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 t...
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.
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