Neg Ch3

Question 1

What is ZOPA?

Answer 1

Zone of possible agreements

Question 2

Bargaining zone

Answer 2

Area where sellers reservation price and and buyers reservation price overlap

Question 3

Bargaining surplus

Answer 3

Size of the ZOPA

Question 4

What are the strategies for distributing the pie!?

Answer 4

Assess and improve BATNA
set reservation point
Research other party BATNA, res pt
Set high aspirations
Make first offer if you're prepared
Re anchor if party opens first
Plan concessions
Support offer with facts
Appeal to Norms of fairness
Do not even split

Question 5

Chilling effect

Answer 5

When an offer is made that is slightly lower than opponents reservation price

Question 6

GRIT

Answer 6

Graduated reduction in tension model

Parties avoid escalating conflict by reciprocity principle. Calls for one party to make concession and othe follows suit.

Question 7

How to re anchor

Answer 7

Wasn’t to diminish the prominence of the counter party

Do not adjust your BATNA because of their offer

Question 8

How to do concessions

Answer 8

Pattern, magnitude, timing of concessions. Those who make fewer, smaller concessions ale more pie. Start with small concessions then larger ones. Makes people feel grateful they’re working with you c

Question 9

Boulwarism

Answer 9

Making ones first and final offer

Question 10

FTS face threat sensitivity

Answer 10

Face is the value people place in their reputation. Little FTS- thin skinned

Question 11

Methods of fair division

Answer 11

Equality- equal shares
Equity- proportion to worth
Needs-welfare allocation

Question 12

Social comparison

Answer 12

How we compare ourselves to others.
Upward-aspiring push harder
Downward-they’re worse so I’m not that bad
Similar-useful for accurate comparisons of your skills

Question 13

Why compare yourself? 3

Answer 13

1) self improvement
2) self enhancement
3) accurate self evaluation

Question 14

Equity principle formula

Answer 14

Outputs-a/ inputs-a = outputs-b/ inputs-b

Question 15

If people feel there is inequality, how do they restore equity?

Answer 15

Alter the inputs
Alter the outcomes
Cognitively distort inputs or outcomes
Leave the situation
Cognitively distort inputs/outputs of partner
Change object of comparison

Question 16

Distortion of inequality with # of people

Answer 16

When inequality is spread over snore people the injustice seems greater than if one person.

Question 17

How are egocentric created in regard to fairness?

Answer 17

Selective encoding of memory
Differential retrieval
Informational disparity

Question 18

Selective encoding and memory

Answer 18

Person who learns the facts before knowing which side they on is not egocentric.

This is when we convince ourselves that our actions were more impactful than others. Thus we get more pie

Question 19

Differential retrieval

Answer 19

It’s easier for us to know what we did than others because we were there and remember. We also positively correlate our work

Question 20

Informational disparity

Answer 20

People aren’t aware of others contributions.

Question 21

What are he wise pie slicing principles?

Answer 21

Consistency
Simplicity
Effectiveness
Justifiability
Consensus
Generalizability
Scarification

Question 22

Consistency

Answer 22

In variability across setting time and contacts

Question 23

Simplicity

Answer 23

You should be able to explain the procedure in simple terms of how resources were allocated

Question 24

Effectiveness

Answer 24

Procedure should produce a clear decision

Question 25

Justifiability

Answer 25

Should be justifiable

Question 26

Consensus

Answer 26

Group members should be able to agree upon the method of allocation

Question 27

Generalizability

Answer 27

Procedure should be applicable to a wide variety of situations

Question 28

Satisfaction

Answer 28

Agreement should be agreeable to everyone to make sure that terms are followed.