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Prof says talking about how to negotiate beforehand may improve outcome

Don Choi

Don Choi

  • June 6, 2011 5:10am

Don Choi, assistant professor of psychology, has new research published in Group Processes and Intergroup Relations, entitled "Can group discussion promote cooperative ultimatum bargaining?”  The article was co-written with a former CSUEB student, Ekta Menghrajani.  The authors examined the influence of discussion-induced shared cognition on bargaining behavior.

Bargaining and decision-making are important aspects of daily interactions between individuals as well as between and within groups. From negotiations in an increasingly globalized world economy to household discussions among family members, communication and negotiation processes involve bargaining, evaluating decision utility and making ultimate decisions. After evaluating participant behavior and negotiation outcomes in three studies, the authors suggest that negotiators should try to come to a shared understanding of the negotiation process prior to actually engaging in the negotiation. Negotiators can improve their chances for cooperative negotiation by discussing and reaching an agreement on what would be the best way or process to reach a settlement prior to the negotiation.

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KL

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