Gray Matters: We Feel, We Decide

Law360, New York (June 25, 2017, 6:15 PM EDT) -- To be effective in our role of counseling clients as they make decisions regarding their case or transaction, we need to get crystal clear about what drives people in their decision-making process. What is quite clear is that it is not the appellate case you learned in law school. People make decisions holistically, with logic and reason being only one cog in the wheel. People are either consciously or unconsciously feeling emotions which are exerting influences along the decision path. In addition to identity and values, emotions play a key and sometimes dominant component in solving problems, not only in obvious...

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