Think of a time when you were involved in a negotiation. Try to respond to at least one of the two following questions. (If you can't think of a personal example, can you think of an example from history or the media? Consider too the cases we have worked with this semester, especially the Cuban Missile Crisis.)

1) Provide an example for how one or more of the negotiation biases described in your text were present? These include

Mythical fixed pie

Framing of negotiator judgement

Escalation of conflict

Overestimating your value (or the other party doing so)

Self-serving biases

Anchoring

2) Did you and or the other party (or people in your example) use any of the decision analytic approaches.

Claiming value

Creating value

• • Separating interests from positions)
  • Creating value through bets
  • Building trust and sharing information
  • Asking questions
  • Strategically disclosing information
  • Negotiating multiple issues simultaneously
  • Making multiple offers simultaneously
  • Searching for post-settlement settlements