Negotiations - Strategic Objectives with Negative Outcomes

The video discusses strategic objectives in negotiation, focusing on common pitfalls like under aspiring (winner's curse), over aspiring, positional negotiation, reactive devaluation, and irrational escalation of commitment. It highlights the importance of setting realistic goals, being flexible, and avoiding biases that can lead to negative outcomes.

What is the grass is always greener negotiator and how does it affect negotiations?

Define irrational escalations of commitment in the context of negotiation.

How does the endowment effect influence a negotiator's behavior?