Team Negotiation Flashcards
Why are team negotiations better?
- generate more ideas
- be able to analyze problems more critically and creatively
- reinforcement of skills
- better planning
- better ability to acquire information
What is the disadvantage of team negotiation?
- makes you appear weak
- highlights the need for internal negotiation
- coordination problem
- interpersonal conflict
- a breakdown in discipline
How should you prepare as a team?
- Same as you would personally. Prepared alone and then discuss
- build a team based on strengths that align with roles
- agree on substantive roles
- plan the procedural
What is the common information effect?
The tendency to only highlight shared or common knowledge in team discussion and withhold information that is held by few members of the group
Why does the common information effect occur?
because we have a tendency to withhold information that is unique to us
shared information is usually given more importance
analyzing shared information makes us appear more competent
Define In-group bias
in-group bias occurs because
- we have a tendency to like people who are in the same group as us
- creates us vs the mentality
- we have this even when we have random groups
Why does in-group bias occur
- social identity theory: we categorize everything around us
- stereotyping: positive feedback attached to ourselves so we rely on stereotypes that demean out-group people in favour of in-group people
- False consensus effect: we believe that what we believe others believe the same thing
- group polarization: our tendency to make decisions in the extremes when we are in a group setting
What is the difference between groupthink and group polarization?
Groupthink: ignoring our personal beliefs and yielding to the group
Group polarization: enhancing an opinion to the extreme in a group setting
What are the key individual differences that impact negotiation?
- gender
- personality
- abilities
Why do scholars like to avoid studying individual differences? Why should we still study it?
- because these differences are bound by situations. They don’t all operate the same
- not in our control
Study it because
- increased awareness
- understanding the differences between you and your counterpart
- also IQ and personality plays a role in everything so it should also play a role in the negotiation
What differences does Gender make in negotiation
- women behave more cooperatively and men behave more competitively (do better in economic negotiation.
- Gender differences are bound by context and situation and is subject to change
How can you minimize gender gap negotiation?
- viewing yourself as an advocate for an organization
- training and development
- experience
- preparation
How do women think about negotiation?
- women associate conflict in terms of relationships and men describe the conflict as a task
- women are expected to play a more cooperative role
- women are less likely to want to negotiate
What’s the role of describing negotiation as competition or collaboration
- women are expected to engage in social harmony and not engage in the self-promoting and masculine traits of competition
- men are told to uphold the masculine value of competition
- men are more likely to use the information at the cost of the other party
How does communication occur when paired with the same sex?
- women perceive masculine behaviour as more assertive than men themselves
- men are more likely to discuss issues
- women are more likely to share personal emotions and feelings
