Report activity 1 ibc201 ib17b02 group 1

1

Cross Cultural Management and Negotiation

IBC201: Cross Cultural Management and Negotiation

REPORT ACTIVITY 1

Introduction:

In this report, we focus on two main parts. The first one is Framing, which refers to the way in

which a negotiator presents information and shapes the context of the negotiation in order to

influence the other party's perceptions and decisions. The second one is twelve errors or

cognitive biases that tend to impede negotiator performance.

Body:

I/ Framing in Negotiation

II/ Cognitive Biases in Negotiation

1. Irrational escalation of commitment

Group 1 – IB17B02