Coalitions in Negotiations

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: Principal-agent relationship – how it affects negotiation Back to: NEGOTIATIONS What are coalitions and how do they affect negotiations? Coalitions are a (sub)group of two or more individuals who join together in using their resources to...

Building Trust in a Negotiation

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: Tendencies leading to mistrust – how to repaired it Back to: NEGOTIATIONS What are rational and deliberate mechanisms for building trust in a negotiation? Two primary approaches exist for establishing trust in a negotiation: Cognitive route...

Mistrust in a Negotiation and Repairing It

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Back to: NEGOTIATIONS What are some actions or tendencies that lead to mistrust and how can loss of trust be repaired? Any number of actions or tendencies by parties may run counter to the beliefs expectations or understanding of the other party. As such, to...

What are ethics in negotiations?

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article:Human biases give rise to ethical problems Back to: NEGOTIATIONS What are ethics and how are they implicated in negotiations? Ethics are broadly applied social standards for what is right or wrong in a particular situation, or a process for setting...

Biases and Ethical Problems in Negotiations

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: How to determine and calibrate ethical behavior Back to: NEGOTIATIONS What human biases give rise to ethical problems in negotiation? Numerous cognitive biases stand in the way of individuals determining or choose what is an ethical course of...

Determining Ethical Behavior in Negotiations

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

[cite] Next Article: What are unethical tactics? Back to: NEGOTIATIONS How can negotiators determine and calibrate ethical behavior? When evaluating whether negotiation strategies and tactics are ethical, begin by assessing the economic, legal, and equitable...