Event: 'InterNeg Seminar: Is Price the only Issue we Negotiate?' Print
  Interneg Research Centre Events
Events hosted by the Interneg Research Centre. http://interneg.concordia.ca
Date: Wednesday, November 14, 2012 At 01:30 PM
Contact Info:
InterNeg Research Centre Suite MB 14.264 1450 Guy Street Montreal, Quebec H3H 0A1 Tel: (514) 848-2424 ext. 2799
Email: nparadis@jmsb.concordia.ca

InterNeg Research Centre Seminar

Is Price the only Issue we Negotiate? Some Empirical Observations and Theoretical Discussion on How People Behave in Distributive Negotiations

Date Wednesday November 14, 2012
Location MB 14.101
Time 1:30 p.m.
Open to
The presentation is open to all members of Concordia University and other local universities.
Seminar abstract
The InterNeg Research Center is pleased to welcome Tomasz Wachowicz, Karol Adamiecki University of Economics in Katowice, Poland.

Is Price the only Issue we Negotiate? Some Empirical Observations and Theoretical Discussion on How People Behave in Distributive Negotiations

In this work we focus on distributive negotiations in which only a single negotiation issue is taken into consideration. We present different approaches to describing, modeling, analyzing and supporting these kinds of negotiation problems and compare them with integrative negotiations, wherein a multitude of issues are discussed. Then we present the results of the in-class buyer-seller negotiation experiment, in which two parties bargained over the price of a second-hand car. We describe their behavior and decisions they made during the negotiation process and compare their performance with the one they achieved when the auction mechanism was applied. We also focus on the specific integrative maneuvers some of them presented during the negotiation talks. Derived from these results we propose a novel approach to distributive negotiations in which the integrative moves are undertaken by the negotiators.

For further information
Please direct any questions concerning this presentation to:

Norma Paradis, Project Manager, InterNeg Research Centre at This e-mail address is being protected from spambots. You need JavaScript enabled to view it or visit InterNeg.concordia.ca