Category: Managerial decision making

esearch and select a company or organization that has been in some type of current negotiations (e.g., union contracts, mergers, buy-outs, product disputes, patent infringement.). Then, summarize the company or organization’s history and current negotiation status. Highlight some of the negotiator-cognition issues they may have encountered during negotiations. Discuss decision-analysis tools that are used in negotiations. Were any of these tools used by your company during negotiations? Next, explain what a BATNA is and how it is used during negotiations. Try to determine if one or both sides had a BATNA and, if so, summarize your understanding of it. Finally, provide recommendations for the company to use in future negotiations based on what you have learned in this unit. How could they use best practices in negotiations to improve future negotiations?

Part I: Recall a time when you experienced a winner’s curse. Perhaps you purchased something for what you thought was a great price but quickly (or later) realized it was not. Perhaps the quality was lower than you thought it was. ?
What were your feelings at the time of the purchase when it seemed like such a good deal? Compare your initial feelings to what you felt later when realizing that it was not what you thought.?
Part II: In Chapter 6, you were introduced to the footbridge dilemma, where it prompted you to make a choice of pushing one person in front of a trolley to stop the trolley in order to save the five people farther up the line on the track. What would you do in this situation? What would your motivations be? How would your emotions affect your decision??