Question

Because people have difficulty thinking about future events, they tend to under- or overestimate the duration of future emotional states, and fail to account for the positive or negative circumstances that could arise. Negotiators need to use which of the following strategies to counteract these biases?

Answer 1

Value creating tactics or Win-Win strategy or Integrative Negotiation.

Step-by-step explanation:

Most people view negotiation as a win-lose enterprise, but in most situations, a win-win mindset will lead to better results. Adding issues to the discussion is often the key to value creation and a great deal. For example, in a corporate negotiation about a merger, in addition to discussing valuation and price, parties can discuss personnel issues, headquarters location, long-term strategic plans, and so on. Then explore tradeoffs based on each party’s preferences. Other promising value-creation strategies include asking lots of questions to learn about what matters to your counterpart and sharing information about your own interests and priorities.

Answer 2

Horizon thinking is the strategie a negotiator need to use to counteact the mencioned biases.

Step-by-step explanation:

Horizon thinking is a good way to manage the overestimation of certain aspects of the negotiations, that are affected by emotinal states. Emotional matters can affect a person´s judgements, that is why it is important to consider this strategy all allong the process. This way of thinking would take on account all the aspects regarding the negociation.