Negotiator Cognitions a Descriptive Approach to Negotiators Understanding of
Negotiator Cognitions a Descriptive Approach to Negotiators Understanding of
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(1985) found that individuals faced with a novel integrative bargaining task initially assume that the "pie" is fixed, resulting in a win-lose orientation and a distributive approach to bargaining. While this simplifying assumption may be cognitively necessary, it also limits the process and outcomes that the negotiators receive. As negotiators become more experienced and sophisticated, they shift their attention to different aspects of the game, one at a time, and learn to relax their simplify...ing assumptions. Bazerman et al. Found that negotiators learn over time to look beyond the "fixed pie" in order to reach integrative solutions. In tasks where there is a power imbalance between negotiators (McAlister, Bazerman, & Fader, 1986), the more powerful negotiators finally learn to use their greater power to distribute more to themselves. In order to provide a framework for understanding negotiator cognitions, and to incorporate the biases and errors evidenced in controlled laboratory tasks, we suggest that negotiators are called upon to exhibit a set of components or cognitive competencies (Mischel, 1973) necessary for a full understanding of a negotiation task.
What to read after Negotiator Cognitions a Descriptive Approach to Negotiators Understanding of?
You can find similar books in the "Read Also" column, or choose other free books by John S Carroll to read onlineMoreLess
To quickly assess the difficulty of the text, read a short excerpt:
(1985) found that individuals faced with a novel integrative bargaining task initially assume that the "pie" is fixed, resulting in a win-lose orientation and a distributive approach to bargaining. While this simplifying assumption may be cognitively necessary, it also limits the process and outcomes that the negotiators receive. As negotiators become more experienced and sophisticated, they shift their attention to different aspects of the game, one at a time, and learn to relax their simplify...ing assumptions. Bazerman et al. Found that negotiators learn over time to look beyond the "fixed pie" in order to reach integrative solutions. In tasks where there is a power imbalance between negotiators (McAlister, Bazerman, & Fader, 1986), the more powerful negotiators finally learn to use their greater power to distribute more to themselves. In order to provide a framework for understanding negotiator cognitions, and to incorporate the biases and errors evidenced in controlled laboratory tasks, we suggest that negotiators are called upon to exhibit a set of components or cognitive competencies (Mischel, 1973) necessary for a full understanding of a negotiation task.
What to read after Negotiator Cognitions a Descriptive Approach to Negotiators Understanding of?
You can find similar books in the "Read Also" column, or choose other free books by John S Carroll to read onlineMoreLess
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