100% satisfaction guarantee Immediately available after payment Both online and in PDF No strings attached
logo-home
Summary Negotiation and Social Decision making 2016 $6.43   Add to cart

Summary

Summary Negotiation and Social Decision making 2016

8 reviews
 359 views  32 purchases
  • Course
  • Institution

Nearly complete summary of the course given at the Leiden University, at this point I don't remember exactly which articles it does not include but just 2 or something are missing.

Last document update: 7 year ago

Preview 1 out of 54  pages

  • January 19, 2017
  • January 19, 2017
  • 54
  • 2016/2017
  • Summary

8  reviews

review-writer-avatar

By: fionarubingh • 4 year ago

review-writer-avatar

By: Charlotte96p • 5 year ago

review-writer-avatar

By: emmylievkekem • 5 year ago

review-writer-avatar

By: Sanja • 5 year ago

review-writer-avatar

By: joleinhallegraeff • 6 year ago

review-writer-avatar

By: mdenboef • 6 year ago

review-writer-avatar

By: itemarijkehaest • 7 year ago

Translated by Google

Unclear explanation. Things are often concise written and that's fine, but it's too short so there is misinterpretation. I often have to look after the article exactly how it is. Sentences are verbatim and not in their own words (which is nice because you can also consider from a different point)

Show more reviews  
avatar-seller
MEETING 1
Steinel, W., Abele, A.E., De Dreu, C.K.W. (2007). Effects of Experience and Advice on Process and
Performance in Negotiations. Group Processes & Intergroup Relations, 10(4), 533-550.

Research question: does experience, advice, or a combination of the two improve negotiation
performance? They didn’t look just at the outcomes, but also at the underlying behavioral processes.

Fixed-pie perception are purely distributive negotiations.
Integrative agreements benefit everyone.
 fosters economic prosperity, strengthens feelings of self-efficacy, increases satisfaction, and
reduces the likelihood of future conflict.

Effects of advice
- People have a general tendency to egocentrically discount the advice they receive. This is because
they are secretive to the reasons supporting their own estimate, but not to the reasons supporting
the advisor’s estimates (exp: even after receiving full information about the opponent, participants
rarely abandoned their initial erroneous perceptions, so it doesn’t change fixed-pie perceptions).
- Giving negotiators advice and cues challenging fixed-pie perceptions  higher joint outcomes.
* Especially when this advice is given after a prior negotiation experience: best trade-off insights +
mental models similar to those who fully realized the integrative potential of the negotiation.

Effects of experience
Mixed support for ‘learning by doing’.

In favor Against
- Skilled negotiators often have an - No effects of experience when negotiators engaged in
extensive track record. different tasks over time (only when given feedback).
- Exp. with non-expert negotiators: joint - People recall superficial similarities more easily than
outcomes improved both over negotiation structural ones. Because of this, we cannot take advantage of
rounds and within negotiators. prior experiences (because we are not noticing the important
structural similarities between negotiations).

Experience and advice in negotiation (combined is better)
- Exp. shows that experience alone is insufficient to improve negotiation performance.
 Dyads reached higher joint outcomes and made more profitable trade-offs after some training
intervention (observational or analogical).

Why?
1. Bargainers can compare the advice they receive with prior negotiation experiences  helps them
transfer the advice  adjusts their negotiation behavior  improves their performance.
2. People tend to view negotiations as a game that one either wins or loses  fixed-pie perceptions
and a generally competitive approach  not likely to make integrative agreements.

Joint outcomes are related to three types of negotiation tactics: (how exactly is not clear yet)
1. Distributive behavior (aim: force opponents to make concessions  poorer joint outcomes). Is
usually more contentious (seeking arguments, quarrelsome discussions).
2. Information exchange
3. Heuristic trial and error
(are both strategies that help people to identify mutually satisfying settlements. This increases the
likelihood of reaching integrative agreements  higher joint outcomes).

The benefits of buying summaries with Stuvia:

Guaranteed quality through customer reviews

Guaranteed quality through customer reviews

Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.

Quick and easy check-out

Quick and easy check-out

You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.

Focus on what matters

Focus on what matters

Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!

Frequently asked questions

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

Satisfaction guarantee: how does it work?

Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.

Who am I buying these notes from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller valentinavv. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy these notes for $6.43. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

67474 documents were sold in the last 30 days

Founded in 2010, the go-to place to buy study notes for 14 years now

Start selling
$6.43  32x  sold
  • (8)
  Add to cart