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Egocentrism and Negotiation Failure | Art Markman, Ph.D.


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We are clearly capable of understanding other people's priorities from their actions. That is why participants with no vested interest did a good job of judging what their rival wanted. However, when we have a particular desired outcome in a negotiation, we bring a frame to that negotiation that assumes that our rival is our exact opposite. We expect that issues important to us are also important to our rival. We expect that our rivals want the opposite of what we want. This attitude can make it harder to negotiate successfully, because our rivals often are not like us. They have different priorities, and sometimes they even want the same outcome we do.

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