Understanding and Using What We Want: Interests and Exploitation in Negotiations

8 Pages Posted: 23 May 2010 Last revised: 8 Oct 2010

See all articles by Jeffrey Loewenstein

Jeffrey Loewenstein

University of Texas at Austin - Red McCombs School of Business

Taeya Howell

University of Texas at Austin

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

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

Jeffrey Loewenstein (Contact Author)

University of Texas at Austin - Red McCombs School of Business ( email )

Austin, TX 78712
United States

Taeya Howell

University of Texas at Austin ( email )

2317 Speedway
Austin, TX Texas 78712
United States

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