A literature review of cognitive biases in negotiation processes

By Andrea Caputo. 2013

109 citations recorded by the source corpus.

Purpose – What is the discipline's current grasp of cognitive biases in negotiation processes? What lessons can be drawn from this body of literature? The purpose of this paper is to review and discuss the limited research on cognitive biases in the context of negotiations. Design/methodology/approach – This article reviews research from judgment and decision-making, conflict management, psychology, and management literatures to systematize what we already know about cognitive biases in negotiations. Findings – Decision-making studies have mainly identified 21 biases that may lead to lower quality decisions. Only five of those biases have been studied relating to negotiations: the anchoring, the overconfidence, the framing, the status quo and the self-serving bias. Moreover, negotiation literature has identified five additional biases that affect negotiation processes: the fixed-pie error, the incompatibility error, the intergroup bias, the relationship bias and the toughness bias. Biased behavior differs...

Subfields: Gender Studies, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/f732479254ec12c8a9a8145776efd7e59b357bdf

Citations in the corpus

• The moderating role of cultural intelligence in the relationship between cultural orientations and conflict management styles (2018, unknown): “More studies are needed to clarify the link between uncertainty avoidance and problem solving style, and perhaps the findings from the studies in cognitive biases, such as risk aversion, may help in clarify this relationship (see also Caputo, 2013).”