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Tytuł: Heuristics and biases as sources of negotiators’ errors in the pre-negotiation phase. Review of literature and empirical research
Autorzy: Adamus-Matuszyńska, Anna
Słowa kluczowe: heuristics
biases
negotiation
pre-negotiation phase
Data wydania: 2020
Data dodania: 5-paź-2020
Wydawca: Wydawnictwo Uniwersytetu w Białymstoku
Źródło: Optimum. Economic Studies, Nr 3(101) 2020, s. 79-90
Abstrakt: Purpose – Heuristics and biases are simplifying strategies that people (in the analysed issue – negotiators) use in the decision-making process, even when they can take advantage of supporting tools (e.g. Negotiation Support System), which will allow them to make the optimal choice [Wachowicz, 2006]. Many empirical studies have found that decision makers use heuristics and are biased [Bateman, Zeithaml, 1989; Jackson, Dutton, 1988; Kahneman et al. 1982; Zajac, Bazerman, 1991]. Therefore, the question should be asked: are negotiators, like managers (whose decisions were examined), instead of consciously and intentionally using tools supporting decision-making during negotiations, subject to heuristics and cognitive errors? As a consequence of this general question one may ask the specific research questions: (1) What heuristics do the negotiators undergo? (2) How do heuristics influence the decision-making process? (3) How can the impact of heuristics and biases be minimized by taking advantage of negotiation support tools? Research methods – The article is a review of psychological, sociological and management sciences theories, concepts and empirical researches on heuristics and biases. The review was made according to the following categories: (a) theories that recognize the inevitability of heuristics in the decision-making process, (b) theories that attempt to identify opportunities to minimize or even reduce the impact of heuristics on decisions, and (c) those that offer alternative solutions. Results – The summary highlights those heuristics which might occur in the decision-making process in the pre-negotiation phase. Originality/value – There is no research exploring the role of specific heuristics and biases in particular stages of negotiations.
Afiliacja: College of Economics, University of Economics in Katowice
E-mail: anna.adamus-matuszyńska@ue.katowice.pl
URI: http://hdl.handle.net/11320/9618
DOI: 10.15290/oes.2020.03.101.07
ISSN: 1506-7637
metadata.dc.identifier.orcid: 0000-0003-3234-4599
Typ Dokumentu: Article
Występuje w kolekcji(ach):Optimum. Economic Studies, 2020, nr 3(101)

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