Week 3 - De Psychologie van Onderhandelen

Question 1

Ontvanger, zender, boodschap

Answer 1

• Zender, degene die de mededeling doet;
• De ontvanger, degene die de mededeling interpreteert;
• De boodschap/mededeling zelf.
• Hier kunnen verstoringen optreden.

Question 2

Vaak voorkomende miscommunicatie

Answer 2

• Degenedie de boodschap zendt, heeft de boodschap gebaseerd op onvolledige/onjuiste informatie;
• De boodschapzelfis onduidelijk;
• Degene die de boodschap ontvangt, heeft zelf een verkeerde voorstelling van zaken. Invloeden van buitenaf kunnen hierop van invloed zijn.

Question 3

Basic building blocks of all social encounters

Answer 3

1. Perception
2. Cognition
3. Emotion

Question 4

Four major perceptual errors

Answer 4

1. Stereotypes
2. Halo effect
3. Selective perception
4. Projection

Question 5

Cognitive biases in negotiation

Answer 5

1. Escalation of commitment
2. Mythical fixed-pie beliefs
3. Reactive devaluation
4. Anchoring and adjustment
5. Issue framing and risk
6. Availability of information
7. The winner’s curse
8. Overconfidence
9. The law of small numbers
10. FAE
11. Self-serving bias
12. Endowment effect
13. Reciprocation
14. Contrast effect

Question 6

Main causes of escalation of commitment

Answer 6

1. Intense rivalry (especially one-on-one competition)
2. Time pressure
3. In the spotlight

Question 7

Mythical fixed pie beliefs

Answer 7

• Negotiators assume that all negotiations (not just some) involve a fixed pie -
• No search for integrative settlements and mutually beneficial trade-offs
• Reactive devaluation: the process of devaluing the other party’s proposals and concessions simply because the other party made them
• How to overcome?
  1. Invent options
  2. Focus on underlying interests
  3. Hold negotiators accountable

Question 8

Anchoring and adjustment

Answer 8

Anchoring and adjustment
* We anchor on an initial value when estimating the value of uncertain objects
* We fail to make subsequent adjustments from this standard during negotiation
* Anchors set a trap for the negotiator on the receiving end ➢ Throw in the first price IF you feel fairly confident about the value

Question 9

Issue framing and risk

Answer 9

The way options are framed can lead people to seek or avoid risk in decision making and negotiation

Question 10

Risk averse vs risk-seeking

Answer 10

1. We become risk averse when faced with a positive choice
2. We become risk-seeking when faced with a negative choice

Question 11

Availability bias

Answer 11

Negotiators are influenced by information that is presented in vivid or attention-getting ways and becomes easy to recall

Question 12

The law of small numbers

Answer 12

The tendency of negotiators to draw conclusions from few prior experiences

• Watch out for self-fulfilling prophecies

Question 13

Fundamental attribution error

Answer 13

Negotiators primarily interpret the other party’s behavior in terms of their personality

High vs low value BATNA
* Influences perceptions of counterpart’s agreeableness (due to hard bargaining)

Risky vs certain BATNA
* Influences perceptions of counterpart’s emotional instability (due to waffling and inconsistencies)

Seperate the person from the problem!

Question 14

Endowment effect

Answer 14

The tendency to overvalue something you own or believe you possess

Question 15

Reciprocation

Answer 15

The tendency for negotiators to feel the need to repay what the other party gave to them

Question 16

Contrast principle

Answer 16

Things look different when presented in sequence rather than in isolation

Question 17

Best advice that negotiators can follow is (traps & tools)

Answer 17

• Don’t assume that you are negotiating over a fixed pie (and avoid reactive devaluation)
• Use anchoring in developing a first offer strategy
• Avoid overconfidence when making negotiation decisions
• Frame the other side’s choices to your advantage
• Look beyond easily available information
• Look at all negotiations from the other side’s perspective
• Encourage reciprocity for the other side
• Use the contrast principlw

Question 18

Framing

Answer 18

Disputes are open to different interpretations and hence frames

Frames shape what the parties define as the key issues and how they talk about them

Both parties have frames
* Mismatches in frames between the parties are sources of conflict and misunderstandings
* Mutual reframing of the conflict may be necessary for resolutionFraming

Question 19

Interests, rights and power

Answer 19

Interests: people are concerned about needs, desires or wants

Rights: people are concerned about who is “right” and what is legitimate

Power: people resolve differences on the basis of power over others

Question 20

The negotiator’s emotions

Answer 20

Positive emotions generally have positive consequences
* Integrative processes
* Flexibility
* Confidence and persistence

Negative emotions generally have negative consequences
* Competitive mindset
* Impaired analysis of situation
* Conflict-escalating behaviors

Question 21

Interpersonal effects

Answer 21

Social contagion hypothesis: emotions spread from one person to another
* Participants with an angry opponent will make higher demands and smaller concessions than participants with a happy opponent

Strategic choice hypothesis: using the opponent’s emotions as a source of information
* Participants with an angry opponent will make lower demands and larger concessions than participants with a happy opponent