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2. Tajfel’s contributions Categorization seems to be human nature Tajfel and minimal group paradigm Leads to Social Identity Theory Tendency to associate also ubiquitous Implicit Association Test These both relate to bounded rationality

3. More complex patterns emerge Prejudice and discrimination Stereotyping and stigma Social psychological research helps to explore not only the existence of these, but also the results (Stereotype threat/lift, cognitive effects, liking/respect)

4. In groups of 3… Discuss the implications of the research on attitudes and intergroup relations on practical discussions of equity and diversity Report back on a concrete intervention that could be derived from insights in psychology in this area

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6. The big picture Consider the mythical fixed pie Inside versus outside view Keep the FAE in mind (interests v. positions)

7. Key points to remember Preparation of BATNA Do your homework! Beware of emotion Interests v. Positions Relative importance of interests Trade on issues to create value!

8. Other issues Framing! Loss aversion can be huge Escalation of commitment Sunk cost effects Self-serving biases Anchoring

9. What about informal negotiation? Women and negotiation Consider competitive/motivated biases Recognize opportunities to negotiatiate! Babcock’s “negotiation gym”

10. Avoid bias in judgment Search for post-settlement settlements! Simple awareness of biases in judgment Anticipate strategies by others Avoid errors and self-evaluating Inside vs. Outside view of scenarios

11. Women don’t ask: The gender divide in negotiation Dislike of negotiation “winning a ballgame” vs “going to the dentist” Men initiate more frequently Differences in salary, up to $500,000 in lifetime ….but Women are often better negotiators for others

12. Things to take away… Planning ahead! Inside vs. Outside view Playing role of devil’s advocate

13. More Resources Raiffa, The art and science of negotiation (1985) Malhotra & Bazerman, Negotiation genius (2007) Babcock & Laschever, Women Don’t Ask: Negotiation and the gender divide (2003)

14. Final Paper Due December 9 th at 5pm (hard copy preferred) 8-10 single spaced pages I’m looking for: A clear understanding of psychological insights Thoughtful application to a practical policy issue

15. The final paper can be A proposal for a specific policy analysis or implementation A research proposal with policy implications A discussion of how an existing line of research has policy implications *Can have one or more of these elements *Can be an extension of one of your previous assignments