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A Decision-Making Perspective to Negotiation
(Bazerman &Tsay, 2009) -…
A Decision-Making Perspective to Negotiation
(Bazerman &Tsay, 2009)
Howard Raiffa developed the decision analytic approach to negotiation based on the erroneous human nature and how we really behave rather than how we must behave in an ideal world with supersmart people
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Negotiators tend to be influenced negative or positive frame in which they view risk and by overconfidence
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Ethics in negotiation
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People egocentrically interpret what is fair in negotiation
(Babcock and Loewenstein 1997),
Emotions
positive moods increased negotiators’ tendency to select a cooperative strategy (Forgas, 1998)
Angry negotiators were found to be less accurate than other negotiators at judging the interests of opponent negotiators and achieved lower joint gains (Allred et al. 1997).
Negotiator Intuition
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may indeed allow us to arrive at better decisions (Dijksterhuis and Nordgren 2006),