Social Comparison in a Negotiation

The video discusses the role of social comparison in negotiations, focusing on how individuals perceive and react to others based on their social status. It explains that negotiations can vary depending on whether the parties involved are superiors, subordinates, or equals. With superiors and subordinates, negotiations tend to be more integrative and accommodative, focusing on needs and fairness. Among equals, negotiations are more competitive, emphasizing equity and value exchange. The video highlights the importance of understanding these dynamics to effectively navigate different negotiation scenarios.

What is the significance of social comparison in negotiations?

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How does the status of the negotiating parties affect their approach to fairness?

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What is meant by a 'need-based approach' in negotiation?

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Explain how perceptions of equity influence negotiation outcomes.

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In what ways do negotiations differ when dealing with superiors versus colleagues?

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