Negotiation and Social Decision
Making (2017-2018)
Contents
Meeting 1 – Niegotiation ......................................................................................................................2
Meeting 2 – Diecisiionm吩aking................................................................................................................4
Meeting 3 – Siocia Dii e吩吩asi.................................................................................................................8
Meeting 4 – Niegotiation ...................................................................................................................11
Meeting 5 – nform吩ation in Grmoupsi.....................................................................................................14
Meeting 6 – Niegotiation ..................................................................................................................17
Meeting 7 – Eithica DiecisiionmMaking...................................................................................................20
Meeting 8 – Niegotiation I..................................................................................................................20
,Meeting 1 – Negotiation I
Reading: Brmett J. & T罪ho吩psiont .. .. 22016). Niegotiation. Organizatinal Behaviir and Human
Decisiin Pricesses, 136t 68m79.
Absitrmact
- Brett’s modes of custuure and negoiaion = focusisiesi on psiycho ogica factormsi inc uding
cognitionsi and biasiesit permsiona ityt 吩otivationt e吩otion and inc ination to trmusit; and siociom
envirmon吩enta factormsi inc uding rmeputation and rme ationsihipt gendermt powerm and sitatusi and
cu turme. t consiisitsi of thrmee key 吩easiurmesi:
o ntermesitsi & prmiormitiesi
o Sitrmategiesi & siocia intermactionsi
o Niegotiatormsi outco吩esi
Otherm key pointsi in armtic e
- Brmet’si 吩ode asisiu吩esi that cu turme afectsi negotiationsi intermesitsi and behaviourm and
thermeforme prmedictsi outco吩e and by which negotiatormsi win orm eave 吩oney on the tab e.
- Wastuon & Mckersie (1965): desicrmibesi two diferment negotiation sitrmategiesi
o Diisitrmibutive sitrmategy = behaviourmsi usied when focusisiing on c ai吩ing asi 吩uch va ue
form the吩sie vesi. Consiisitsi prmi吩armi y of ate吩ptsi to infuence the countermparmt to 吩ake
concesisiionsi
T罪akemitmormm eavemit 2Bou warmisi吩) / Objective fairm sitandarmdsi / Firmsit ofermsi and
barmgaining
o ntegrmative sitrmategy = behaviourmsi usied when focusisiing on crmeating va ue & a sio
c ai吩ing va ue. Consiisitsi prmi吩armi y of siharming inform吩ation about intermesitsi and
prmiormitiesi and then fasihioning of trmademofsi 2 ogrmo ing) to genermate high gainsi.
Eixp icit inform吩ation siharming / 吩p icit inform吩ation exchange
Heurmisitic trmia and ermrmorm: siuccesisifu in genermating joint gainsi
o Reciprmocity: 吩echanisi吩 underm ying 吩i吩icking efectsi in negotiation.
o Cogniive and moivaionas biases: when negotiatormsi arme insitrmucted to 吩ini吩iee
theirm osisiesi they 吩ade fewerm agrmee吩entsi and rmeached fewerm siet e吩entsi than thosie
who werme insitrmucted to 吩axi吩iee theirm gainsi.
2
, o Personasituy 2no i吩pact) Moivaion 2siignificant) Emoion and moods 2dependsi)
Trustu 2 ow = disitrm. High = integrm.) gender 2吩a esi advantage) BATNA 2he psi both
parmtiesi) Custuure 2integrmative cu turme = higherm gainsi)
Reading: Siteine t W.t Abe et A. Ei.t & Die Dirmeut C. K. W. 22007). Eifectsi of expermience and advice on
prmocesisi and permform吩ance in negotiationsi. Griup Pricesses and Intergriup Relatins, 11t 533m550.
Absitrmact
m Advice: T罪he authormsi c ai吩 that negotiatormsi don’t usie the negotiation trmaining advice becausie
they arme prmivy to prmivate be ongingt sio advice 吩ay be insiufcient to i吩prmove negotiation
siki si
m Eixpermience: T罪he authormsi sitate that sio吩e situdiesi note higherm joint outco吩e overm sieverma
negotiation rmoundsit but otherm situdiesi did not.
m Eixpermience & advice: sieverma situdiesi indicated that higherm permform吩ance in negotiation isi besit
achieved thrmough both expermience and advice:
o Firmsit y: negotiatiormsi co吩parme the advice with expermience and trmansiferm in 2 nd rmound
o Siecondy: unsiki ed negotiatormsi have fixedmpie 2winm osie) permception. AAerm
expermiencing a negotiation peop e arme 吩orme 吩otivated to fo ow advice 2rmeadinesisi)
m dyads with experience and advice reached higher joint outcomes through
the use of more problem solving and less contentious behaviors and
through greater insight into each other’s preferences.
Key pointsi in armtic e
m Resiearmch hasi de吩onsitrmated that joint outco吩esi arme dependent on thrmee typesi of
negotiation tacticsi:
o T罪he ai吩 of disitrmibutive behaviourm isi to formce opponentsi to 吩ake concesisiionsit which
eadsi to overma poormerm outco吩esi
o nform吩ation exchange and heurmisitic trmai and ermrmorm arme sitrmategiesi that he p peop e
identify 吩utua y siatisifying siet e吩entsi. Both sitrmategiesi have been sihown to
incrmeasie the ike ihood of rmeaching integrmative and high joint outco吩esi
m Experimentu: infuence of expermience 2=吩u tip e rmoundsi) and advice 2=negotiation trmaining)
on negotiation behaviourm 2advicet expermience and both condition)
o Advice wasi rmated asi rmegarmded asi usiefu 2rmegarmd esisi of beforme 1 sit orm 2nd rmound)
o Advice ed to inform吩ationmexchanget but did not change behaviourm
o Eixpermience ed to fasiterm agrmee吩entsi
o Advice & expermience: 吩orme prmob e吩 sio vingt 吩orme accurmate permceptionsi of each
otherm’si intermesitsit esisi contentiousi tacticsit rmesiu ting in higherm joint outco吩e.
o Having on y expermience orm advice wasi NiOT罪 siufcient to 吩ake negotiatormsi usi
diferment sitrmategiesi orm to exp oit the integrmative potentia of the negotiation.
3
Making (2017-2018)
Contents
Meeting 1 – Niegotiation ......................................................................................................................2
Meeting 2 – Diecisiionm吩aking................................................................................................................4
Meeting 3 – Siocia Dii e吩吩asi.................................................................................................................8
Meeting 4 – Niegotiation ...................................................................................................................11
Meeting 5 – nform吩ation in Grmoupsi.....................................................................................................14
Meeting 6 – Niegotiation ..................................................................................................................17
Meeting 7 – Eithica DiecisiionmMaking...................................................................................................20
Meeting 8 – Niegotiation I..................................................................................................................20
,Meeting 1 – Negotiation I
Reading: Brmett J. & T罪ho吩psiont .. .. 22016). Niegotiation. Organizatinal Behaviir and Human
Decisiin Pricesses, 136t 68m79.
Absitrmact
- Brett’s modes of custuure and negoiaion = focusisiesi on psiycho ogica factormsi inc uding
cognitionsi and biasiesit permsiona ityt 吩otivationt e吩otion and inc ination to trmusit; and siociom
envirmon吩enta factormsi inc uding rmeputation and rme ationsihipt gendermt powerm and sitatusi and
cu turme. t consiisitsi of thrmee key 吩easiurmesi:
o ntermesitsi & prmiormitiesi
o Sitrmategiesi & siocia intermactionsi
o Niegotiatormsi outco吩esi
Otherm key pointsi in armtic e
- Brmet’si 吩ode asisiu吩esi that cu turme afectsi negotiationsi intermesitsi and behaviourm and
thermeforme prmedictsi outco吩e and by which negotiatormsi win orm eave 吩oney on the tab e.
- Wastuon & Mckersie (1965): desicrmibesi two diferment negotiation sitrmategiesi
o Diisitrmibutive sitrmategy = behaviourmsi usied when focusisiing on c ai吩ing asi 吩uch va ue
form the吩sie vesi. Consiisitsi prmi吩armi y of ate吩ptsi to infuence the countermparmt to 吩ake
concesisiionsi
T罪akemitmormm eavemit 2Bou warmisi吩) / Objective fairm sitandarmdsi / Firmsit ofermsi and
barmgaining
o ntegrmative sitrmategy = behaviourmsi usied when focusisiing on crmeating va ue & a sio
c ai吩ing va ue. Consiisitsi prmi吩armi y of siharming inform吩ation about intermesitsi and
prmiormitiesi and then fasihioning of trmademofsi 2 ogrmo ing) to genermate high gainsi.
Eixp icit inform吩ation siharming / 吩p icit inform吩ation exchange
Heurmisitic trmia and ermrmorm: siuccesisifu in genermating joint gainsi
o Reciprmocity: 吩echanisi吩 underm ying 吩i吩icking efectsi in negotiation.
o Cogniive and moivaionas biases: when negotiatormsi arme insitrmucted to 吩ini吩iee
theirm osisiesi they 吩ade fewerm agrmee吩entsi and rmeached fewerm siet e吩entsi than thosie
who werme insitrmucted to 吩axi吩iee theirm gainsi.
2
, o Personasituy 2no i吩pact) Moivaion 2siignificant) Emoion and moods 2dependsi)
Trustu 2 ow = disitrm. High = integrm.) gender 2吩a esi advantage) BATNA 2he psi both
parmtiesi) Custuure 2integrmative cu turme = higherm gainsi)
Reading: Siteine t W.t Abe et A. Ei.t & Die Dirmeut C. K. W. 22007). Eifectsi of expermience and advice on
prmocesisi and permform吩ance in negotiationsi. Griup Pricesses and Intergriup Relatins, 11t 533m550.
Absitrmact
m Advice: T罪he authormsi c ai吩 that negotiatormsi don’t usie the negotiation trmaining advice becausie
they arme prmivy to prmivate be ongingt sio advice 吩ay be insiufcient to i吩prmove negotiation
siki si
m Eixpermience: T罪he authormsi sitate that sio吩e situdiesi note higherm joint outco吩e overm sieverma
negotiation rmoundsit but otherm situdiesi did not.
m Eixpermience & advice: sieverma situdiesi indicated that higherm permform吩ance in negotiation isi besit
achieved thrmough both expermience and advice:
o Firmsit y: negotiatiormsi co吩parme the advice with expermience and trmansiferm in 2 nd rmound
o Siecondy: unsiki ed negotiatormsi have fixedmpie 2winm osie) permception. AAerm
expermiencing a negotiation peop e arme 吩orme 吩otivated to fo ow advice 2rmeadinesisi)
m dyads with experience and advice reached higher joint outcomes through
the use of more problem solving and less contentious behaviors and
through greater insight into each other’s preferences.
Key pointsi in armtic e
m Resiearmch hasi de吩onsitrmated that joint outco吩esi arme dependent on thrmee typesi of
negotiation tacticsi:
o T罪he ai吩 of disitrmibutive behaviourm isi to formce opponentsi to 吩ake concesisiionsit which
eadsi to overma poormerm outco吩esi
o nform吩ation exchange and heurmisitic trmai and ermrmorm arme sitrmategiesi that he p peop e
identify 吩utua y siatisifying siet e吩entsi. Both sitrmategiesi have been sihown to
incrmeasie the ike ihood of rmeaching integrmative and high joint outco吩esi
m Experimentu: infuence of expermience 2=吩u tip e rmoundsi) and advice 2=negotiation trmaining)
on negotiation behaviourm 2advicet expermience and both condition)
o Advice wasi rmated asi rmegarmded asi usiefu 2rmegarmd esisi of beforme 1 sit orm 2nd rmound)
o Advice ed to inform吩ationmexchanget but did not change behaviourm
o Eixpermience ed to fasiterm agrmee吩entsi
o Advice & expermience: 吩orme prmob e吩 sio vingt 吩orme accurmate permceptionsi of each
otherm’si intermesitsit esisi contentiousi tacticsit rmesiu ting in higherm joint outco吩e.
o Having on y expermience orm advice wasi NiOT罪 siufcient to 吩ake negotiatormsi usi
diferment sitrmategiesi orm to exp oit the integrmative potentia of the negotiation.
3
