BUS 485 Lecture Notes - Lecture 9: Inductive Reasoning, Illusory Correlation, Problem Solving

• School: Simon Fraser University
• Department: Business Administration
• Course: BUS 485
• Professor: Mitra Kiamanesh

Document Summary

Fixed-pie perception = belief that neg is a win or lose enterprise need to be creative & problem solve, divide resources when the pie has been enlarged. Mental model = person"s theory about cause/effect personal theory about what behaviors will lead to certain outcomes o. Shapes behavior, affects course of negotiation: models: Each negotiator tries to obtain the biggest share of the bz. Chess game model of neg elevates neg from fighting in the streets to a battle of wits btwn 2+ highly intelligent ppl. In game playing, each person has their own interests in mind. Embraced by companies/salespeople who treat their clients as partners. Negs believe it is imp to build rapport to nurture a l/t relationship & often make sacrifices in the name of creating l/t gw. Negs sit on the same side of the table, attempt to solve a puzzle together. Focus on collaborative/cooperative aspects of the task, involves great deal of creativity, reframing, out-of-the-box thinking.