Who’s Watching? How Onlookers Affect Team Talks: Negotiating in Front of Superiors in Business Negotiations
How well will you negotiate in front of your boss? Conventional wisdom suggests that the presence of superiors motivates us to put our best foot forward and … Read This Post
Who’s Watching? How Onlookers Affect Team Talks in Business Negotiations
Your boss, turning to you and a coworker near the end of your team’s weekly meeting, says, “So, which one of you wants to present our proposal … Read This Post
Knowledge of Biases as an Influencing Tool
Past Negotiation articles have highlighted many of the cognitive biases likely to confront negotiators. Work by researchers Russell B. Korobkin of UCLA and Chris P. Guthrie of … Read Knowledge of Biases as an Influencing Tool
Negotiating with Chameleons
Like in the title character in Woody Allen’s movie Zelig, some people can smoothly adopt the manner and attitudes of those around them. Due to the lengths … Read Negotiating with Chameleons
Anchor Trials or Balloons in Conflict Resolution
The power of anchors in negotiation has been demonstrated time and again. Sellers who demand more tend to get more. Indeed, the initial asking price is usually … Read Anchor Trials or Balloons in Conflict Resolution
A Worse Deal than You Think?
Most negotiators leave the bargaining table believing they were better at pushing the other side to its limit than was actually the case, according to recent experimental … Read A Worse Deal than You Think?
The Heat of the Moment
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 … Read The Heat of the Moment
The Enduring Power of Anchors
In past issues of Negotiation, we’ve reviewed the anchoring effect – the tendency for negotiators to be overly influenced by the other side’s opening bid, however arbitrary. … Read The Enduring Power of Anchors
When Umbrella Agreements Spring Leaks in Dispute Resolution
Negotiators tend to want the best of both worlds. When reaching an agreement, they want to nail down parties’ respective rights and responsibilities, but they also want … Read This Post
Crisis Negotiations – Rolling the Dice in Court
Going to trial, it’s said, is like rolling the dice. That proved true when an exasperated federal judge, the Honorable Gregory A. Presnell, ordered litigants to play … Read Crisis Negotiations – Rolling the Dice in Court
Conflict Management – Evenhanded Decision Making
As discussed in past articles, anchoring and framing can bias important decisions in negotiation. A buyer may make a more generous offer than she intended, for example, … Read Conflict Management – Evenhanded Decision Making
When More is Less
It’s an article of faith in negotiation that expanding the pie of value enhances the parties’ welfare. When there’s only one issue on the bargaining table, the … Read When More is Less