Written Assignment
For this assignment you are expected to interpret, analyze, and give relevant examples of the information presented in the article by Malhortra and Bazerman.
You will find listed below and attached the article: Psychological Influence in Negotiation: An Introduction Long Overdue by Deepak Malhorta and Max Bazerman. This article explores social influences in negotiation with specific behavior decisions that influence a person during the negotiation process.
Your assignment is to create the following:
A brief description of the article.
A more complex description of how the content of the article can be helpful to you and your personal negotiation style. You can choose the concepts that you feel are the most important and then expand upon them as needed.
Support your comments with in-text citation and bring in other sources if you desire that supports what you are explaining.
A ‘call to relevant example’ section – specifically a detail section that reviews the different behavioral decision approaches listed on pages 513-522. You are to choose two (2)of these influences and give an example of how this influence can ‘play out’ in our current or past society (or corporate events). This particularly means that you will need to research the influence and find an example (probably best by using Google) of an entity, or individual using the influence approach. Then give this example and explain the plus and minuses of the influence.
For example: Regarding the Influence Based on the Status Quo Bias – Disney used this influence in their process of recruiting a new leader. Bob Iger’s return as the CEO of the Walt Disney Company ended a tumultuous two-year period for Iger’s once-successor, Bob Chapek who was chosen out of status quo rather than looking outside of the organization. In this case the status quo existed in the organization because the organization may have a policy of promoting employees based solely on seniority, which is the status quo. Changing this policy to consider merit or performance could be difficult and face resistance from employees who may have been used to the current system.
Your summary should be single spaced, and 3-4 pages in length…. not to exceed five pages
Your summary must be written in APA style with appropriate in-text citation and references at the end. Please note that APA generally states double-spaced; however, this document should be written in single space format.
