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The Tactical Utilization of Cognitive Biases in Negotiations [pdf]
- nabla9 2y agoTactics presented seem very practical and probably work. Tactical win is a win when negotiation does not involve business relationship and is followed by immediate transaction. Tactics like this in negotiation that becomes part of longer business relationship is strategically bad and may backfire. Most people feel that something is off and shady when they fall to these tricks. They mention this is the paper. > However, negotiators in practice have to be aware of limits of employing negotiation tactics. Since they might lead to a variety of negative consequences for the value creation in negotiation, bargainers should carefully consider the possible consequence of psychological influence tactics. Only if the situation allows for utilizing such tactics without damaging the long-term relationship between the involved parties, should they think of the most effective psychological influence tactic to employ. This remark should be taken seriously as the impact magnitude of these influence tactics on negotiation results has not yet been examined