Scoring a Deal: Valuing Outcomes in Multi-Issue Negotiations
This case describes a method for valuing outcomes and appraising tradeoffs in a multiple-issue negotiation. Employing an illustrative example, this case details the step-by-step process of articulating, testing, and revising scores which may help negotiators to clarify their own preferences and priorities.
Case id: 120405
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Professor Ames's research focuses on social judgment and behavior. He examines how people form impressions of individuals and groups as well as the consequences of these impressions on prosocial behaviors (e.g., trust, cooperation, helping), competitive interaction (e.g., conflict, exploitation, aggression), and justice judgments (e.g., praise, blame, punishment). A central aspect of this work is how people "read minds" to make inferences about... View Full profile
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