Negotiator Cognitions: A Descriptive Approach to Negotiators' Understanding of Their Opponents (Classic Reprint) - Hardcover

John S. Carroll

Hardcover

ISBN 10: 0666296936 ISBN 13: 9780666296931

Publisher: Forgotten Books, 2018

Synopsis

How negotiators think and why they miss what opponents believe

This nonfiction study lays out a preliminary framework for understanding negotiator cognitions. It shows how cognitive processes shape decisions and where people commonly go wrong in real talks.

The work argues that negotiator behavior results from limited information processing. It explains how people simplify complex negotiations, often by ignoring the opponent’s possible thoughts and plans. Through verbal protocols, the authors ground their theory in observed decision processes, not just abstract ideas.

Readers will gain a clear view of how a negotiator’s goals, task parameters, and the perceived value of options interact with the other side’s aims. The study also discusses how people project outcomes, implement what they understand, and use social skills and tactics in negotiations. The result is a practical map of the cognitive steps involved in bargaining, from first interpretation to final action.

• A structured set of cognitive components that negotiators rely on, from role understanding to predicting the opponent
• How simplifying assumptions and biased framing can limit both process and outcomes
• How ignoring the opponent’s cognitions can lead to systematic errors and mispriced offers
• Evidence from verbal protocols showing how thoughts are formed and categorized during negotiation tasks

Ideal for readers of negotiation theory, decision making, and behavioral psychology who want to see how cognition influences real-world bargaining.

Edition details

• Publisher: Forgotten Books
• Publication date: 2018
• Language: English
• ISBN 10: 0666296936
• ISBN 13: 9780666296931
• Binding: Hardcover
• Number of pages: 44