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http://hdl.handle.net/11320/9618
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Pole DC | Wartość | Język |
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dc.contributor.author | Adamus-Matuszyńska, Anna | - |
dc.date.accessioned | 2020-10-05T08:09:26Z | - |
dc.date.available | 2020-10-05T08:09:26Z | - |
dc.date.issued | 2020 | - |
dc.identifier.citation | Optimum. Economic Studies, Nr 3(101) 2020, s. 79-90 | pl |
dc.identifier.issn | 1506-7637 | - |
dc.identifier.uri | http://hdl.handle.net/11320/9618 | - |
dc.description.abstract | 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. | pl |
dc.language.iso | en | pl |
dc.publisher | Wydawnictwo Uniwersytetu w Białymstoku | pl |
dc.subject | heuristics | pl |
dc.subject | biases | pl |
dc.subject | negotiation | pl |
dc.subject | pre-negotiation phase | pl |
dc.title | Heuristics and biases as sources of negotiators’ errors in the pre-negotiation phase. Review of literature and empirical research | pl |
dc.type | Article | pl |
dc.identifier.doi | 10.15290/oes.2020.03.101.07 | - |
dc.description.Email | anna.adamus-matuszyńska@ue.katowice.pl | pl |
dc.description.Affiliation | College of Economics, University of Economics in Katowice | pl |
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dc.description.number | 3(101) | |
dc.description.firstpage | 79 | pl |
dc.description.lastpage | 90 | pl |
dc.identifier.citation2 | Optimum. Economic Studies | pl |
dc.identifier.orcid | 0000-0003-3234-4599 | - |
Występuje w kolekcji(ach): | Optimum. Economic Studies, 2020, nr 3(101) |
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