define quot irrationality quot is it important in negotiation.
Drawing from the readings, how would you define “irrationality” in the context of negotiations? Do you see irrationality playing a significant role in how people negotiate? Take one of the “Project Implicit” tests at www.implicit.harvard.edu (gender, age, race, etc.). What does that suggest to you, particularly as a negotiator yourself?
material: Malhortra and Bazerman, pp. 103-156