Reptilian brain · Threat Response
Threat-Induced Tunneling
Under threat the field of attention narrows to the danger; alternatives, exits and quiet data disappear from view, which is why pressured people see only two options.
An everyday example
In a hostile negotiation you see accept or walk, and miss the third option that was on the table.
What it can cost you
Binary choices made in a narrowed field; counterparts who narrow it on purpose.
Warning signs
- It feels like accept or lose.
- I cannot think of alternatives right now.
One thing to do
Force a third option in writing before choosing between the two you can see.
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