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How can bias harm negotiators at the bargaining table?

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Question added by Muwaffaq NoufaL , Business Executive Manager , CBU Indu. &trade Co
Date Posted: 2017/03/17
Krishna   KHASANIS  PMP
by Krishna KHASANIS PMP , Project Manager-Electrical , Larsen & Toubro Ltd, P T & D (International)

Negotiations should be done in good faith. Being biased is the worst thing a negotiator can do. A biased negotiator can not be expected to do the full justice either to the procurement / project or the very process of negotiation. Negotiator being biased is like defeating the very purpose of negotiation. 

Keith Gregory Wright
by Keith Gregory Wright , Program Director , DynCorp International

This is an interesting proposition. Bias is rebuffed in legal terms as a Judge, Adjudicator or anyother legal referree is required to be unbiased in his findings, as a predisposition will prejudice his findings and be unfair. Bias in relation to a person or groups culture, ethnicity or any belief is prejudical and unfair, therefore has no place in negotiations. My view is negotiation should be robust, defending your position and putting your case; but should not be personal.

However, we inadvertantly use bias to influence outcomes. Examples of this are starting with a demand at the extreme end of scale in order to influence our opponents thinking, the selective use of facts or statistics to support our claim and early offers that influence acceptance and outcome. 

Bias has it place in negotiations, but use it with care.

Tariq Hussainan
by Tariq Hussainan , Information Technology Consultant , Saudi Ports Authority

Bias will result in prolonged negotiations without reaching an agreement. or an agreement will be reached but it will not be fair.

Obaid ur Rehman
by Obaid ur Rehman , HR Executive , Al Bahr Al Arabi Marine Engineering Services

Mr. Keith has covered the answer quite well.

محمد عادل عبد اللطيف
by محمد عادل عبد اللطيف , Geologist / Negotiation Expert , EGAS

I'm sorry not understanding what do you mean by Bias, But Practically Bias (in its Positive Meaning) is present through every Negotiations Processes where it's Constructive if Positively Directed, May be Harmful in Case of Conflict Resolution Negotiation

Legal Meaning )Negative or Destructive Meaning ) of Bias is forbidden for Sure 

Ashraf E. Mahmoud (PhD)
by Ashraf E. Mahmoud (PhD) , University Lecturer, Freelancer Consultant and Trainer for Int'l Business & Banking TF. , FreeLancer

Thanks for invitation,

The good negotiator has to be always neutral and considering the "Win to Win' situation, but if he insist for only a "Win to Lose"  situation he will not be able to achieve his objectives form any negotiation.

Omar Saad Ibrahem Alhamadani
by Omar Saad Ibrahem Alhamadani , Snr. HR & Finance Officer , Sarri Zawetta Company

Thanks

From the basics of negotiation, is a neutrality, and  the purpose of negotiation is to reach the base of Everyone is a winner, and when  negotiator  being biased, so there will be a loss for one of parties, so negotiator should be a neutral negotiator to be all   parties winners.

Sadeq Al-Abbad
by Sadeq Al-Abbad , Service Specialist , Halliburton Energy Services Inc

l agree with krishna answer

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