Ch 6: Key Additional Notes

Question 1

_______ _______ approach to disputes attempt to reconcile in ways that affect both parties

Answer 1

interested based

Question 2

A _______-_______ dispute leverages rank, and uses threats and intimidation

Answer 2

power-based

Question 3

A _______-_______ dispute leverages standards of behavior, seniority and legal rights

Answer 3

rights-based

Question 4

a very ineffective way to move someone away from a POWER dispute

Answer 4

reciprocation

Question 5

the ability to understand emotions in yourself and others to generate positive outcomes

Answer 5

emotional intelligence

Question 6

T or F: Negotiators who make a huge emotional response to an opening offer tend to claim more value

Answer 6

True

Question 7

________ is highly effective in Mixed Motive negotiations to gain concessions when in power

Answer 7

anger

Question 8

an effective way to show emotion regardless of power

Answer 8

disappointment

Question 9

___________ creates joint gains.

Answer 9

ambivalence

Question 10

Emotional _________ tends to allow for the most profitable success in a negotiation

Answer 10

inconsistency

Question 11

Social dilemmas tend to lead to _____-_____ outcomes if each side uses their point of view.

Answer 11

lose-lose

Question 12

the action-reaction cycle that results in genuine anger and diminishes trust in both the negotiator and counterparty

Answer 12

the blowback effect

Question 13

A negotiator’s belief in his or her ability to claim resources effectively (e.g., “gain the upper hand,” “persuade others to make the most concessions”)

Answer 13

distributive self-efficacy

Question 14

A negotiator’s belief in her or his ability to create resources (e.g., “establish rapport,” “find tradeoffs”)

Answer 14

integrative self-efficacy

Question 15

Focusing on the other party’s underlying needs, desires, and concerns in negotiation and attempting to reconcile differing interests among parties in a way that addresses the parties’ most pressing needs and concerns

Answer 15

interests-based approach

Question 16

Attempting to resolve disputes by analyzing status, rank, and other types of power; and attempting to coerce the other party to settle on terms that are more satisfactory to the wielder of power

Answer 16

power-based approach

Question 17

Commonly known as “handshake deals,” these contracts are not binding in a court of law, but create psychological pressure to commit

Answer 17

psychological contracts

Question 18

Applying standards of fairness to an analysis of negotiation, including
terms specified by contracts, legal rights, precedent, or expectations based on norms (also called a _______ approach)

Answer 18

rights-based approach (legalistic)

Question 19

A dilemma when negotiators are faced with a choice to cooperate or compete with the counterparty

Answer 19

social dilemmas

Question 20

Contrived emotions, carefully designed orchestration to take the counterparty off guard

Answer 20

strategic emotions

Question 21

A verbal or physical display of shock, disgust of disbelief made to an opening offer, and negotiators who flinch claim more value than negotiators who don’t flinch

Answer 21

strategic flinch

Question 22

A power-based approach in which one or both parties make a threat

Answer 22

threat

Question 23

Two types of power based approaches are:

Answer 23

1. threats
2. contests

Question 24

negotiations where you can’t exercise your BATNA.

Answer 24

disputes

Question 25

What are the 3 types of approaches when in the process of dispute resolution?

Answer 25

1. Interests
2. Rights
3. Power