Chapter 5: Understanding Personality and Motivation Flashcards
________ ________ is shaped by negotiators’ personalities and also by how they view the counterparty and the world.
negotiation behavior
Individual personality differences affect negotiation behavior.
These individual differences can often be _______ and reliably used to predict ________ ________.
measured; negotiation performance
the beliefs held by people about personalities.
implicit theories
It would seem that awareness of one’s own negotiation style would lead to a successful negotiation, however many negotiators seem to lack ______-________.
self-awareness
What illusion refers to the fact that negotiators believe they are coming on too strong, but they actually are not?
Line-crossing illusion
Prejudice =
pre-judging
What is the goal of understanding personality in negotiation?
to better predict the behavior of the counterparty.
_______ and _______ cues can be used to predict the likely behavior of a counterparty to a proposal.
acoustic; visual
What are the “Big 5” personality traits that can reliably be measured and predict behavior in a number of different situations, especially if negotiators have similar traits of
agreeableness and extraversion?
Big 5 = OCEAN:
O- openness to experience
C- conscientiousness
E- extraversion (outgoing)
A- agreeableness
N- neuroticism (anxiety/worry/depression/etc)
Negotiators who hold ________ personality traits have a more competitive world-view, including more selfish social motivations and the illusion of conflict with others.
psychopathic
In mixed-motive negotiations, negotiators with psychopathic personality traits make more money when success favors _______ actions, but lose money when success depends on ________.
competitive; cooperation
One type of psychopathic personality trait is ________: which makes a negotiator view their opponents as incompetent and not trustworthy.
narcissism
Negotiator dyads with _________ personality styles are more likely to reach integrative agreements.
complementary
theory which argues that people develop different attachment styles to others
attachment theory
What are the three most commonly studied attachment styles?
- secure attachment
- avoidant attachment
- insecure attachment.
In studies, negotiators with _______ attachment styles had a greater propensity to negotiate with an _______ attached counterparty.
avoidant; insecurely
the goals that people have in social interactions and particularly in negotiations.
motivational orientation
What are the 3 different orientations people have toward the process of negotiation?
- Cooperative
- Competitive
- Individualistic
What is the objective of each of the 3 different orientations people have toward the process of negotiation?
- Cooperative – joint welfare
- Competitive– victory
- Individualistic– self-interest
What is the view of others for each of the 3 different orientations people have toward the process of negotiation?
- Cooperative– heterogenous (some
cooperative; some competitive; some individualistic) - Competitive– competitive
- Individualistic– self-interested
What are the situational factors that trigger this motivational orientation for each of the 3 different orientations people have toward the process of negotiation?
- Cooperative–social identity; superordinate goals
- Competitive–group competition; when organizations make interpersonal comparisons salient
- Individualistic– incentives to maximize own gain
The following is advice for (cooperative/competitive) negotiators:
- Avoid becoming anchored by your reservation price. Instead, prepare your target and develop high aspirations.
- Get an agent and delegate the negotiation task (if you think an agent will be able to represent you more assertively than you can)
Cooperative negotiators
The following is advice for (cooperative/competitive) negotiators:
- focus on value creation, not exclusively value-claiming.
- ask more questions than you think you should.
- hire a relationship manager.
- focus on the long-term relationship
competitive negotiators
_________ negotiators like to maximize joint gain and prefer to minimize differences in outcomes.
cooperative
T or F: The more cooperatively motivated people present in a negotiation, the more integrative information is exchanged.
True
What is the downside to cooperative personalities?
often two cooperators end up with a lose-lose agreement bc they FAIL TO MAKE THEIR INTERESTS KNOWN to the other party.
T or F: When a pro-social cooperator negotiates with a competitor, they are more likely to accept an unfair offer as compared to individualists and competitors.
True
________ negotiators desire to maximize the difference between their own and the other’s outcomes, thereby “beating” the other party.
competitive
As negotiators become more adversarial, irritating, stubborn, and unethical, their ________ as a negotiator declines.
effectiveness
The _________ negotiator prefers to maximize their own gain and is indifferent to how much the other party receives.
individualistic
When individualistically motivated negotiators are at the table, (distributive/integrative) strategies increase.
distributive
(ex: positional statements and substantiation)
Several strategic issues are relevant when it comes to motivational style:
1. Hardline strategies lead to greater _______ gain.
2. Softline negotiation strategies lead to better _________ outcomes.
3. The power of _______
4. Motivational _________
5. ________ motivation
- economic
- socioemotional
- reciprocity
- convergence
- epistemic
T or F: Across the board, men are more successful than women in terms of claiming value– they inevitably get a bigger slice.
True
A key determinant of how well men and women do in negotiations is their _______ _______, as these reveal the negotiator’s aspirations.
opening offer
T or F: Women set lower aspirations (and therefore ask for less) in their opening offers than men.
True
What are 2 key reasons that act as barriers to women when they ask for what they want?
- They do not establish aggressive goals. (know this one)
- They do not want to damage the relationship. (know this one)
- Women encounter both social and economic backlash when they behave ________ at the bargaining table.
- Women who “ask” or self-advocate are viewed more ________ than men who self-advocate.
- One investigation found that women who initiate negotiations are (more/less) likely to achieve their goals and are more likely to economically _______.
- assertively
- negatively
- less; suffer
(this all is the “backlash effect”)
T or F: Women are more likely to endorse and engage in lying than men during a negotiation.
False; men are more likely
(Studies suggest that men feel more competitive than women and greater competitiveness is associated with increased lying.)
A feminine featured face, regardless of gender– can also affect the judgements of negotiators as to what motivational orientations to expect from the counterparty because they tend to look more _______.
cooperative
It is important to acknowledge that differences in economic outcomes are not a reflection of skill, but rather ________.
barriers
- _______ barriers stem from negative stereotypes about women’s negotiating abilities.
- ________ barriers stem from the desire to prevent women from excelling in a masculine domain.
- _________ barriers stem from how negotiation is measured.
- cognitive
- motivational
- paradigmatic
the process by which members of traditionally stereotyped groups redefine their own beliefs about their group.
stereotype regneration
(ex: If the traditional stereotype of women is that they are relationship-oriented and accommodating, then regeneration of such a stereotype might be that women are highly goal-oriented and assertive.)
T or F: By exposing those negative stereotypes, getting them out in the open, and then attacking them mentally, women can do much better at the bargaining table.
True
Relative to men, women tend to perform worse in negotiation when the situation is _______.
ambiguous (which means open to more than one interpretation)
T or F: When women negotiate on behalf of someone other than themselves (ex: their family, children, constituency), gender differences are minimized as compared to when they negotiate on behalf of themselves.
True
(When women feel that they are accountable to a larger constituency, they are more comfortable and more likely to express their interests, make more assertive offers, and hold out for a better set of terms.)
When examining how individual differences affect negotiation behavior and outcomes, it is important to consider the _______ of the counterparty.
personality
T or F: Differences in motivational outcomes, motivational style, epistemic motivation, and gender all have influence upon negotiation outcomes.
True
