Reactive Devaluation in Negotiations

Reactive devaluation refers to the tendency to disparage proposals made by another party during negotiations, especially if there is a negative or antagonistic relationship. This cognitive bias can hinder progress in negotiations by creating a major barrier. An example is provided, where two neighbors, Sarah and her husband, are in a dispute with their neighbors about property lines and other issues. They come up with their own solution but reject a similar proposal from their neighbor due to their ongoing hostility.