| Question |
Answer |
| Definition of Trust |
an expression of confidence in another person that you will not be harmed. |
| 3 types of trust |
Knowledge based - increases intigrative agreements, Identification Basrd- someone you have a signifiacant realationship with. Deterrance based- based on consequences |
| 4 types of Rational Mechanisms |
Focus on the Future. Agree on common goals. Capitalize on Network Connections. Transform personal conflict into task conflict |
| 5 Psycological Strategies |
Propinquity- how phyically close you are to someone. Exposure - the more we see ppl. the more we tend to like them. Talking - flattery. Similarity - We concede more to ppl. we are similar too. Good Mood |
| 4 things that lead to Mistrust |
Breach, Miscommunication, Dispositional Attribtions, Focus on the bad apple |
| 4 steps to repairing broken trust |
1. Focus on the relationship 2. Apologize sincerely and own responsibility 3. test your understanding 4. formulate a plan |
| Halo Effect |
When we trust and like the other party we tend to think all other things about them are good. |
| Forked-tailed Effect |
Opposite of halo effect. When we don't like someone, we think everything about them is bad |
| Accuracy Rate of lie dection |
Avg. Person - 50%Secret Service - 70%Aphasics are the best |
| Why we would tell on ourselves |
1. Guilt 2. Apphrehension 3. Cognitive 4. Internal Conflict |
| Non-Verbal cues for lie dectection |
Tone, Spontaneity goes down, Response time- answer quickly, Body Language- touch themselves alot, Micro Expressions |
| Verbal Cues for lie dectection |
Impression Management. Less compelling accounts. Slips of the Tongue. |
| Phycological Biases and Unethical Behavior |
Bounded Ethicality-selective attention makes you forget about ethics. Illusion of superiority-you think you are smarter. Illusion of control-ppl. think they have more control then they do. Overconfident-about knowledge |
| 5 recommendations for ethical behavior |
1. Front page test 2. Golden Rule 3. Role Modeling 4. Third Party Advise 5. Strenghthen your position |
| 3 Sources or power in Nego. |
BATNA, Resources, Ethics |
| 6 Principals of Persuasion |
Recipocity - ask for larger request first make small concession immediately after. Scarcity - Talk about what other party has to lose; emphasize exclusitivity of info. Authority - Be knowledgeable and trustworthy. Mention weakness first to enhance trust. |
| 6 Principals of Persuasion Cont. |
Consistancy- foot in the door. Consensus - Social proff; power if the crowd. Liking - people perfer to say yes to people they know and like |
| 2 ways to make more creative agreements |
1. Fractionate problems in to solvable parts. 2. Sructure Contingencies - Capitalize on differences |
| Structuring Contingencies Requires: |
Continued interaction between parties, enforceability, Clarity and Measurable |
| 5 threats of Creativity |
1. Overconfidence-forget to ask why questions2. Selective Attention 3. Inert Knowledge-brain can't access knowledge. 4. functional fixedness. 5. Short term memory limits -+ 7 |
| 4 Stages of Incubation |
Preparation-gather info. understand problemIncubation-put problem aside. Illumination-solution seems to appear. Verication-Check solution to make sure it works |
| 3 General Strategies for Creativity |
1.Incubation 2. Flow-enjoyable experience people encounter when appropiately challenaged 3. Brainstorming-maximize both the quality and quantity of ideas |
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