florida mediator helps you to understand your client's brain

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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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mailto:[email protected]



http://www.uww-adr.com/




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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


THE SOCIAL BRAIN

Medial Prefrontal Cortex (mPFC):• Norms and scripts• Theory of mind• In-group/out –of-

group


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)


Brain fact:Social stimuli are as powerful as

physical stimuli

Social Fear Social Reward

Social exclusionBereavementBeing treated

unfairlyNegative social

comparison

Good reputationCooperationBeing treated fairlySchadenfreude


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


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


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


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


• 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


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


Decision Fatigue Time of dayGlucose and oxygen levelsToo many options → fearOptions that are too novel → fear


More EffectsIntuition (gut feeling, pattern

recognition)Stress

◦Physical effects◦Cognitive effects◦Emotional effects


MindfulnessPresent momentMeditation improves mindfulnessHigher mindfulness → lower

amygdala reactivity → less depression


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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mailto:supchurch@uww-adr?subject=Question%20about%20Webinar

florida mediator helps you to understand your client's brain

Law

limbic system

cognitive

clients brain

human brain

connective

cognitive

negotiation

michelle jernigan