Ch 8: Key Additional Notes Flashcards
T or F: Lying about your BATNA could incur legal issues due to material value but not with your Reservation Price
True
alluding to alternatives/options you do not actually have
misrepresentation
A traditional ________ _________ strategy is to open with a very high or low offer
competitive bargaining
Higher gains economically breed more tendency to ______
deceive
_________ negotiators tend to avoid unethical negotiation behaviors
empathy
Power based negotiators benefit highly from ________ ______
perspective taking
cultural, contextual and interpersonal norms that make certain behavior unacceptable
ethics
T or F: Groups tends to be more dishonest than individuals in a similar bargaining position
True
_______ and ______-_______ are examples of reputation and preconceived bias that extends to the future
Halo; Forked-Tail
When dealing with a liar ,negotiators will rely on ________ tactics due to lack of trust
distributive
Who’s more ethical: men or women?
Women
Greater than _____% of MBA study showed they would use exaggerations in negotiation
25
putting yourself in your counterparty’s shoes
perspective taking
the use of truth to intentionally mislead and is common in negotiations and risky; the active use of truthful statements to convey a misleading impression
paltering
(dilated/constricted) pupils usually means truth where (dilated/constricted) pupils can mean lying.
dilated; constricted
T or F: To counteract unethical suspicions, negotiators can signal risk of relationships and future
True
negotiators who make offers, and then either retract them or fail
to follow through with them
bad-faith bargaining
the limits of people to make ethical decisions because they are either
unaware of or fail to fully and deliberately process information
bounded ethically
A situation in which well-intentioned people might make unethical decisions due to cognitive errors
bounded rationality
Once a negotiator forms a negative impression of someone, we tend to view everything else about them in a negative fashion
forked-tail effect
people and companies who promise to honor verbal promises
good-faith bargaining
A negotiator’s propensity to believe that people they trust and like are also intelligent and capable
halo effect
The active use of false statements
lying by commission
the passive omission of relevant information
lying by omission
a strategy in which a negotiator does not convey his or her true preferences and allows the other party to arrive at an erroneous conclusion
passive misrepresentation
A negotiator’s assessment of each party’s potential power, which may or may not square with reality
perceived power
the behaviors designed to use or change the power relationship
power tactics
indicators of legitimate authority that are relevant to accomplishing a specific task; (e.g., rank, title, previous experience, etc.)
primary status characteristics
the extent to which negotiators have claimed benefits from the interaction
realized power
A socially constructed label that provide a representation that organizes a person’s perception
of another person
reputation
Highly visible personal qualities (such as sex, age, or ethnicity) which act as cues and characteristics that have no legitimate bearing on the allocation of resources or norms of interaction but still exert a powerful influence on behavior (also known as _________ characteristics)
secondary status characteristics; (pseudostatus)
A situation that occurs when the beliefs held by a perceiver elicit behavior from a target person in a manner that confirms the perceiver’s expectations
self-fulfilling prophecy
The relative social position or rank given to people or groups by others
status
