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Author Question: What questions should a negotiator answer when assessing a negotiation situation? What will be an ... (Read 23 times)

jayhills49

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on: Jul 7, 2018
What questions should a negotiator answer when assessing a negotiation situation?
 
  What will be an ideal response?

Question 2

Why do negotiators incorrectly predict the consequences of final deadlines in a negotiation?
 
  What will be an ideal response?


katieost

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Reply #1 on: Jul 7, 2018
Answer to Question 1

Boom Correct answer

Answer to Question 2

It has to do with the more general psychological tendency to focus egocentrically on the self when making
comparisons or predictions. Negotiators focus on the deadline's effect on themselves more than its effect on their
negotiation partners. Negotiators also believe that final deadlines are a strategic weakness, so they avoid revealing
their deadlines for fear their weakness will be exploited by the counterparty.


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