Motivated Bias / 动机偏差

Motivated bias is the distortion that comes from wanting an interpretation to be true. 106.别再害怕冲突，快来学习谈判术！ lists self-serving attribution, overconfidence, irrational optimism, and superiority illusion as examples that can damage negotiation.

The episode’s practical warning is that a party may read the other’s kindness as weakness or a communication error as malice. If the relationship is still worth preserving, the remedy is more information exchange, clearer explanation, and repeated asking why rather than assuming intent from a preferred story.

Key Claims

• Motivated bias can make each side see itself as reasonable and the other side as manipulative.
• Overconfidence narrows the perceived Zone Of Possible Agreement / 协议区间 by making one’s assumptions feel like facts.
• Transparency and explanation reduce bias when both sides are still worth engaging.
• Interest-Based Negotiation / 利益导向谈判 works partly by replacing attribution stories with information about actual interests.

Connections

• Framing Effect / 表述框架效应, Anchoring Effect / 锚定效应, and Zero-Sum Bias / 零和偏误 - related bias concepts in the source.
• Communication Boundary Setting - adjacent communication discipline.
• Behavioral Investing Biases - existing wiki branch where self-serving reasoning and overconfidence also matter.
• Negotiation As Bargaining / 谈判即商量 - broader method that makes bias management part of negotiation.