Irrationality and Its Importance in Negotiation essay

timer Asked: Feb 20th, 2019
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Question Description

300 words

Drawing from the readings, how would you define "irrationality" in the context of negotiations? Do you see irrationality playing a significant role in how people negotiate? Take one of the "Project Implicit" tests at (gender, age, race, etc.). What does that suggest to you, particularly as a negotiator yourself?

material: —Malhortra and Bazerman, pp. 103-156

Tutor Answer

School: Cornell University


Irrationality and Its Importance in Negotiation

Definition: Irrationality in Negotiation
Irrationality is the ability of a negotiator to behave rashly, reason poorly as well as act
in a manner that is contradictory to their self-interest. A good example of irrationality in
negotiations is when a representative of an organization is not willing to grant even th...

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