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Lecture 12: 10/11/04 Negotiating Strategy

Lecture 12: 10/11/04 Negotiating Strategy. Persuasion & Influence Cultural Differences in Neg. Behavior Other Determinants. Persuasion: Outline. Automaticity: Issues of awareness and equilibrium. Examples: Mindfulness Reciprocation as strategy

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Lecture 12: 10/11/04 Negotiating Strategy

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  1. Lecture 12: 10/11/04Negotiating Strategy • Persuasion & Influence • Cultural Differences in Neg. Behavior • Other Determinants

  2. Persuasion: Outline • Automaticity: Issues of awareness and equilibrium. • Examples: • Mindfulness • Reciprocation as strategy • My work on the Evolution of Altruism and reciprocation; where do these preferences and norms come from? • Will talk more about this latter…

  3. Judgmental Heuristics • Expensive = Good • Ivy League education expensive, so education must be top notch. • Experts = Knowledge • Captainitis • Controlled Response – Only when person has both desire and ability, else click, whirr.

  4. Reciprocal Rule • Reciprocation in Societal Exchanges • Overpowering? • Uninvited Debts – As good as Invited? • Unequal Exchanges • In Negotiations - Reciprocal Concessions • rejection then retreat: • remember Consistency Results suggest acceptance then increase. When to do each (can things be combined?) • Defense?

  5. Culture, Blame & Attribution • False Consensus & Naïve Realism revisited. • South vs. North- Nisbett et. al. work • East vs. West- Kitayama et. al. • Rich vs. Poor (the Illusion of control.) • Economic Position and in/out-group • Jews, Chinese & Copts • Ultimatum Games in Other Cultures.

  6. Gurin (1978) Findings • Personal control is related to socioeconomic status • External control ideology is related to race and political orientation • When looking at particular groups researchers found that: • People of higher status felt more in control of their lives; and • Self-identified [African-Americans] and liberals felt that the System controlled their lives

  7. Experimental Setup: barrier receiver actor food tool tray

  8. Condition 1 Condition 2 Condition 3 & 4 Condition 5 w. barrier no barrier Training & Solo Conditions

  9. Intentionality?

  10. First Game A Simple Reciprocation Game S2 S1 S2 S1 Experiment 1 tests for: (i) Contingent cooperation (ii) Recognition of reputation Setup: trained vs untrained actors

  11. SH: 100% Altruist JG: 100% Defector

  12. Selfish Altruism Reciprocation Game 3: S2 S1 S2 S1 Experiment 3 tests for: Recognition of byproduct altruism, or “selfish” altruism

  13. Play with Humans Reciprocation Game 4: S2 S1 S2 S1 human Experiment 4 tests for: Recognition of unintentional altruism, when a human pulls.

  14. New Experiment:3 Year Old Kids

  15. Next Time • Wrap-up, think about the good and the bad; what should be expanded. • Readings for Next Time: • Ekman: Lying and Nonverbal Behavior, (How to tell when someone is lying) • Ekman: Lying and Deception • Raiffa: Ch. 25, Ethical and Moral Issues. • Optional: • Ekman: Facial Expressions

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