Com 312 exam stuvia - Study guides, Class notes & Summaries

interpersonal violence - ANSWER-when a person imposes their will on someone else through verbal or physical intimidation behaviors of interpersonal violence - ANSWER-interrupt, dominate, stereotype others, intense glaring eye contact, invading posture, emit an arrogant air, loud, abrasive verbal abuse - ANSWER-attacking the self-concept of another person in order to cause psychological pain nonverbal aggression - ANSWER-physical violence or harm. Usually a response to certain kinds of v...

Interpersonal Conflict and its parts - ANSWER-a problematic situation with... 1. interdependent conflicting sides 2. perceive that they seek incompatible goals 3. that incompatibility has the potential to hurt the relationship 4. sense of urgency to fix it 5 step process view of conflict - ANSWER-1. prelude (people involved) 2. triggering event 3. initiation phase (becomes known) 4. differentiation phase (conflict) 5. resolution phase (accept outcome) civility - ANSWER-attitude o...

social exchange theory - ANSWER-we examine our relationships and assign a value to them based on the number of perceived costs and rewards. how many costs vs rewards are there in a relationship and weigh them we use comparison levels to determine satisfaction levels power - ANSWER-persons ability to influence behavior, thought, or feelings of others 3 princples of power - ANSWER-1. ubiquitious : its everything 2. interpersonal: not something within a person, but between people 3. depe...

Which alternate solution for Integrative Negotiation involves inventing new options that meet all their respective needs - ANSWER-Finding a bridge solution Which is the value or figure that you do not want to pay more than in a negotiation - ANSWER-Bottom Line When a negotiator says: "Gee that offer was much lower than I expected; perhaps i've misconstructed the value here and should reconsider my goals and tactics" is an example of which cognitive bias in negotiations: - ANSWER-Anchori...

According to your book, a competitive bargaining situation is also called - ANSWER-distributive bargaining situation Research suggests that making the first offer in a negotiation is advantageous to the party making the offer - ANSWER-TRUE Gradual, delayed concession are perceived as less valuable than immediate concessions - ANSWER-FALSE Which is NOT a way to "Abandon a Committed Position"? - ANSWER-use exploding offers What are the ways to Abandon a Committed Position? - ANSWER-m...

COM 312 EXAM 1 MODULES 1 AND 2

COM 312 EXAM 1 MODULES 1 AND 2