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
