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Human Evolution And Negotiators’ Behavior

In: NEGOTIATE PERSUADE AND CREATE GREAT DEALS

Author

Listed:
  • Michael Benoliel
  • Geetanjali Mukherjee
  • Jose Yong

Abstract

The integration of evolutionary thinking with social sciences has led to advances in our understanding of human psychology and behavior. Evolutionary theory explains why species vary in their features and characteristics and how all species change over time in order to better adapt to their ecology. The theory argues that only the ‘fittest’ organisms, namely those with the most advantageous traits and abilities will adapt, survive, and reproduce, thereby passing on their genes to the next generation. You are here right now reading this chapter because your ancestors inherited the qualities that enabled them to adapt and thrive…

Suggested Citation

  • Michael Benoliel & Geetanjali Mukherjee & Jose Yong, 2020. "Human Evolution And Negotiators’ Behavior," World Scientific Book Chapters, in: NEGOTIATE PERSUADE AND CREATE GREAT DEALS, chapter 10, pages 153-170, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9789811225420_0010
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    More about this item

    Keywords

    Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation;
    All these keywords.

    JEL classification:

    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions
    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • L26 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Entrepreneurship

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