Social psychology: Handbook of basic principles
As consequential negotiations pervade both our personal and professional relationships, it is important to understand the common shortcomings that stand in the way of our ability to negotiate successfully. This chapter reviews some basic psychological challenges that stand in the way of optimal negotiation behavior and outcomes. On the intrapersonal level, the chapter examines a pervasive cognitive bias, as well as the role of affect, in influencing negotiation behavior and outcomes. On the interpersonal level, it explores the extent to which social perceptions of our opponent's economic and noneconomic behavior drive our negotiation strategies. The chapter discusses a common cognitive bias known as the "fixed-pie belief", including its pervasiveness, the psychological underpinnings motivating it, the consequences for negotiation, as well as potential social and motivational interventions. It also discusses a multitude of affective states that can influence the negotiator, from transient moods to incidental or triggered emotions, as well as strategic emotional displays. Given that negotiations involve at least two individuals who are communicating together in order to cooperate and compete with each other, the social perceptions that arise from the interactions drive a number of important behaviors. (PsycInfo Database Record (c) 2021 APA, all rights reserved)
Jeong, Martha, Julia Minson, and Francesca Gino. "Psychological shortcomings to optimal negotiation behavior: Intrapersonal and interpersonal challenges." Social psychology: Handbook of basic principles. Ed. Paul A. M. Van Lange, E. Tory Higgins, and Arie W. Kruglanski. The Guilford Press, 2022, 532–544.