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    Negotiation & Cognitive Mistakes

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    There is a made up meeting between Samuel Adams (Boston patriot) Peyton Randolph (Williamsburg patriot), John Randolph (Williamsburg loyalist) and Lord Dunmore -John Murray (British governer of Virginia) to debate the ramifications of independance of the colonies from Great Britian.

    Part 1 (Group):

    Do some background research on your all party's motives and interests in the negotiation. Think about your all of the party's feelings, motives, and interests.

    Part 2 (Group): Analyze the negotiation scenario

    In your analysis be sure to address the following:

    Who were the parties?
    What was the final outcome?
    What were the alternatives to a negotiated agreement? Were the parties aware of these alternatives?
    What were each party's set of interests? Were the parties aware of their interests?
    How did the parties create or claim value?
    Indicate whether any party made any of the following cognitive mistakes in the negotiation:

    Assuming a fixed-pie perspective
    Lack of awareness of framing effects
    Nonrational escalation of conflict
    Negotiator overconfidence
    Negotiator egocentrism
    Ignoring the cognition of others

    If cognitive mistakes were made, how did they affect the negotiation? How might the parties have acted differently.

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    Solution Summary

    Based on the scenario and by responding to the questions, this solution analyzes the negotiation scenario on several dimensions, including possible cognitive mistakes. If cognitive mistakes were made, it also discusses how they affected the negotiation, as well as how the parties might have acted differently.