Communal-sharing relationships lead to better performance in negotiations. True or False.
Which of the following are common types of negotiation relationship?
__________ is a method of putting value on things in which everything is reduced to a single value or utility metric that allows for the comparison of many qualitatively and quantitatively diverse factors.
Friend-only negotiations are plagued by numerous attributes such as:
Cultural norms; Exchange norms
__________ drive use to take care of the people we love and are close to, respond to their needs, and not “keep track” of who has provided what in the relationship.
__________ concern the giving and taking of benefits and resources.
A phenomenon known as the __________ is when friendship leads to the mismanagement of agreement.
___________ Is a relationship between parties that is both personal (e.g., friends or family) and business related.
___________ Are relationships that emanate from ingrained habits of past social interactions.
Which factor(s) contribute(s) to the level of trust one negotiator may have for another?
Disposition; Context; Relationship
___________ is a type of trust that sustains behavioral consistency through threats or promises of consequences that will result if consistency is not maintained.
__________ is about the distribution of outcomes.
__________ is about the process of determining outcomes.
__________ is about how parties treat each other in one-to-one relationships.
__________ is about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.
__________ depends upon repercussions if a fair or just process is not followed or result is not reached.
____________ is a psychological principle stating that people often have a negative reaction when they perceive that their freedom is being limited or their behavior is being controlled; hence, they will engage in the opposite of the behaviors that surveillance is either attempting to ensure or control.
__________ Is a type of trust grounded in behavioral predictability, occurring when a person has enough information about others to understand them and accurately predict their behavior.
__________ is a “perceptual identity, reflective of the combination of salient personal characteristics and accomplishments, demonstrated behavior and intended images preserved over time, as observed directly and/or as reported from secondary sources”.
An individual can have a number of different, even conflicting, reputations because she may act quite differently in different situations. True or False.
__________ Is a type of trust that develops based on empathy for another person’s desires, values, and intentions.
The __________ route builds trust based on rational and deliberate thoughts and considerations.
The __________ route builds trust based on highly subjective, emotional factors.
__________ Is the tendency for people who are similar to each other to like and be attracted to one another.
_________ Is simply being in contact with individuals in a manner that has an impact upon them.
_________ is the strong tendency for people to like, and become friends with, people that are physically and/or geographically closer to them.
_________ is the effort involved in crossing a physical distance and how it corresponds to communication.
_________ Is a situation in which we feel obligated to return in kind what others have offered or given to us.
_________ is personal, defensive, and resentful; rooted in anger, personality clashes, ego, tension.
_________ is largely depersonalized and consists of argumentation about the merits of ideas, plans, and projects.
Task conflict or cognitive conflict
_________ is when one negotiator seeks to emulate the actions, beliefs, or understanding of the other party.
_________ seeks to leverage the internal desire to be understood and accepted.
_________ is a tactics that seeks to make one’s position understood.
Network connections can establish or strengthen the trust in a relationship. True or False.
__________ Include actions to maximize one’s own interests at the expense of another person or group.
Breaches or defections
__________ is a failure to communicate information is a manner readily understood by the other party.
__________ Is an attribution that calls into question another person’s character and intentions by citing them as the cause of a behavior or incident.
__________ is the assumption that if people possess one socially desirable characteristic, then they also must possess other attractive traits.
__________ is a tendency to see people as having other undesirable characteristics in completely unrelated domains once we have identified one negative trait.
Which of the following is NOT a step in addressing breaches of trust?