HUMAN EVOLUTION AND NEGOTIATORS’ BEHAVIOR

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 10 in Negotiate, Persuade and Create Great Deals, 2020, pp 153-170 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The integration of evolutionary thinking with social sciences has led to advances in our understanding of human psychology and behavior. Evolutionary theory explains why species vary in their features and characteristics and how all species change over time in order to better adapt to their ecology. The theory argues that only the ‘fittest’ organisms, namely those with the most advantageous traits and abilities will adapt, survive, and reproduce, thereby passing on their genes to the next generation. You are here right now reading this chapter because your ancestors inherited the qualities that enabled them to adapt and thrive…

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
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