In summary, my negotiation students are absolutely right that greed and fear are at the root of some of the illusions we see in negotiations. But they – and probably most other people – are mistaken when they think that greed and fear are the only, if not the main sources, of lies in negotiations. It`s not you! People are denying for multiple and different reasons, not just one of those reasons excuses them. Here is the hope that knowing the reasons can help you recognize the deception of others and avoid them wholeheartedly. First, they argue that by effectively anchoring the negotiation with an extreme offer, you not only influence the negotiation, but you actually change the other party`s beliefs about the nature of an adequate agreement (see also the anchoring effect in the negotiations). ❒ Strength in numbers: negotiators outnumbered by the opposing negotiating team tend to accept suboptimal agreements. Cohen, T. R., Leonardelli, G. J., &Thompson, L.
(2014). Avoid the unification trap: teams facilitate deadlock in negotiations with negative negotiating areas. Negotiation and Conflict Management Research, 7(4), 232-242 negotiating teams tend to be less sensitive to agreement distortions when discussions enter a negative area of negotiation, Cohen, Thompson and Leonardelli estimated. The unification trap occurs when negotiators conclude agreements that are inferior to their best alternative agreements. The paper expands the research conducted so far on negotiations by examining whether teams are more wise than solo when it comes to when they should move away from the negotiating table and thus avoid the unification trap. Two experiments compared teams and solos during a negotiation where it was unwise to reach an agreement due to misguided interests. The negotiation included a real estate transaction in which the optimal solution was for the parties to declare an impasse. Study 1 showed that teams of two and three people were significantly more likely to find themselves at an impasse than solos. Study 2 showed that the party, faced with the greatest need to make accurate judgments about the fit between its own interests and the interests of its counterpart, benefited the most from the addition of a teammate.
This information helps explain why the deal trap occurs and how it can be reduced. Third, Korobkin and Guthrie suggest that if you are trying to reach a negotiated agreement, you should arrange negotiation with respect to the potential gains for the other party, or even a win-win situation that benefits both parties. This convinces the other side to become risk-averse or to win and build trust at the negotiating table. the other party will be tempted to reduce this risk and demonstrate their confidence in you by reaching an agreement.. . .