Lecture 12: 10/11/04Negotiating Strategy

1. Persuasion & Influence

2. Cultural Differences in Neg. Behavior

3. Other Determinants

Persuasion: Outline • Automaticity: Issues of awareness and

equilibrium.

• Examples:– Mindfulness– Reciprocation as strategy

• My work on the Evolution of Altruism and reciprocation; where do these preferences and norms come from?

– Will talk more about this latter…

Judgmental Heuristics• Expensive = Good Ivy League education expensive, so

education must be top notch. • Experts = Knowledge Captainitis

• Controlled Response – Only when person has both desire and ability, else click, whirr.

Reciprocal Rule• Reciprocation in Societal Exchanges

• Overpowering?

• Uninvited Debts – As good as Invited?

• Unequal Exchanges

• In Negotiations - Reciprocal Concessions– rejection then retreat:– remember Consistency Results suggest acceptance then

increase. When to do each (can things be combined?)

• Defense?

Culture, Blame & Attribution • False Consensus & Naïve Realism

revisited.

• South vs. North- Nisbett et. al. work

• East vs. West- Kitayama et. al.

• Rich vs. Poor (the Illusion of control.)• Economic Position and in/out-group

– Jews, Chinese & Copts• Ultimatum Games in Other Cultures.

Gurin (1978) Findings• Personal control is related to socioeconomic

status

• External control ideology is related to race and political orientation

• When looking at particular groups researchers found that:– People of higher status felt more in control of their

lives; and– Self-identified [African-Americans] and liberals felt

that the System controlled their lives

barrier

actor

receiver

tray

toolfood

Experimental Setup:

Training & Solo Conditions

w. barrier

Condition 1 Condition 2

Condition 3 & 4 Condition 5

no barrier

Intentionality?

First GameA Simple Reciprocation Game

Experiment 1 tests for: (i) Contingent cooperation (ii) Recognition of reputationSetup: trained vs untrained actors

S1S2 S1S2

SH: 100% Altruist JG: 100% Defector

0

0.1

0.2

0.3

0.4

0.5

0.6

1 2 3 4

Session

Freq

uenc

y of

Pul

ls

Pulls for Alt.Pulls for Def.

Selfish AltruismReciprocation Game 3:

Experiment 3 tests for:Recognition of byproduct altruism,or “selfish” altruism

S1S2 S1S2

Pulling with a "Selfish" Partner

00.10.20.30.40.50.60.70.80.9

1

Selfish Partner w. Selfish

Freq

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y of

Pul

ls

Play with HumansReciprocation Game 4:

Experiment 4 tests for:Recognition of unintentionalaltruism, when a human pulls.

S1S2 S1S2

human

Pulling for the Human Compared to Pulling for the Defector

0

0.1

0.2

0.3

0.4

0.5

0.6

1 2 3 4

Session

Freq

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y of

Pul

ls

Pulls for Alt.Pulls for Def.Pulls with human

Pulling for the Human Compared to Pulling for the Defector

0

0.05

0.1

0.15

0.2

0.25

1 2 3 4

Session

Freq

uenc

y of

Pul

ls

Pulls for Def.Pulls with human

New Experiment:3 Year Old Kids

Next Time• Wrap-up, think about the good and the bad; what

should be expanded.

• Readings for Next Time:– Ekman: Lying and Nonverbal Behavior, (How to tell

when someone is lying)– Ekman: Lying and Deception– Raiffa: Ch. 25, Ethical and Moral Issues.

• Optional:– Ekman: Facial Expressions