Question: Imagine yourself in the situation described. Then answer the question about negotiation. You are heading the task force from your labor union. The issue? The

Imagine yourself in the situation described. Then answer the question about negotiation.

You are heading the task force from your labor union. The issue? The company doesnt want to offer raises, but the labor union believes employees deserve them.

In preparation, you identify all possible outcomes and the probability of each outcome. Which approach to negotiation are you using?

Game theory

Individual differences

Cognitive approach

Situational characteristics

Here is another situation. Think about how you would deal with this management issue and then answer the question.

You strive to be rational when you negotiate, but you sometimes fall prey to bias. Now you have to choose a new employee, but youve needed the help for a long time. Theres just no time to search. You choose a prospect from the preapproved list provided by Human Resources. Which cognitive approach to negotiation has sidetracked you?

Escalation of commitment

Belief in only fixed-sum outcomes

Anchoring in irrelevant information

Overreliance on readily available information

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