Irrationality and Its Importance in Negotiation essay

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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 www.implicit.harvard.edu (gender, age, race, etc.). What does that suggest to you, particularly as a negotiator yourself?

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

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TheGradeBooster
School: Cornell University

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Irrationality and Its Importance in Negotiation
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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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