CARROTS, STICKS & HUGS

The brain’s 3-prong system: APPROACH (rewards); AVOID (punishment); ATTACH (with others). People do more to avoid a loss than realize a gain; and the Avoid system is routinely hijacking the Approach and Attach systems. The result of threat reactivity is that parties in a dispute overestimate threat and underestimate opportunity in their initial appraisals (chapter 11)