RCM 409 Midterm Terms Flashcards
Anchoring
An initial offer is made to ground the rest of the negotiation
Aspiration Point
The offer a negotiator hopes to achieve from a negotiation
Attribution Error
The tendency to ascribe someone’s behavior or the occurrence of an event to the wrong cause
Dispositionalism (Apart of Attribution Error)
Situational factors influence behaviour instead of personal characteristics (e.g., road rage)
Situationalism (Apart of Attribution Error)
External circumstances outside of the person’s control influence person’s behaviour (e.g., snowstorm making a person late to class)
Bargaining Range
The value between reservation point and aspiration point
BATNA
Best Alternative to a negotiated agreement - a plan that still leaves the neogtiators happy
Confirmation Bias
Tendency of people to see what they want to see when appraising their own performance
Affiliation Bias
Tendency to evaluate others’ actions based on their affiliations rather than the actual merit of their behaviour
Common Ground
Finding shared interests, values, or goals between negotiating parties that can serve as a foundation for reaching an agreement
Conflict Resolution
(1) Mediation: encourages voluntary problem-solving, arbitration
(2) Arbitration: provides a binding, enforceable decision
Contribution Bias
The tendency to overestimate their own contributions to a collective task or project while underestimating or overlooking the contributions of others.
Individualism
a social theory favoring freedom of actions for individuals over collective or state control
Culturalism
The central importance of culture as an organizing force in human events
Ad Hominem
Attacking the oppositions character or ethos instead of their argument
Red Herring
Attempts to subvert attention away from the context of the original argument
Interest/Integrative Based Negotiation
The process of finding/creating inventive solutions so that both parties’ needs a re met
What are ad hominem and red herring apart of?
Both are apart of a Fallacy - they aim to weaken an argument and do not address the argument or evidence presented
Kairos
The opportune time to preform an action
Mixed-motive Negotiation
Anytime you cannot get what you want without the cooperation of others
Persuasion
A form of influence where one person intends to produce change in the behaviour or opinions of another using word to convey info, feelings, and/or reasoning while leaving enough freedom to choose otherwise
Power based approach
Focuses on using power and influence to intimidate the other power
Reservation Point
Least valuable offer a negotiator is willing to accept
Rhetorical Framing
Positive and negative framing, time framing, alternative and value framing, cause and effect
Zone of Possible Agreement
The overlap between the differing sides’ reservation points
Concessions/Log Rolling
