EXAM 3 Flashcards
Men and women in negotiation
Men pump for concentration (testosterone), men are taught to be more emotional and women are to be submissive
Qualities of effective negotiators
Strong, dominant, assertive, rational
Qualities of Ineffective Negotiators
Submissive, accommodating, emotional
What can women do to overcome obstacles to negotiating?
Become informed, have more experience, be nice, defer to a higher authority
What do you know about first impressions?
First impressions are 67% of the time are tight, typically takes 8 minutes to feel like you know someone
3 ways to make impressions on people
Passively, actively, interactively
Passive info gathering
Observation in their natural setting without them knowing
Active info gathering
Seek info by talking to others or googling someone
Interactive info gathering
Talk directly to the person
Men vs women in negotiation
Men and women are equally competent when working to maximize their own pay off, women tend to have less experience but negotiate better on behalf of someone else
Men generally outperform women in
Competitive situations
Physiological differences between men and women
Men tend to compete for females and are juiced up by competition
Stereotypical behaviors of men in negotiations
Assertive, rational, dominating. Focus on winning, interpersonal problems, prefer to rely on abstract principles and fundamental right.
Stereotypical behaviors of women in negotiating
Accommodating, emotional, submissive. Focus on working together, fairness and relationships
Cognitive Ability to learn problem solving (OCEAN) 5 Factor Model
Openness - curiosity/open minded
Contingency - hardworking
Extroverted - sociable, assertive, outgoing
Agreeable - cooperative/trusting
Neurotic - negative emotions, anxious, insecure
Emotional Intelligence
The ability to recognize yours and others emotions. Sympathy = cognitive (I know what you feel), empathy = emotional (I feel what you feel)
6 universal emotions
Sadness, anger, disgusts, fear, surprised and happiness
Extra version is good in
Integrative settings
Extraversion is bad in
Distributive settings
What does self efficacy predict?
Individual economic gain
When do you get the best results in negotiations?
When you put others needs before yours
What predicts joint gains?
Creativity, efficiency and self esteem
What influence does culture have in international negotiations?
If you don’t research cultural norms you could experience mis-communication
What should you know about cultural norms?
Appropriateness, eye contact, handshakes, attitude and behaviors help us know correct behavior, can learn culture through media
What are the 3 levels of culture?
- Technical (clear and specific) art, music, tv, materialism
- formal (customs) what is right or wrong behavior in specific contexts
- informal - based on cultural history
Example of Loose culture
US
Example of tight culture
Japan
Hofsteade’s Dimension 1
Masculine v Feminine — achievement is dominance vs quality of life and helping others
Hofsteade’s Dimension 2
Power distance—acceptance of hierarchy or challenge authority
Hofsteade’s Dimension 3
Uncertainty avoidance — LOW = accepting of change, law is a guide or suggestion, HIGH = resist change, law is strictly followed (US is in the middle of high and low)
Hofsteade’s Dimension 4
Indulge v restraint, enjoy life or follow strict norm that constrain behavior
Hofsteade’s Dimension 5
Long term orientation - plan for the future or live in the now (invest or get back results)
Hofsteade’s Dimension 6
Collectivist and individualistic culture
Coordinated management of meaning
People follow rules allowing for interaction, some rules are constitutive, some regulate appropriate behavior, society only works if ppl follow rules
What are some barriers to competent intercultural communication?
Stereotypes, prejudice, discrimination, ethnocentricism (viewing your culture as superior)
6 dimensions of culture
Collectivist/Individualistic, Power distance, Masc/fem, uncertainty avoidance, long term orientation, indulge v restraint
How does culture affect negotiation?
Culture influences our conceptions of what constitutes the negotiation, in the US negotiation is competitive, in Japan it is seen as opportunity of exchange
Nation
Formal legal structure and geographic area
Ethnicity
People who share a language, culture and religion
Race
Biological in nature
Subculture
Culture in the culture
Counterculture
Culture that runs toward dominant subcultures
Enculturation
You turn into your own culture
Acculturation
Process of adopting to a new culture
Pop Culture
Current media, what is new in culture
Visible components of culture
Characteristic patterns of behavior that can be observed such as bowing in Japan and handshaking in the US
Invisible components of culture
Things not seen such as values, beliefs, norms, assumptions and knowledge of structure.
3 ways to overcome incompetent communication
Cognitive complexity, mindfulness and rhetorically sensitive
Committed complexity
Seeing people as individuals rather than proving them into stereotypes.
Mindfulness
Aware of things, asking don’t jump into conclusions
Rhetorically sensitive
High self monitoring
