Communication and Negotiation Flashcards
According to communication theory, what is the primary process by which human life is experienced?
communication
communication theory
Organizations are created, maintained and changed through …
communication
How do you call communication between two parties at the same level in an organizational hierarchy?
Lateral communication
How do you call communication that flows from subordinates to superiors
Upward communication
How do you call communication that flows from superiors to subordinates
Downward communication
Communication theory as a field
Explain the Metamodel of communication by Craig (1999)
- How we communicate about our experience itself forms
or makes our experience. - People’s meanings change from one group to another,
from one setting to another, and from one time period to
another because communication itself is dynamic across
situations
What are the implications of the Metamodel of communication?
- Communication is the driving force in our lives and
our relationships (inside and outside of the workplace) - Communication is the central activity that creates all
other forces in society - Organizations are created, maintained, and
changed through communication
Explain distributive negotiations
One party‘s gain is the other party‘s loss
* Often involves one issue only, e.g. salary
* Compromise as the best solution
What are integrative negotiations?
Parties may possess partly compatible interests
* Multiple issues involved
* Often easier to find an agreement
What postulates the Cooperations Theory?
Parties differ in the value they attach to own vs. others‘ outcomes
What postulates the Dual Concern Theory?
What postulates the Motivated Information Processing in Groups (MIP-G) Model?
Negotiators’ behavior depends on their social motivation and epistemic motivation
Motivated Information Processing in Groups (MIP-G)
What is meant by social motivation?
pro-self negotiator vs. pro-social negotiator
Motivated Information Processing in Groups (MIP-G)
What is meant by epistemic motivation?
willingness to put effort into the solution
Motivated Information Processing in Groups (MIP-G)
When does the negotiation will most likely come to an integrative solution?
High pro-social and epistemic motivation
most likely lead to an integrative outcome
Planning Phase of a negotiation
What is BATNA?
best alternative to a negotiated agreement
Whats the result of having a strong BATNA in a negotation?
less dependency and possibility to walk
away from the negotiation
Between what types is being differentiated for possible outcomes of a negotiation?
- Socio-emotional outcomes
- Economic outcomes
What are Socio-emotional outcomes in case of negotations?
e.g., satisfaction with the process, relationship with the other
person
What are economic outcomes in case of a negotiation?
e.g., salary, sales price
What is often more important in negotiations?
* socio-emotional or
* economic outcomes
Socio-emotional outcomes are often even more important than economic outcomes
Why does a strong alternative to a negotiated agreement (BATNA) equals higher negotiation power?
- less dependent on the other party
- possibility of more demanding offers and less concessions
- higher individual economic outcome
Describe the importance of the first offer
Making a first ambitious offer can increase economic outcomes, but if it is too ambitious it can be counterproductive
Softline negotiations, high emotional intelligence and
strong focus on the interpersonal relationship lead to high
____ outcomes but can diminish personal ____
Softline negotiations, high emotional intelligence and
strong focus on the interpersonal relationship lead to high
socio-emotional outcomes but can diminish personal economic outcomes
Strategic framing of the first offer can increase ____
Strategic framing of the first offer can increase both
economic and socio-emotional outcomes
Given a high level of trust, ____ can lead to an integrative agreement
Given a high level of trust, open exchange of information can lead to an integrative agreement
Using a ____, parties with lower levels of trust infer the others interests from their offers and reactions
→ less successful regarding socio-emotional outcomes
Using a heuristic trial and error strategy, parties with lower levels of trust infer the others interests from their offers and reactions
→ less successful regarding socio-emotional outcomes
Making multiple equivalent simultaneous offers instead of a single first offer increases ____
Making multiple equivalent simultaneous offers instead of a single first offer increases economic as well as socio-emotional outcomes
What is the explanation of “on average, women are less successful negotiators than men”
Behavior according to gender roles, wanting to prevent negative social consequences
Why do positions in social networks also play a role for negotiations?
central position gives access to more information, gives the impression of being influential, less dependency on a single relationship
What difference in cultures decides whether someone focuses on maintaining a relationship or not?
Members of individualistic cultures focus more on personal outcomes while members of collectivistic cultures focus more on maintaining the relationship
What is meant by the grapevine?
informal communication network in an
organization
Why is the grapevine important?
The grapevine is vital for maintaining social
relationships among employees, encouraging unity
and commitment to the work group
By which three factors are Pattern of communication links that form the grapevine determined?
What are the functions of gossip?
- Getting information
- Gaining influence
- Releasing pent-up emotions
- Providing intellectual stimulation
- Fostering interpersonal intimacy
- Maintaining and enforcing group values and norms
