Publisher's Synopsis
Excerpt from Negotiator Cognitions: A Descriptive Approach to Negotiators' Understanding of Their Opponents
Two or more interdependent parties are negotiating if they are making joint decisions and do not have identical preferences across decision alternatives (pruitt. 1981. 1983; Kelley Thibaut. Despite the obvious prevalence and importance of negotiation. Substantial evidence exists that negotiators frequently fail to attain readily available and mutually beneficial outcomes. And that these inefficiencies in the negotiation process reduce society's available resources. Productivity. And creative Opportunities. And increase society's conflict and self-destructiveness (pruitt and Rubin. 1986; Raiffa.
This paper provides a preliminary model of why these failures exist. Based on the cognitive processes of negotiators. We focus on one part of the model: the systematic tendency to ignore the cognitions of opponent negotiators. Empirical evidence clarifying negotiator's cognitive processes is generated from verbal protocol methods used in the study of decision making.
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