Negotiator Judgment Tasks

• Judgments of the Other Party  (personality, strategy, behavior)
• Judgments of Self (tastes, values, preferences, aspiration level, strategy)
• Judgments of utilities (available resources, other’s utilities, self’s utilities)
• Judgments of negotiation process

• Fixed pie bias: Parties often enter a negotiation with a fixed-sum, win-lose perception.
• During negotiations, parties often perceive greater potential for mutual gain.
• Biased negotiators tend to be loss averse and overemphasize costs relative to gains
• Parties who view negotiations as purely competitive generally gain less that those who perceive mutual gain potential.

• Recognize that parties have different priorities.
• Hold a favorable view of the other party and enjoy the interaction.
• Are concerned with equity and fairness in negotiation.
• Are likely to plan future strategies (future vs. past).
• Able to accept some loss.
• Willing to find mutual gain solutions (e.g., issue trade-offs) rather than simply compromising.