Negotiator Cognitions: A Descriptive Approach to Negotiators' Understanding of Their Opponents (Classic Reprint) - Softcover
Synopsis
Excerpt from Negotiator Cognitions: A Descriptive Approach to Negotiators' Understanding of Their Opponents
Two or more interdependent parties are negotiating if they are making joint decisions and do not have identical preferences across decision alternatives (pruitt. 1981. 1983; Kelley Thibaut. Despite the obvious prevalence and importance of negotiation. Substantial evidence exists that negotiators frequently fail to attain readily available and mutually beneficial outcomes. And that these inefficiencies in the negotiation process reduce society's available resources. Productivity. And creative Opportunities. And increase society's conflict and self-destructiveness (pruitt and Rubin. 1986; Raiffa.
This paper provides a preliminary model of why these failures exist. Based on the cognitive processes of negotiators. We focus on one part of the model: the systematic tendency to ignore the cognitions of opponent negotiators. Empirical evidence clarifying negotiator's cognitive processes is generated from verbal protocol methods used in the study of decision making.
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About the Author
Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at Harvard Business School. He is the author and coauthor of many books, including Negotiation Genius.
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Negotiator Cognitions (Classic Reprint)
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Paperback. Condition: New. Print on Demand. This book explores the cognitive biases and errors that frequently lead to suboptimal outcomes in negotiation. The author argues that negotiators are imperfect decision-makers who often fail to fully consider the perspectives and interests of their opponents. Drawing on both theoretical models and empirical research, the book provides a framework for understanding the cognitive processes involved in negotiation and identifies common pitfalls that can lead to missed opportunities and inefficient agreements. By shedding light on the psychological underpinnings of negotiation, this book offers valuable insights for practitioners seeking to improve their negotiation skills and achieve more favorable outcomes. This book is a reproduction of an important historical work, digitally reconstructed using state-of-the-art technology to preserve the original format. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in the book. print-on-demand item. Seller Inventory # 9781332271399_0
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Negotiator Cognitions : A Descriptive Approach to Negotiators' Understanding of Their Opponents (Classic Reprint)
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