Social Comparison and Fairness in Negotiations – Explained

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

How does social comparison influence perceptions of fairness?In determining what is fair, the nature of the relationship between the parties is particularly important. A negotiator will subconsciously undertake a process known as social comparison, which evaluates the...

Entitlement and Fairness in Negotiation

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

How do Perceptions of Entitlement and Fairness Affect a  Negotiation?Individuals generally seek fairness in their relationships with others. In the context of negotiation, parties will seek fairness in the negotiation process (procedural fairness) as well as in the...

Cognitive Biases in Negotiation – Explained

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

What is a cognitive bias in negotiation?Misperceptions and cognitive biases typically arise out of conscious awareness as negotiators gather and process information. The best way to manage the negative consequences of misperception is to be aware that they...

Mental Models in Negotiation – Explained

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

What are Mental Models in Negotiation?Mental models are the ways in which people understand social and physical systems. While frames concern how individuals receive and process information, a mental model concerns how individuals approach a situation. That is, it is...

Cognitive Framing in Negotiation

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

What is Cognitive Framing in Negotiation?A cognitive frame is a subjective mechanism through which people evaluate and make sense of situations, leading them to pursue or avoid subsequent actions. Common cognitive frames are discussed below. What are Interests,...

Perception in Negotiation – Explained

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

What is perception in negotiation?Perception is the process by which individuals connect to their environment by ascribing meaning to messages and events. This process is strongly influenced by the perceiver’s current state of mind, role, and comprehension of...

Integrative Negotiation Tactics – Explained

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

What are some Integrative Negotiation Tactics?Integrative negotiation tactics seek to provide greater value to the parties collectively than could be achieved individually. Some commonly-understood integrative tactics are discussed below.Expand and Modify the Resource...

Distributive Negotiation Tactics – Explained

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

What are some Distributive Negotiation Tactics?Distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party. They are most closely associated with what is commonly called hardball tactics. Hardball TacticsHardball tactics...

Tactics to Bring Negotiation within ZOPA – Explained

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

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 stalls or fails. Parties must become familiar with tactics designed to bring other parties...

Persuasive Tactics in a Negotiation – Explained

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

How Persuasion is Used in a Negotiation?In the absence of power to control a negotiation and coerce another party, a skilled negotiator may use tactics to persuade the other party. Persuasion itself is a strategic objective. There are any number of tactics that seek...