Ch 5: Key Additional Notes Flashcards
Often, cooperative vs. cooperative negotiators end in ______-______.
lose-lose
______ ______ are similar to stereotypes.
implicit theories
The best nonverbal behavior as a predictor was the _____ _____ which predicted behavior above _____%.
head tilt; 55
What are the 3 types of Motivational Orientations?
- Cooperative
- Competitive
- Individualistic
the negative social reaction directed at women who are seen as violating gender norms because they engage in counter-stereotypical behaviors during negotiation.
backlash effect
beliefs held by people about personalities.
implicit theories
when negotiators believe they are coming on too strong, but they actually are not.
line-crossing illusion
the process by which members of traditionally stereotyped groups redefine their own beliefs about their group.
stereotype regeneration
a two-person interaction, or a communication between two people
dyadic interaction
