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Negotiations test 2

Stack #212216

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
Created by: jsimpson0487
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