Social Psychology And Bargaining Process

2133 Words9 Pages
Each individual is as much a product of their social environment as the internal processes that make them tick. From the time we are babies, there is a constant dialogue between social interaction and individual psychological processes that gives us personality and shapes our social identity. It follows that how we negotiate, as well as our personal qualities and character, can be thought of as product of our social externalities and internal psychology. In this sense, the way we bargain today is entirely dependent on the social and psychological development of our past: the process by which we have come to understand ourselves in relation to the world. This is a complex, perpetual interaction between self-perception and how others perceive us. It makes us who we are as individuals, and gives us the character and personality inherent to the style of negotiation which we bring to the bargaining table. SOCIAL PSYCHOLOGY AND BARGAINING STYLE: THE COMPETITOR The study of social psychology in turn has huge implications for learning about and teaching negotiations. In Bargaining for Advantage, director of Wharton School of Business Richard Shell both complements and utilizes the social and psychological underpinnings present in bargaining. Specifically, he uses examples to illustrate how different aspects of culture and personal mentality affect can outcomes in negotiations, ranging from major business transactions to intimate personal agreements. Further, information-based
Open Document