MGT 365 Lecture Notes - Lecture 22: Reactive Devaluation, Escalation Of Commitment
3 Dec 2018
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Net outcomes are the same: discrepancy in results is attributed to framing effects, the way options were presented. When positive frame is presented, ppl tend to avoid risk. Majority of ppl in 1st group chose treatment a sure thing to save lives. When negative frame is presented, ppl tend to seek risks. Majority in 2nd group chose treatment b since there was a. Q: how do frames work: negotiators can use more than one frame, mismatches in frames can cause conflict, individual differences can cause negotiators to use different frames, personality, power, cultural background, other frames used in negotiations: Interests: ppl talk about their positions but often what"s at stake is their. Rights: ppl may be concerned about who"s right ; who has legitimacy, who underlying interests. is correct, & what is fair. Power: ppl may wish to resolve a conflict on basis of who is stronger: cognitive biases/errors impede negotiation performance:
