Mind and Heart of the Negotiator, Second Edition, The

Why Is It Important to be Rational?

Let's first consider why it is important for a negotiator to be rational. Perhaps if we behave irrationally, we might confuse our opponent and reap greater surplus for ourselves; or, we might simply be better off following intuition rather than logic. Rational models of negotiation behavior offer a number of important advantages for the negotiator:

• Pie expansion and pie slicing. Models of rational behavior are based upon the principle of maximization such that the course of action followed guarantees that the negotiator will maximize his or her interests (whether that is monetary gain, career advancement, prestige, etc.). In short, there is no better way to maximize one's interests than by following the prescriptions ...