How different cultural perspectives impact bargaining strategies at the negotiation table … Read More
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Betrayal aversion is the phenomenon by which negotiators are less willing to take risks if the element of uncertainty in the negotiations is another person or group of people that the negotiator fears will not cooperate.
The following items are tagged betrayal aversion
In any negotiation, you’re likely to have information about the other party or about the deal (industry facts, economic health, new products, and so on) that the other party might not know you have. … Read More
Richard Zeckhauser and Program on Negotiation faculty member Iris Bohnet have found that negotiators leave substantial amounts of money on the table due to betrayal aversion. They conducted experiments in which they compared people’s willingness to take risks in two decision situations. The first situation is a lottery whose outcome is based on chance. Participants … Read More