Bored PFC turned off
Inadequate level of Excessive amount of
norepinephrine/dopamine norepinephrine/dopamine
Levels of norepinephrine/dopamine
Insight – Knowing – ‘Eureka!’Generating insight in negotiation/mediation:
Physical seating, location, changing the space
Brainstorming, verbally or with a board or post-its
Diagramming the conflict© A. Michelle Jernigan, Upchurch Watson White & Max 30
Cognitive Biases (Heuristics)Affect Decision Making
Overconfidence bias
Availability biasSunk cost
effect
Recency effectPrimacy effectAnchoringFraming
© A. Michelle Jernigan, Upchurch Watson White & Max 31
Decision Fatigue Time of dayGlucose and oxygen levelsToo many options → fearOptions that are too novel → fear
Source: 2013 Neuroawareness Consulting Services 32
More EffectsIntuition (gut feeling, pattern
recognition)Stress
◦Physical effects◦Cognitive effects◦Emotional effects
© A. Michelle Jernigan, Upchurch Watson White & Max 33
MindfulnessPresent momentMeditation improves mindfulnessHigher mindfulness → lower
amygdala reactivity → less depression
Source: 2013 Neuroawareness Consulting Services 34
Cognitive Brain and AgingTeenage yearsGirls versus boysAges 22 to 25Processing speedSocial problem solvingMemory declineEpisodic v. semantic memory© A. Michelle Jernigan, Upchurch Watson
White & Max 35
Gender DifferencesWomen Men
Brains are 10 % smaller & 11% more dense-wired for more “gut feeling”
Brains are large (but size doesn’t equateto IQ)
More connective tissue between hemispheres
Less connective tissue between hemispheres
Wired for human gaze Not wired for human gaze
Larger hippocampus (emotion/memory-women recall more details with emotional events)
Smaller hippocampus (men recall fewer details except when angry or threatened)
Talking increases oxytocin & dopamine (pleasure center)
Talking increases dependence
Self-esteem is about connecting Self-esteem is about independenceSource: Gender in Mediation: Negotiation & the Gender Divide, Perkins, K (2010) 36
Negotiating StylesWomen cannot successfully
mirror male negotiating styles7% of women ask for more
money in response to an initial job offer while 57% of men do
Women offered less money/reward for the same task 37
Source: Gender in Mediation: Negotiation & the Gender Divide, Perkins, K (2010)
Female Negotiating Styles Recognize and apply a process or rules Broad or collective perspective Big picture Comfortable communicating and sharing experiences How problems are solved What both sides need/want Cooperative view Find win/win Preserve and enhance long-term business
relationships38
Source: Gender in Mediation: Negotiation & the Gender Divide, Perkins, K (2010)
Male Negotiating StylesHas a bargaining advantageStronger sense of entitlementSense of pride and self-importanceSpeaks up moreEntitlement to informationMakes sure people know what their ideas areStronger, more aggressive speakerSeeking power; believe deserve power;Makes it sound as if they know more
39Source: Gender in Mediation: Negotiation & the Gender Divide, Perkins, K (2010)
“Your Client’s Brain in
Mediation”
Florida Bar Course #1401475N
CLE CreditsGeneral: 1.5
Thank YouFor Joining Us.
Upchurch Watson White & Max Mediation Group
Daytona Beach Maitland/Orlando Jacksonville Miami Fort Lauderdale/Plantation West
Palm Beach
Please email [email protected] with questions about course number, Webinar recording, etc.
Please contact Michelle at [email protected] with questions or comments regarding content.
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