define quot irrationality quot is it important in negotiation

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Drawing from the readings, how would you define “irrationality” in the context of negotiations? Do you see irrationality playing a significant role in how people negotiate? Take one of the “Project Implicit” tests at www.implicit.harvard.edu (gender, age, race, etc.). What does that suggest to you, particularly as a negotiator yourself?

material: —Malhortra and Bazerman, pp. 103-156

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