Business & Economics - Psychology of Negotiation - 25 slides
Explore Psychology of Negotiation, covering This lecture focuses on the psychological factors that significantly influence negotiation outcomes, emphasizing.
Topics Covered
Introduction to Psychological Factors in Negotiation
Understanding Biases in Negotiation
Types of Cognitive Biases
Anchoring Bias Explained
Body Language: An Overview
Nonverbal Communication in Negotiation
Reading Body Language Cues
The Importance of Eye Contact
Case Study: Successful Negotiations and Body Language
The Psychological Contract in Negotiation
The Influence of Culture on Negotiation Styles
Emotional Intelligence in Negotiation
The Role of Preparation in Managing Biases
Frameworks for Analyzing Negotiation Dynamics
Confirmation Bias in Negotiation
Overconfidence Bias and Its Effects
Emotional Influences on Negotiation
The Role of Perception in Negotiation
Managing Emotions During Negotiation
The Role of Trust in Negotiation
Strategies for Building Rapport
Real-World Applications of Psychological Factors
The Future of Negotiation Research
Summary of Key Psychological Concepts
Conclusion and Takeaways
References
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Hall, E.T. (1966) The Hidden Dimension. New York: Doubleday.
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Argyle, M. (1975) Bodily Communication. London: Methuen.
Fisher, R., Ury, W. and Patton, B. (2011) Getting to Yes: Negotiating Agreement Without Giving In. 3rd edn. London: Penguin Books.
Rousseau, D.M. (1989) 'Psychological and implied contracts in organizations.' Employee Responsibilities and Rights Journal, 2(2): 121–139.
Hofstede, G. (1980) 'Culture's Consequences: International Differences in Work-Related Values.' Beverly Hills: Sage Publications.
Bazerman, M.H. and Moore, D.A. (2012) Judgment in Managerial Decision Making. 8th edn. Hoboken: Wiley.
Thompson, L. (2005) The Mind and Heart of the Negotiator. 3rd edn. Upper Saddle River: Pearson.
Nickerson, R.S. (1998) 'Confirmation bias: A ubiquitous phenomenon in many guises.' Review of General Psychology, 2(2), pp.175-220.
Moore, D.A. & Healy, P.J. (2008) 'The trouble with overconfidence.' Psychological Review, 115(2), pp.502-517.
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Goleman, D. (1995) Emotional Intelligence. New York: Bantam Books.
Lewicki, R.J., Barry, B., and Saunders, D.M. (2015) Negotiation. New York: McGraw-Hill Education.
Adams, R. (2015) Winning Negotiations Through Communication. New York: Business Publications.
Lewicki adaptation
Hofstede, G. (1980). Culture's Consequences: International Differences in Work-Related Values. Beverly Hills: Sage.
Rahwan, I. et al. (2019). Machine Behavior. Nature 568, 477–486.
Kahneman, D. (2011). Thinking, Fast and Slow. New York: Farrar, Straus and Giroux.
Goleman, D. (1995). Emotional Intelligence. New York: Bantam Books.
Fisher, R., Ury, W., and Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. New York: Penguin.
Lewicki, R.J., Saunders, D.M., and Barry, B. (2020). Negotiation. 8th edn. New York: McGraw-Hill.