Ch 7: Key Additional Notes Flashcards
___________ –based trust is based on consistency of behavior
deterrance
___________-based trust is having empathy with another party
identification
_________-based trust come from experience and information about your counterparty
knowledge
_________ ________ and relationships do not keep track of who has put in what
communal norms
a depersonalized form of conflict outside of people involved
task conflict
__________ principal makes negotiators feel obligated to return gestures
reciprocity
1st step in repairing a relationship is:
arrange a meeting (ON EXAM)
_________ or small social exchanges can build liking and trust
schmoozing
Friends tend to use ________ based division on resources where business uses _______
equality; merit
Building trust, based on highly subjective, emotional factors
affective route
Building trust, based on rational and deliberate thoughts and considerations
cognitive route
Norms that operate in personal relationships, prescribing that we should take care of the people we love and are close to, respond to their needs, and not “keep track” of who has provided what in the relationship
communal norms
A type of trust that sustains behavioral consistency through threats or promises of consequences that will result if consistency is not maintained
deterrance-based trust
A relationship between parties that is both personal (e.g., friends or family) and business related
embedded relationship
A principle for allocating resources that prescribes equal shares for all
equality rule
A principle that prescribes that distribution of resources should be proportional to a person’s
contribution
equity rule
A relationship norm which states that people should keep track of who has invested in a relationship and be compensated based on their inputs
exchange norms
A type of trust that develops based on empathy for another person’s desires, values, and intentions
identification-based trust
A type of trust grounded in behavioral predictability, occurring when a person has enough information about others to understand them and accurately predict their behavior
knowledge-based trust
The tendency for a negotiator to gradually increase affinity for a person, object or idea, the more they are exposed to that resource
mere exposure effect
How much utility we derive from a resource depends on who is providing it
particularism
The strong tendency for people to like, and become friends with, people that are physically and/or geographically closer to them
propinquity effect
A situation in which we feel obligated to return in kind what others have offered or given to us
reciprocity principle
Occurs when people make economic sacrifices to preserve relationships
relational accomodation
The social exchange of conversational pleasantries that can build relationships and trust among people
schmoozing
The tendency for people who are similar to each other to like and be
attracted to one another
similarity-attraction effect
Also known as cognitive conflict, this largely depersonalized conflict consists of argumentation about the merits of ideas, plans, and projects
task conflict
Refers to a negotiator’s belief in others’ trustworthiness
trust propensity
Scale that assesses how negotiators build rapport and focuses on 13 verbal measures
verbal rapport assessment
Friends tend to use ______ based division on resources where business uses ______.
- equality (ex: everyone splits the bill equally no matter what they got)
- merit (ex: you’ll pay for what you order)
