1. Trust and Relationships in Negotiation

Trust and Relationships in Negotiation

Flashcards

Q1
Communal-sharing relationships lead to better performance in negotiations. True or False.

Q2
Which of the following are common types of negotiation relationship?

Q3
__________ 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.

Q4
Friend-only negotiations are plagued by numerous attributes such as:

Q5
__________ 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.

Q6
__________ concern the giving and taking of benefits and resources.

Q7
A phenomenon known as the __________ is when friendship leads to the mismanagement of agreement.

Q8
___________ Is a relationship between parties that is both personal (e.g., friends or family) and business related.

Q9
___________ Are relationships that emanate from ingrained habits of past social interactions.

Q10
Which factor(s) contribute(s) to the level of trust one negotiator may have for another?

A10
Disposition; Context; Relationship

Resource Video: https://thebusinessprofessor.com/knowledge-base/trust-in-a-negotiation/

Q11
___________ is a type of trust that sustains behavioral consistency through threats or promises of consequences that will result if consistency is not maintained.

Q12
__________ is about the distribution of outcomes.

Q13
__________ is about the process of determining outcomes.

Q14
__________ is about how parties treat each other in one-to-one relationships.

Q15
__________ is about how organizations appear to treat groups of individuals and the norms that develop for how they should be treated.

Q16
__________ depends upon repercussions if a fair or just process is not followed or result is not reached.

Q17
____________ 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.

Q18
__________ 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.

Q19
__________ 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”.

Q20
An individual can have a number of different, even conflicting, reputations because she may act quite differently in different situations. True or False.

Q21
__________ Is a type of trust that develops based on empathy for another person’s desires, values, and intentions.

Q22
The __________ route builds trust based on rational and deliberate thoughts and considerations.

Q23
The __________ route builds trust based on highly subjective, emotional factors.

Q24
__________ Is the tendency for people who are similar to each other to like and be attracted to one another.

Q25
_________ Is simply being in contact with individuals in a manner that has an impact upon them.

Q26
_________ is the strong tendency for people to like, and become friends with, people that are physically and/or geographically closer to them.

Q27
_________ is the effort involved in crossing a physical distance and how it corresponds to communication.

Q28
_________ Is a situation in which we feel obligated to return in kind what others have offered or given to us.

Q29
_________ is personal, defensive, and resentful; rooted in anger, personality clashes, ego, tension.

Q30
_________ is largely depersonalized and consists of argumentation about the merits of ideas, plans, and projects.

A30

Q31
_________ is when one negotiator seeks to emulate the actions, beliefs, or understanding of the other party.

Q32
_________ seeks to leverage the internal desire to be understood and accepted.

Q33
_________ is a tactics that seeks to make one’s position understood.

Q34
Network connections can establish or strengthen the trust in a relationship. True or False.

Q35
__________ Include actions to maximize one’s own interests at the expense of another person or group.

Q36
__________ is a failure to communicate information is a manner readily understood by the other party.

Q37
__________ Is an attribution that calls into question another person’s character and intentions by citing them as the cause of a behavior or incident.

Q38
__________ is the assumption that if people possess one socially desirable characteristic, then they also must possess other attractive traits.

Q39
__________ is a tendency to see people as having other undesirable characteristics in completely unrelated domains once we have identified one negative trait.

Q40
Which of the following is NOT a step in addressing breaches of trust?