Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation

Graham Brown

Chapter 2 in Negotiation Excellence:Successful Deal Making, 2014, pp 23-37 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Helen looked around nervously. Jasmine had asked to meet at a restaurant to discuss the sale of the house. Both were realtors and were discussing the division of commission on the new block of condominiums that were for sale. Helen checked her watch and looked around nervously again. Had she got the address right? This was a dangerous part of town. Outside she could see a group of young men pushing each other around. The restaurant she was in had bars on the door and windows. She wanted to leave. She was just about to call Jasmine to see if she had the correct location when she saw Jasmine enter the restaurant. Jasmine talked causally for while about one of her clients. Helen shifted in her seat and only caught part of what Jasmine was saying. How long was this going to take she thought to herself. Eventually they started talking about the details of the agreement. Jasmine took a firm stand and Helen found herself agreeing with Jasmine's points. Even later, after they had left the restaurant Helen kicked herself for giving in so easily. What was wrong with her?

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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