The Basic Dilemma for a Negotiator Acting as an Agent

question 12

Short Answer

The basic dilemma for a negotiator acting as an agent in a relationship negotiation is to determine how he or she can satisfy both his or her constituency's demands for ____________ and the other party's demand for ____________.

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Definitions:

Cognitive Biases

Systematic patterns of deviation from norm or rationality in judgment, causing illogical conclusions or decision making.

Heuristics

Simple, efficient rules or methods used to form judgments and make decisions, based on limited and often personal data, rather than exhaustive analysis.

Deliberative Processes

A method of collective decision-making in which participants engage in careful discussion and consideration of issues, options, and their implications before reaching a decision.

Human-Brain Activity

The processes and functions of the brain, including cognitive and neurological activities, that enable consciousness, perception, thinking, judgement, and memory.