Exam (elaborations)
PSYCH 439 - Ch 6 Questions And Answers Latest Update
- Course
- PSYCH 439
- Institution
- Texas A&M University
PSYCH 439 - Ch 6 Questions And Answers Latest Update
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Solution 2024/2025Pepper
PSYCH 439 - Ch 6 Questions And Answers
Latest Update
Describe norm of reciprocity ANS✔✔ The behaviour in which both parties
behave reciprocally-- when one party used an integrative tactic, the other
tended to respond with an integrative tactic
Describe the assumptions of the offer-counteroffer process ANS✔✔ 1) The
communication of offers is a dynamic process (the offers change and shift
over time)
2) The offer process is interactive
3) Various internal and external factors drive the interaction and "motivate
a bargainer to change his or her offer"
How does the existence of a good BATNA effect the negotiation? ANS✔✔ 1)
Higher BATNAs set higher reservation prices for themselves than their
counterparts
2) Negotiators whose counterparts had attractive BATNA set lower
reservation points for themselves
3) When both parties are aware of the BATNA, the negotiator received a
more positive negotiation outcome
What is the takeaway of sharing information about outcomes? ANS✔✔ Both
parties will generally will be left with a sour taste in their mouth
Describe the types of explanations ANS✔✔ 1) Mitigating circumstances (we
had no choice)
, Solution 2024/2025
Pepper
2) Exonerating circumstances (it was a mistake)
3) Reframing (i can explain)
What is the takeaway of social accounts? ANS✔✔ Negotiators who use
multiple explanations are more likely to have better outcomes, and the
negative effects of poor outcomes can be alleviated by communicating
explanations for them
List the aspects related to the "how" of communication ANS✔✔ Use of
language, use of nonverbal communication, selection of communication
channel
How does language operate in negotiation? ANS✔✔ Logical level (proposals
and offers), pragmatic level (semantics, syntax, style)
What is the takeaway of use of language? ANS✔✔ Communicate carefully
and clearly (encode thoughts properly, with consideration to the listener),
words can signal a position but also shape and predict it
List attending behaviours important for negotiation ANS✔✔ Eye contact,
body position, nonverbal encouragement/discouragement
Why is eye contact important? ANS✔✔ Shows you are paying attention and
listening, and that you consider them important
Emphasizes the importance of the message that is being sent
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