For decades, General Electric and the Environmental Protection Agency (EPA) sparred over who would pay for the removal of PCBs, or polychlorinated biphenyls, that GE had discharged into New York’s Hudson River, a cleanup project that is expected to cost hundreds of millions of dollars. The two sides finally came to an agreement in October 2005.
time-pressured decision making
The following items are tagged time-pressured decision making.
How Mood Affects Negotiators
What are social psychologists learning about the connections among emotions, negotiation, and decision making? Negotiation contributor Jennifer S. Lerner of Harvard Kennedy School and her colleagues have identified two critical themes. First, they have studied the carryover of emotion from one episode, such as a car accident, to an unrelated situation, such as a workplace negotiation.
Second, these researchers are studying the influence of specific emotions such as happiness, sadness, and anger on decision-making.
Making room for intuition in negotiation
Adapted from “The Heat of the Moment,” first published in the Negotiation newsletter, January 2007.
Imagine that after ample preparation and weeks of negotiations with three potential vendors, you have to choose among their proposals, each of which has numerous strengths and weaknesses. What’s more, you have only five minutes left to make this tough decision.
How
PPIN Speaker Murnighan on Live and Online Auction Bidding
Keith Murnighan will be the February speaker at the Seminar on Psychological Processes in Negotiation. He is the Harold J. Hines Jr. Distinguished Professor of Risk Management at the Kellogg Graduate School of Management, Northwestern University. The title of his presentation is Live and Internet Auction Bidding: Experimental and Field Studies, based on a paper
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