Overview chapter 6 by Vu Thi Thuy Linh https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86 en-us 2023-07-10 23:41:57 UTC 2025-12-09 15:21:03 UTC hello@padlet.com Perception linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104235 2023-07-10 23:43:11 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104235 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104364 Perception Defined ]]> 2023-07-10 23:43:27 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104364 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104445 Perceptual Distortion ]]> 2023-07-10 23:43:38 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104445 Framing linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104536 2023-07-10 23:43:49 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104536 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104695 Types of Frames ]]> 2023-07-10 23:44:04 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104695 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104793 How Frames Work in Negotiation ]]> 2023-07-10 23:44:18 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104793 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104905 Another Approach to Frames: Interest, Rights, and Power ]]> 2023-07-10 23:44:32 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642104905 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105104 The Frame of an Issue Changes as the Negotiation Evolves ]]> 2023-07-10 23:44:56 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105104 Cognitive Biases in Negotiation linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105260 2023-07-10 23:45:14 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105260 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105424 Irrational Escalation of Commitment ]]> 2023-07-10 23:45:31 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105424 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105506 Mythical Fixed-Pie Beliefs ]]> 2023-07-10 23:45:41 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105506 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105660 Anchoring and Adjustment ]]> 2023-07-10 23:45:53 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105660 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105781 Issue Framing and Risk ]]> 2023-07-10 23:46:07 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105781 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105848 Availability of Information ]]> 2023-07-10 23:46:18 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642105848 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642110164 The Winner’s Curse ]]> 2023-07-10 23:53:30 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642110164 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642110784 Overconfidence ]]> 2023-07-10 23:54:22 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642110784 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642111292 The Law of Small Numbers ]]> 2023-07-10 23:55:15 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642111292 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642111738 Self-Serving Biases ]]> 2023-07-10 23:56:02 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642111738 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642112667 Endowment Effect ]]> 2023-07-10 23:57:42 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642112667 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642112938 Ignoring Others’ Cognitions ]]> 2023-07-10 23:58:09 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642112938 linhvtths170882 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642113211 Reactive Devaluation ]]> 2023-07-10 23:58:32 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642113211 khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642294978 Cognitive Frames ]]> 2023-07-11 02:42:06 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642294978 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642296560 This is a concept in such fields as psychology, game theory, economics, and philosophy. This type of move can mean gaining a fortune or losing everything. Because the person may have made more rational decisions that paid off earlier it reaches a point where the person begins to make irrational and illogical decisions.]]> 2023-07-11 02:43:26 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642296560 khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642297194 Persuasive Frames]]> 2023-07-11 02:43:59 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642297194 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642336618
  • Anchoring and adjustment is a cognitive heuristic where a person starts off with an initial idea and adjusts their beliefs based on this starting point.
  • Anchoring and adjustment have been shown to produce erroneous results when the initial anchor deviates from the true value. 

    • ]]>     2023-07-11 03:15:06 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642336618     https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642338156 One of the most destructive assumptions we bring to negotiations is the assumption that the pie of resources is fixed. The mythical-fixed-pie mindset leads us to interpret most competitive situations as purely win-lose.]]> 2023-07-11 03:16:42 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642338156 khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642346987 Policy Frames]]> 2023-07-11 03:26:09 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642346987 khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642347281 Media Frames]]> 2023-07-11 03:26:29 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642347281 khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642348098 Ethical Frames]]> 2023-07-11 03:27:22 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642348098 khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642348820 Cultural Frames]]> 2023-07-11 03:27:59 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642348820 khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642349286 Problem-Solving Frames]]> 2023-07-11 03:28:24 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642349286 khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642355036 Framing an issue in negotiations means that you're focusing attention on one aspect of an issue and leaving other aspects out. Your might elect to exclude some aspects of an issue from your frame because they're irrelevant, because they might distract from the main point, or because they don't advance your interests. Framing is a way of calling attention to what you believe is the most important, or advantageous, aspect of the issue at hand.]]> 2023-07-11 03:35:28 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642355036 Interests khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642360278 People are often concerned about what they need, desire, or want. People talk about their “positions”, but often what is at stake is their underlying interests. A person says he “needs” a new text messaging cell phone, but what he really wants is a new electronic toy because all his friends have one. Parties who focus on interests in a dispute are often able to find ways to resolve that dispute.]]> 2023-07-11 03:42:27 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642360278 Rights khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642360702 People may also be concerned about who is "righ" – that is, who has legitimacy, who is correct, or what is fair. Disputes about rights are often resolved by helping the parties find a fair way to determine who is "right", or that they can both be "righ". This resolution often requires the use of some standard or rule such as "taking turns", "split it down the middle", or "age before beauty" to settle the dispute.]]> 2023-07-11 03:43:04 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642360702 Power khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642361019 People may elect to frame a negotiation on the basis of power. Negotiations resolved by power are sometimes based on who is physically stronger or is able to coerce the other, but more often, it is about imposing other types of costs-economic pressures, expertise, legitimate authority, and so on. Disputes settled by power usually create clear winners and losers, with all the consequences that come from polarizing the dispute and resolving it in this manner.]]> 2023-07-11 03:43:35 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642361019 khanhhphs1761211 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642366804 It's important for negotiators to remain flexible and adaptable to these shifts in framing. Recognizing and responding to changes in the frame can enhance understanding, facilitate problem-solving, and increase the chances of reaching a mutually satisfactory agreement. ]]> 2023-07-11 03:52:10 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642366804 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642468575  Frames are mental models that we use to simplify our understanding of the complex world around us. In other words, frames are mental models that help us make sense of the world. They involve our assumptions—often taken-for-granted assumptions—about how things work.Risk implies future uncertainty about deviation from expected earnings or expected outcome. Risk measures the uncertainty that an investor is willing to take to realize a gain from an investment.]]> 2023-07-11 05:45:20 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642468575 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642469826 The ability to make information and related physical and logical resources accessible as needed, when they are needed, and where they are needed.]]> 2023-07-11 05:47:11 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642469826 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642470862 The winner's curse is a tendency for the winning bid in an auction to exceed the intrinsic value or true worth of an item. The gap in auctioned versus intrinsic value can typically be attributed to incomplete information, emotions, or a variety of other subjective factors that may influence bidders.

    In general, subjective factors usually create a value gap because the bidder faces a difficult time determining and rationalizing an item's true intrinsic value. As a result, the largest overestimation of an item's value ends up winning the auction.

    ]]>     2023-07-11 05:48:28 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642470862     https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642472488 a cognitive bias characterized by an overestimation of one's actual ability to perform a task successfully, by a belief that one's performance is better than that of others, or by excessive certainty in the accuracy of one's beliefs.]]> 2023-07-11 05:50:46 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642472488 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642473329 Self-serving bias is the tendency to attribute our successes to internal, personal factors, and our failures to external, situational factors. In other words, we like to take credit for our triumphs, but we are more likely to blame others or circumstances for our shortcomings.]]> 2023-07-11 05:51:51 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642473329 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642474428 the endowment effect, or divestiture aversion as it is sometimes called, describes a circumstance in which an individual places a higher value on an object that they already own than the value they would place on that same object if they did not own it.]]> 2023-07-11 05:53:01 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642474428 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642476706 A cognitive bias is a systematic error in thinking that occurs when people are processing and interpreting information in the world around them and affects the decisions and judgments that they make.]]> 2023-07-11 05:55:32 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642476706 https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642478153 Reactive devaluation refers to our tendency to disparage proposals made by another party, especially if this party is viewed as negative or antagonistic. This cognitive bias can serve as a major barrier in negotiations.]]> 2023-07-11 05:57:28 UTC https://padlet.com/linhvtths170882/ekw6xcdnebmjwa86/wish/2642478153