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Negotiation (Bazerman et at. 2000) - Coggle Diagram
Negotiation
(Bazerman et at. 2000)
Social Psychology of Negotiations
Individual Differences
evidence shows that even experts are poor at making clinical assessments about another person’s personality in order to accurately formulate an opposing strategy
simple individual differences offer limited potential for predicting negotiation outcomes
Situational Characteristics
(Structural variables)
Variables that defines the context of the negotiation
e.g. deadlines, power, parties payoffs etc...
The social psychological approach to negotiation lacked criticality and leaned on descriptive tools
Behavioral Decision Perspective on Negotiations
It emphasized how actually decisions were different from what would be predicted by normative models
The goal of BDR was to discover new information that could lead to the debasing of the negotiators
The Rebirth of the Social Psychology of Negotiation
The missing social factors from earlier research on decision making become the the topics of interest
These factors builds on the BDR perspective of rationality
Psychological Definition of the Negotiation Game
Through the lens of psychology, how parties understand the game is a critical determinant of how they play the game
Mental Models
in Negotiations
Ethics
The Medium of Communication
Cross-Cultural Issues in Negotiation