define quot irrationality quot is it important in negotiation

define quot irrationality quot is it important in negotiation.

300 words

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

 

define quot irrationality quot is it important in negotiation

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