Social Comparison and Fairness in Negotiations

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

[cite] Next Article: What is the effect of mood and emotions in negotiation? Back to: NEGOTIATIONS How does social comparison influence perceptions of fairness, and how can its effects be mitigated? In determining what is fair, the nature of the relationship between...

Effects of Mood and Emotion in Negotiation

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

[cite] Next Article: What role does creativity play in negotiations? Back to: NEGOTIATIONS What is the effect of mood and emotion in negotiations? Negotiations create and are affected by positive and negative emotions. For example, a cognitive assessment of a good...

Factors to Affect Negotiation Strategy

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

[cite] Next Article: Power in the negotiation influences tactics Back to: NEGOTIATIONS What other factors are understood to affect strategic objectives and planning in a negotiation? Cognitive Disposition – In Ch. 6, we address the effect of cognitive...

Power in a Negotiation Influences Tactics

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

[cite] Next Article: Tactics aimed at persuading a counterparty? Back to: NEGOTIATIONS What are power tactics in a negotiation? Power is an overarching theme that guides the selection of a strategic orientation, objective, plan, and tactics employed in a negotiation....

Tactics to Persuade Counterparty

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

[cite] Next Article: Tactics to facilitate bargain within the Zone of Potential Agreement? Back to: NEGOTIATIONS What is the role of persuasion as a tactic in a negotiation? In the absence of power to control a negotiation and coerce another party, a skilled...

Tactics to Bring Negotiation within ZOPA

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

[cite] Next Article: Dealing with Distributive Negotiation Tactics? Back to: NEGOTIATIONS What are some general tactics to facilitate (of finalize) a bargain that is within the zone of agreement? Too often, parties are within the negotiation ZOPA, yet the negotiation...