Bargaining for Advantage

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Bargaining for Advantage Page 35

by G Richard Shell


  233 she made a request: The studies were led by Harvard University’s Ellen Langer. See Ellen Langer, Arthur Blank, and Benzion Chanowitz, “The Mindlessness of Ostensibly Thoughtful Action: The Role of Placebic Information in Interpersonal Interaction,” Journal of Personality and Social Psychology, Vol. 36, No. 6 (1978), pp. 635-642. An account of this work can be found in Robert B. Cialdini, Influence: The Psychology of Persuasion (New York: William Morrow, 1984), pp. 4-5.

  APPENDIX A: A Note on Your Personal Negotiation Style

  242 almost as far as do organized courses on negotiation: J. Z. Rubin and R. B. Brown, The Social Psychology of Bargaining and Negotiation (New York: Academic Press, 1975); R. C. Bordone, “Teaching Interpersonal Skills for Negotiation and for Life,” Negotiation Journal 16, No. 4 (2000), pp. 377-385; R. S. Fortgang, “Taking stock: An analysis of negotiation pedagogy across four professional fields,” Negotiation Journal 16, No. 4 (2000), pp. 325-338. A related, more modern line of psychological pedagogy on negotiation deals with cognitive errors to which people of all races, genders, and interpersonal orientations are prone. Led by Max Bazerman (building on foundations laid by Daniel Kahneman and Amos Tversky), negotiation teachers have learned to instruct their students about systematic biases in human cognition that can cloud negotiator judgment. The experimental evidence for such phenomena as “fixed pie” biases, gain-loss framing, availability, endowment effects, escalation of commitment, and overconfidence is strong, and classroom demonstrations of many of these biases are relatively easy to conduct. The pedagogical goal is to help people learn to recognize cognitive biases, overcome them in appropriate situations, and become more effective negotiators as a result. Like materials on gender, race, or culture, materials on cognitive psychology complement rather than substitute for content related to bargaining styles. The biases are not predispositions toward handling negotiation situations so much as they are hardwired quirks in the human information-processing system that affects many forms of decision making. D. Kahneman and A. Tversky, “Prospect Theory: An Analysis of Decision Under Risk,” Econometrica, Vol. 47 (1979), pp.136-291; D. Kahneman, D. P. Slovic and A. Tversky, Judgment Under Uncertainty: Heuristics and Biases (Cambridge: Cambridge University Press, 1982).

  242 bargaining styles can play crucial roles in negotiation: R. W. Gilkey and L. Greenhalgh, “The Role of Personality in Successful Negotiating,” Negotiation Journal, Vol. 2, No. 3 (1986), pp. 245-256.

  248 “thief thinks everybody steals”: R. G. H. Siu, Folk Wisdom and Management: 3,333 Proverbs (Washington, D.C.: Manuscript, 1994), p. 13.

  248 assume that others are cooperative: H. H. Kelly and A. Stahelski, “Social Interaction Basis of Cooperators’ and Competitors’ Beliefs About Others,” Journal of Personality and Social Psychology, Vol. 16 (1970), pp. 66-91; James K. Esser and S. S. Komorita, “Reciprocity and Concession Making in Bargaining,” Journal of Personality and Social Psychology, Vol. 31, No. 5 (1975), pp. 864-872.

  249 you end up making a deal: Donald J. Trump, The Art of the Deal (New York: Random House, 1987), p. 88.

  250 (TKI), which I recommended in the first edition: R. H. Kilmann and K. W. Thomas, “Developing a Forced-Choice Measure of Conflict-Handling Behavior : The ‘Mode’ Instrument,” Educational and Psychological Measurement, Vol. 37 (1977), pp. 309-325. There is some doubt about the construct validity of the TKI. See M. A. Konovsky, F. Jaster, and M. A. McDonald, “Using Parametric Statistics to Explore the Construct Validity of the Thomas-Kilmann Conflict Mode Instrument,” Management Communication Quarterly, Vol. 3, No. 2 (1989), pp. 268-290; B. Kabanoff, “Predictive Validity of the MODE Conflict Instrument,” Journal of Applied Psychology, Vol. 72, No. 1 (1987), pp. 160-163. These concerns may also apply to the Bargaining Styles Assessment Tool, on which no research has been conducted to assess validity.

  250 Blake and Mouton in the mid-1960s: R. R. Blake and J. S. Mouton, The Managerial Grid (Houston: Gulf Publications, 1964).

  Selected Bibliography

  Alston, Jon P. The Intelligent Businessman’s Guide to Japan. New York: Charles E. Tuttle, 1990.

  Axelrod, Robert. The Evolution of Cooperation. New York: Basic Books, 1984.

  Babcock, Linda, and Sara Laschever. Women Don’t Ask: Negotiation and the Gender Divide. Princeton, N.J.: Princeton University Press, 2003.

  Bazerman, Max. Judgement in Managerial Decision-Making, 4th ed. New York : John Wiley & Sons, 1998.

  ———, and Margaret A. Neale. Negotiating Rationally. New York: Free Press, 1992.

  Blau, Peter M. Exchange and Power in Social Life. New York: John Wiley & Sons, 1964.

  Bok, Sissela. Lying: Moral Choice in Public and Private Life. New York: Vintage, 1978.

  Byrne, D. The Attraction Paradigm. New York: Academic Press, 1971.

  Carnegie, Dale. How to Win Friends and Influence People, rev. ed. New York : Pocket Books, 1981.

  Cialdini, Robert B. Influence: The Psychology of Persuasion. New York: William Morrow, 1984.

  Cohen, Herb. You Can Negotiate Anything. New York: Lyle Stuart, 1980.

  Cross, John G. The Economics of Bargaining. New York: Basic Books, 1969.

  Dawson, Roger. Roger Dawson’s Secrets of Power Negotiating. Hawthorne, N.J.: Career Press, 1995.

  Douglas, Ann. Industrial Peacemaking. New York: Columbia University Press, 1962.

  Fisher, Roger, and Daniel Shapiro. Beyond Reason: Using Emotions When You Negotiate. New York: Viking, 2006.

  Fisher, Roger, and Scott Brown. Getting Together: Building a Relationship That Gets to Yes. New York: Houghton Mifflin, 1988.

  Fisher, Roger, William Ury, and Bruce Patton. Getting to Yes, 2d. ed. New York: Penguin, 1991.

  Frank, Robert H. Passions Within Reason. New York: Norton, 1988.

  Freund, James C. Anatomy of a Merger. New York: Academic Press, 1975.

  ———. The Acquisition Mating Dance. Clifton, N.J.: Prentice-Hall, 1987.

  ———. Smart Negotiating. New York: Simon & Schuster, 1992.

  Gardner, Howard. Leading Minds: An Anatomy of Leadership. New York: Basic Books, 1995.

  Gulliver, P. H. Disputes and Negotiations: A Cross-Cultural Perspective. New York: Academic Press, 1979.

  Jones, Edward E., and C. Wortman. Ingratiation: An Attributional Approach. Morristown, N.J.: General Learning Press, 1973.

  Karrass, Chester L. The Negotiating Game, rev. ed. New York : HarperBusiness, 1992.

  Kennedy, Gavin, John Benson, and John McMillian. Managing Negotiations. Englewood Cliffs, N.J.: Prentice-Hall, 1982.

  Kolb, Deborah, and Judith Williams. Everyday Negotiations: Navigating the Hidden Agendas in Bargaining. New York: Jossey-Bass, 2003.

  Kramer, Roderick M., and David M. Messick. Negotiation as a Social Process. Thousand Oaks, Calif.: SAGE Publications, 1995.

  Kramer, Roderick M., and Tom R. Tyler. Trust in Organizations: Frontiers of Theory and Research. Thousand Oaks, Calif.: SAGE Publications, 1996.

  Lax, David A., and James K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. New York: The Free Press, 1986.

  Lewicki, Roy J., et al. Negotiation, 2d. ed. Burr Ridge, Ill.: Ir win, 1994.

  Locke, E., and G. Latham. A Theory of Goal Setting and Task Performance. Englewood Cliffs, N.J.: Prentice-Hall, 1990.

  McCormack, Mark H. On Negotiating. Los Angeles: Dove Books, 1995.

  March, Robert M. The Japanese Negotiator: Subtlety and Strategy Beyond Western Logic. Tokyo: Kodansha International, 1989.

  Menkel-Meadow, Carrie, and Michael Wheeler eds. What’s Fair: Ethics for Negotiators. San Francisco: Jossey-Bass, 2004.

  Miller, Abraham H. Terrorism and Hostage Negotiations. Boulder, Colo.: Westview Press, 1980.

  Mnookin, Robert, Lawrence Susskind, and Pacey C. Foster. Negotiating on Behalf of Others. Whitehall, N.J.: Sage, 1999.

  Mnookin, Robert, Scott Peppet, and Andrew S. Tulumello. Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, Mass.: Harvard Univer
sity Press, 2004.

  Morley, Ian, and Geoffrey Stephenson. The Social Psychology of Bargaining. London: George Allen & Unwin Ltd., 1977.

  Murnighan, J. Keith. The Dynamics of Bargaining Games. Englewood Cliffs, N.J,: Prentice-Hall, 1991.

  Neale, Margaret, and Max Bazerman. Cognition and Rationality in Negotiation. New York: The Free Press, 1991.

  Newcomb, T. M. The Acquaintance Process. New York: Holt, Rinehart, and Winston, 1961.

  Nierenberg, Gerard I. Fundamentals of Negotiating. New York: Hawthorn/Dutton, 1973.

  Nixon, Peter. Mastering Business in Asia: Negotiation. New York: Wiley, 2005.

  Osgood, Charles E. An Alternative to War or Surrender. Urbana, Ill.: University of Illinois Press, 1962.

  Pruitt, Dean. Negotiation Behavior. New York: Academic Press, 1981.

  ———, and Jeffrey Z. Rubin. Social Conflict: Escalation, Stalemate, and Settlement. New York: Random House, 1986.

  Rahim, M. Afzalur, ed. Theory and Research in Conflict Management. New York: Praeger, 1990.

  Raiffa, Howard. The Art and Science of Negotiation. Boston: Harvard University Press, 1982.

  Rosenberg, Morris. Conceiving the Self. New York: Basic Books, 1979.

  Roth, Alvin E., ed. Game-Theoretic Models of Behavior. Cambridge: Cambridge University Press, 1985.

  Rubin, Jeffrey Z., and B. R. Brown. The Psychology of Bargaining and Negotiation. New York: Academic Press, 1975.

  Schelling, Thomas C. The Strategy of Conflict. London: Oxford University Press, 1960.

  Schuster, Camille P., and Michael J. Copeland. Global Business: Planning for Sales and Negotiations. Fort Worth, Tex.: The Dryden Press, HarcourtBrace College, 1996.

  Shapiro, Ronald, and Mark Jankowski. The Power of Nice. New York: Wiley, 2001.

  ———. Bullies, Tyrants, and Impossible People: How to Beat Them without Joining Them. New York: Crown Business, 2005.

  Singer, Linda. Settling Disputes : Conflict Resolution in Business, Families, and the Legal System. Boulder, Colo.: Westview Press, 1990.

  Stark, Peter B. It’s Negotiable. Amsterdam, The Netherlands: Pfeiffer & Company, 1994.

  Susskind, Lawrence, and Jeffrey Cruikshank. Breaking the Impasse: Consensual Approaches to Resolving Public Disputes. New York: Basic Books, 1987.

  Thaler, Richard H. The Winner’s Curse: Paradoxes and Anomalies of Economic Life. New York: The Free Press, 1992.

  Thompson, Leigh. The Mind and Heart of the Negotiator. Upper Saddle River, N. J.: Prentice-Hall, 1998.

  ———. Negotiation (Frontiers of Social Psychology). New York: Taylor & Francis, 2005.

  Trump, Donald J. The Art of the Deal. New York: Random House, 1987.

  Ury, William. Getting Past No. New York: Bantam, 1991.

  Walton, Richard E., and Robert B. McKersie. A Behavioral Theory of Labor Negotiations. New York: McGraw-Hill, 1965.

  Wenke, Robert A. The Art of Negotiation for Lawyers. New York: Law Distributors, 1985.

  Williams, Gerald R. Legal Negotiation and Settlement. St. Paul, Minn.: West Publishing, 1983.

  Woolf, Bob. Friendly Persuasion: How to Negotiate and Win. New York: Berkley Books, 1990.

  Zartman, I. William. The Negotiation Process: Theories and Application. Beverly Hills, Calif.: SAGE Publications, 1978.

  For Further Information

  WHARTON EXECUTIVE NEGOTIATION WORKSHOP: Bargaining for AdvantageThe Wharton School

  255 South 38th Street, Suite 202

  Philadelphia, PA 19104-6359

  (800) 255-3932 (U.S. and Canada)

  (215) 898-1776 (worldwide)

  (215) 898-2064 (fax)

  [email protected] (e-mail)

  http://executiveeducation.wharton.upenn.edu (World Wide Web)

  Index

  ABC

  accommodating style of bargaining

  accommodation

  accountability

  agents

  aggressive opening moves

  agreement, social pressure for

  agribusiness firms

  Airbus

  Air Florida

  Alden, John W.

  Alice’s Adventures in Wonderland (Carroll)

  alternative, as fallback

  Anacharsis

  anchor and adjustment effect

  Arab-Israeli conflicts

  Art of the Deal, The (Trump)

  Arusha people

  Ashforth Warburg Associates

  assertiveness

  assessment

  Atkins, Peter

  attitude

  audiences

  authority

  Autobiography (Franklin)

  automobile dealers

  avoidance

  avoiding style of bargaining

  Babcock, Linda

  Bacon, Sir Francis

  Balanced Concerns:

  and closing

  and competition

  and concessions

  in mergers and acquisitions

  and needs

  optimistic openings in

  in Situational Matrix

  Barbarians at the Gate (Burrough and Helyar)

  bargaining:

  ethics in, see ethics

  first to open

  as a game

  hard-line strategy in

  “if . . . then” formula in

  information-based

  institutionalized standards of

  integrative

  in negotiation process

  no expectation of

  overcommitment to

  package

  slogans and themes in

  for someone else

  tactical questions in

  bargaining style

  accommodating

  analysis of

  assessment tool

  and attitudes

  avoiding style

  collaborating

  competing

  compromising

  cooperative vs. competitive

  cultural issues in

  effectiveness in

  five strategies for

  gender differences in

  imbalance in

  and negotiation, see negotiation

  questions about

  “talk to the mountain,”

  traits of

  Bargaining Style Assessment Tool

  accommodating style

  avoiding style

  changing scores in

  collaborating style

  competing style

  compromising style

  further analysis of

  midrange scores in

  optimal score in

  overlapping styles

  and perception

  questions about

  Thomas-Kilmann instrument vs.

  Barry (relationships)

  Barton, R. F.

  baseball strike

  BATNA (Best Alternative to a Negotiated Agreement)

  Bazerman, Max

  Beatles

  beef prices, and ranchers

  Begin, Menachem

  beliefs

  Berrard, Steven

  Best Alternative to a Negotiated Agreement (BATNA)

  Betamax

  bid rigging

  blocking techniques

  bluffing

  B’nai B’rith

  Boeing Aircraft

  Bogart, Neil

  Borman, Frank

  Borovoy, Roger

  bottom line, goals vs.

  British labor negotiations

  Bulova Corporation

  Burlington Northern Santa Fe Railroad

  Business as a Game (Carr)

  business mergers

  Candid Camera (TV)

  Capone, Al

  car dealers

  Carlisle, John

  Carnegie, Andrew

  Carr, Albert Z.

  Carroll, Lewis

  Casablanca Records

  cattle ranchers, and beef prices

  causation and damages


  CBS

  Chajet, Bonnie

  Chandler, Raymond

  China, guanxi in

  Cialdini, Robert

  clarity

  closing

  and commitment

  negotiations broken down in

  postsettlement settlement in

  scarcity effect in

  splitting the difference in

  urgency in

  CNN

  coalitions

  Cohen, Herb

  Coking, Vera

  Coleridge, Samuel Taylor

  collaborating style of bargaining

  collaboration

  Columbia Pictures

  commitment:

  accountability in

  and closing

  and effectiveness

  escalation of

  four degrees of

  to goals

  in negotiation process

  overcommitment

  passionate

  public announcement of

  to reciprocity norms

  simultaneous exchange in

  social ritual of

  strategy of

  written agreement

  communication:

  agent used for

  direct

  electronic

  by e-mail

  eye contact in

  in negotiation

  personality in

  preparation for

  rapport in

  skills in

  of ultimatums

  competing style of bargaining

  competition

  and Balanced Concerns

  and compromise

  conflicting needs in

  cooperation vs.

  and effectiveness

  escalation of commitment in

  and ethics

  pressure of

  scarcity effect in

  strangers in

  compromise

  compromising style of bargaining

  concession devaluation

  concessions

  in Balanced Concern situations

  in competitive situations

  good guy/bad guy routine in

  “if . . . then” formula in

  as language of cooperation

  messages implied in

  and relationships

  and Situational Matrix

  splitting the difference

  starting high in

  strategies

  tactical bargaining questions

 

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