RCM 409 Midterm Terms

Question 1

Anchoring

Answer 1

An initial offer is made to ground the rest of the negotiation

Question 2

Aspiration Point

Answer 2

The offer a negotiator hopes to achieve from a negotiation

Question 3

Attribution Error

Answer 3

The tendency to ascribe someone’s behavior or the occurrence of an event to the wrong cause

Question 4

Dispositionalism (Apart of Attribution Error)

Answer 4

Situational factors influence behaviour instead of personal characteristics (e.g., road rage)

Question 5

Situationalism (Apart of Attribution Error)

Answer 5

External circumstances outside of the person’s control influence person’s behaviour (e.g., snowstorm making a person late to class)

Question 6

Bargaining Range

Answer 6

The value between reservation point and aspiration point

Question 7

BATNA

Answer 7

Best Alternative to a negotiated agreement - a plan that still leaves the person happy

Question 8

Confirmation Bias

Answer 8

Tendency of people to see what they want to see when appraising their own performance

Question 9

Affiliation Bias

Answer 9

Tendency to evaluate others’ actions based on their affiliations rather than the actual merit of their behaviour

Question 10

Common Ground

Answer 10

Finding shared interests, values, or goals between negotiating parties that can serve as a foundation for reaching an agreement

Question 11

Conflict Resolution

Answer 11

(1) Mediation: encourages voluntary problem-solving, arbitration
(2) Arbitration: provides a binding, enforceable decision

Question 12

Contribution Bias

Answer 12

The tendency to overestimate their own contributions to a collective task or project while underestimating or overlooking the contributions of others.

Question 13

Individualism

Answer 13

a social theory favoring freedom of actions for individuals over collective or state control

Question 14

Culturalism

Answer 14

The central importance of culture as an organizing force in human events

Question 15

Ad Hominem

Answer 15

Attacking the oppositions character or ethos instead of their argument

Question 16

Red Herring

Answer 16

Attempts to subvert attention away from the context of the original argument

Question 17

Interest/Integrative Based Negotiation

Answer 17

The process of finding/creating inventive solutions so that both parties’ needs a re met

Question 18

What are ad hominem and red herring apart of?

Answer 18

Fallacy: a failure in reasoning

Question 19

Kairos

Answer 19

The opportune time to preform an action

Question 20

Mixed-motive Negotiation

Answer 20

Anytime you cannot get what you want without the cooperation of others

Question 21

Persuasion

Answer 21

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

Question 22

Power based approach

Answer 22

Focuses on using power and influence to intimidate the other power

Question 23

Reservation Point

Answer 23

Least valuable offer a negotiator is willing to accept

Question 24

Rhetorical Framing

Answer 24

Positive and negative framing, time framing, alternative and value framing, cause and effect

Question 25

Zone of Possible Agreement

Answer 25

The overlap between the differing sides’ reservation points

Question 26

Concessions/Log Rolling