Heuristics and Biases at the Bargaining Table

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Heuristics and Biases at the Bargaining Table

Product Code:	4740062C40PDF
Editors:	Russell Korobkin, Chris Guthrie
Publication Date:	August 2006
Page Count:	16
Sponsoring Entities:	Section of Dispute Resolution
Topics:	Dispute Resolution
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Pricing:	$10.00 (Regular)
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About this Product

This is Chapter 40 of THE NEGOTIATORS FIELDBOOK (Product Code 4740062).

So you still think that negotiation should be based on "rational" thought? This chapter describes several key aspects of psychology and economics which impact our behavior -- whether we like it or not and whether we know it or not. The authors summarize extensive work on how cognitive biases and other "non-rational" decision-making can be recognized, and then used to help reach the agreement you want.

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