MAN 4441 Negotiation Final Exam

MAN 4441 Negotiation Final Exam Rated A Win-win negotiation Ans- an agreement that allows negotiators to fully maximize whatever is important or a driving factor to the negotiator Particularism Ans- how much utility or use we derive from the resource Concreteness Ans- the tangibility of the resource Trust Ans- firm belief in the reliability, truth, ability, or strength of someone or something Three types of trust Ans- deterrence-based, knowledge-based, identification-based Deterrence-based trust Ans- behavior is based on threats or the promise of consequences Knowledge-based trust Ans- based on behavioral predictability from recognition of past behaviors and actions Identification-based trust Ans- based on empathy and perceived association with another person's desires and intentions Two routes to building trust Ans- - the cognitive route - the affective route The cognitive route to building trust Ans- based on rational and deliberate thoughts and considerations The affective route to building trust Ans- based on intuition and emotion; psychological strategy Reciprocity Ans- the notion that if someone does something for you, you owe them; negotiators often reciprocate the other party's behaviors Five strategies of building trust Ans- 1. maximize the use of your network 2. build rapport before negotiating 3. set an appropriate trust default 4. win their trust 5. listen to and acknowledge your counterparty situations that may lead to mistrust Ans- - breaches of defections - miscommunication - dispositional attributions - focusing on the "bad-apple" steps to repair broken trust Ans- - arrange a personal meeting - put the focus on the relationship - express regret for or disappointment over the situation - let them vent - do not get defensive - ask for clarifying info - test your understanding - formulate a plan - think about ways to prevent a future problem - do a relationship check-up Reputation Ans- the beliefs or opinions that are generally held about someone or something two polar effects of repuation Ans- - halo effect - forked-tail effect halo effect Ans- tendency for positive impressions of a person, company, brand, or product in one area to positively influence one's opinion or feelings in other areas Forked-tail effect Ans- A tendency to see people as having other undesirable characteristics in completely unrelated domains once we have identified one negative trait. Power Ans- the potential a negotiator holds to influence others or the course of events social power Ans- potential for social influence personal power Ans- A source of influence and authority a person has over his or her followers status Ans- relative social position or rank given to negotiators or groups by others power vs status Ans- potential to influence others vs. social position/rank determined by others primary status characteristics Ans- indicators of legitimate authority (rank, degree, title) Secondary status characteristics Ans- Cues and attributes that have no legitimate bearing on the allocation of resources or on the norms on interaction, but nevertheless they exert a powerful influence on behavior Raven's five types of power Ans- 1. legitimate power 2. expert power 3. reward power 4. coercive power 5. referent power legitimate power Ans- ability to link certain feelings of obligation or notion of responsibility to management expert power Ans- based on in-depth info, knowledge, or expertise reward power Ans- ability of someone to delegate matters they don't want to do to other people and reward them for doing it coercive power Ans- forcing someone to do something against their will; coercion referent power Ans- ability to administer to someone a sense of personal acceptance or approval