We’ve observed and advised dozens of pitch and review meeting rehearsals and far too many focus exclusively on data and rational evidence. Of course these are vital: but also necessary is an understanding of psychology and decision making on the other side of the table. This component becomes more important as the number of strategies proliferates and competition intensifies.
Super-rational asset managers can achieve greater success in client meetings by having a deeper understanding of important cognitive biases. In this second article Russell Ross-Smith explains how some difficult situations can be navigated by studying some of the glitches in the software of human reasoning.