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http://hdl.handle.net/11320/9618
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) |
Pliki w tej pozycji:
Plik | Opis | Rozmiar | Format | |
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Optimum_3_2020_A_Adamus_Matuszynska_Heuristics_and_biases_as_sources.pdf | 850,18 kB | Adobe PDF | Otwórz |
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