Understanding and Using What We Want: Interests and Exploitation in Negotiations
8 Pages Posted: 23 May 2010 Last revised: 8 Oct 2010
Date Written: February 8, 2010
Abstract
A central negotiation concern is understanding what parties want. Yet negotiators commonly fail to recognize and use either information regarding their own interests or the interests of other parties, perhaps in part due to the information dilemma implied by negotiation being a mixed-motive task. We study under-emphasized aspects of the challenges of recognizing and making use of interests.
Suggested Citation: Suggested Citation
Loewenstein, Jeffrey and Howell, Taeya, Understanding and Using What We Want: Interests and Exploitation in Negotiations (February 8, 2010). IACM 23rd Annual Conference Paper, McCombs Research Paper Series No. MAN-02-10, Available at SSRN: https://ssrn.com/abstract=1612807 or http://dx.doi.org/10.2139/ssrn.1612807
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