Published on June 5, 2019 by Alina Grădinaru
How Mental Maps Guide Our Intuitive Behaviour in Negotiations
We know much more about the problematic situations we are facing than we can express in words. The challenge is to get hold of the implicit (hidden) knowledge that guides our decisions and our behaviour so that we can include it in our action plans.
Neuroscientists affirm that knowledge is stored in the human brain in neuronal networks that function like maps. A map is a model of the territory, that we use to guide our movement from a starting point A to a goal B. It shows paths that we can follow, boundaries that restrict our movement, crossings where we must choose a direction, landmarks that tell us where we are and districts where we feel more or less comfortable.