1. The Anatomy of a Dispute and the physiology of fear
Bathabile K. S. Mthombeni, j.D.

2. The anatomy of A dispute And the physiology of fear
Strategies and techniques
Use by choice when appropriate
Require practice
Useful when people get ugly about money

3. The anatomy of a dispute
Drawn from work of William Ury and Roger Fisher
Getting to Yes
Getting Past No
Difficult Conversations

4. The anatomy of a dispute
The Orange

5. The Anatomy of a Dispute
P Position I Interest N Need Plus V Values E Emotions

6. The Physiology of fear Why do dogs bite?
Insert snarling dog picture here.

7. Drawn from work of Daniel Goleman: Emotional Intelligence
The Physiology of fear
Drawn from work of Daniel Goleman: Emotional Intelligence

8. Why do people get ugly about money? Fear of Death
The physiology of fear
Why do people get ugly about money? Fear of Death

9. The physiology of fear What is fear?
The physiological manifestation of a chemical process
triggered by a stimulus perceived as likely to cause harm or death

10. The Amygdala: Core of the Limbic System
The physiology of fear
The Amygdala: Core of the Limbic System
Function
To keep us safe
Triggers chemical flood of stress hormones
Adrenalin, norepinephrine, cortisol
Fight, flight, freeze

11. https://youtu.be/duLds-TZMGw
The Physiology of Fear

12. The Physiology of fear The Amygdala Advantages Disadvantages
Super fast
Remembers everything
Disadvantages
Super Fast
Kinda stupid

13. The physiology of fear Amygdala Hijack Recognize the signs
Increased heart rate, dilated pupils, increased respiration, sweaty palms, panic
Impossible to reason
Amygdala cuts off pre-frontal cortex – seat of reason

14. Empathy: The Antidote to Fear
The Physiology of fear
Empathy: The Antidote to Fear

15. https://youtu.be/ovQk7fd4_Co
The physiology of fear
What is Empathy?

16. The antidote to fear It takes time to recover from an amygdala hijack
Use empathy to talk to the amygdala
Remember your PIN+VE!
Acknowledge and affirm what the individual is feeling and needing
Avoid trying to reason with the individual
See if the individual wants to take a break but stay with them