Please enable JavaScript.
Coggle requires JavaScript to display documents.
Negotiation (Negotiator Cognition (Overestimate own value; underestimate…
Negotiation
Negotiator Cognition
Overestimate own value; underestimate opponents value
Incompatibility bias
Anchoring can create big differences in outcome
FIxed-pie assumption
Rational decisions
Game theory
- analysis of all possible outcomes
Decision analytic approach
Best Alternative to a Negotiated Agreement (
BATNA
)
Creating Value in Negotiation
asking questions
contingent contracts
strategic disclosure of information
share information
Post-Settlement Settlements
Best practices in Negotiations
Distributive negotiation
= your gain means the others' party loss
Integrative negotiation
= find a good solution for both parties
Mazei - Meta-analysis on gender differences
Social role theory
Role congruity theory
= fixed roles for the genders, deviation from those roles is evaluated more negatively
Structure of the task
Negotiation Strategies
creating value
claiming value
models/theories
Self
cultural differences
Gender differences