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The Human Mind as a Barrier to Wiser Environmental Agreements

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Listed:
  • Max H. Bazerman
  • Don A. Moore
  • James J. Gillespie

Abstract

Human ingenuity offers the best hope for tackling a whole range of environmental problems currently threatening global welfare, yet the human mind also creates cognitive barriers to wise environmental agreements. In this paper, we focus on a set of systematic cognitive barriers that are particularly endemic to environmental disputes. The fixed-pie bias grows from the assumption that disputants' interests are perfectly opposed. This mythical fixed pie inhibits the discovery of beneficial trade-offs that integrate parties' interests. We also discuss five other cognitive biases that combine with the fixed-pie assumption to influence the resolution of disputes in the environmental domain: pseudosacredness, egocentrism, overconfidence, optimism, and endowment effects. We discuss the potential role of learning and experience in improving negotiator performance. The paper concludes with prescriptive advice for overcoming these cognitive barriers.

Suggested Citation

  • Max H. Bazerman & Don A. Moore & James J. Gillespie, "undated". "The Human Mind as a Barrier to Wiser Environmental Agreements," IPR working papers 98-16, Institute for Policy Resarch at Northwestern University.
    • Handle: RePEc:wop:nwuipr:98-16
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