Topic 5 Terms Flashcards
Accomodation
Involves playinh down differences among the conflicting parties and highlighting similarities and areas of agreement
Active Listening Skills
Focusing on mindfully hearing and providing feedback that helps the speaker work through a problem or issue
Advising
Telling someone what to do
Alternative Dispute Resolution
When a neutral third party works with persons involved in a negotiation to help them resolve impasses and settle disputes
Anchoring And Adjustment Heuristic
Basing a decision on incremental adjustments to a value determined by historical precedent or some reference point
Arbitration
A neutral third party acting a judge that has the power to issue a decision that is binding on all parties
Attribution Bias
The tendency to attribute causes of problems to others rather than ourselves
Availability Heuristic
Basing a decision on recent events relating to the situation at hand
Avoidance
Ignoring or not mentioning unpleasant topics because of fear of what will be said or the inability to handle it
Bargaining Power
The strength of the position we bring to a negotiation situation
Bargaining Zone
The range between one party’s minimum reservation point and the other party’s maximum reservation point
BATNA
The best alternative to a negotiated agreement
Behavioral Decision Making
Views decision making as acting only in terms of waht they perceive in a given situation
Blind Spot
Something we don’t know about ourselves but others do
Bounded Rationality
Incomplete information, time and resource constraints that limit the ability to be rational
Charisma
Compelling attractiveness or charm that can inspire devotion in others
Classical Decision Making
Views decision makers as acting in a world of complete certainty
Cognitive Limitations
Restrictions on what a person is able to know at any given point in time
Compromise
Occurs when each party shows moderate assertiveness and cooperation and is ultimately willing to give up something of value to the other
Confirmation Error
The tendency to seek confirmation for what is already thought to be true and not search for disconfirming information
Conflict
Occurs when substantive or emotional disagreements create friction among individuals or groups
Conflict Resolution
Eliminating the underlying reasons for conflict
Congruent
Matching verbal words with nonverbal body language
Connotation
A commonly understood cultural or emotional association that some word or phrase carries in addition to its explicit or literal meaning
Consultative Decision
Decision made by one individual after seeking input from or consulting with members of a group
Cooking The Conflict
Creating conditions for people to engage their differences to generate creative tension
Decision Making
The process of choosing a course of action dor dealing with a problem or opportunity
Defensiveness
When we feel attacked and need to protect ourselves
Deflecting
Shifting to another topic
Denotation
The translation of a word to its literal meaning, more or less as dictionaries define it
Developmental Feedback
Provides information about what we are doing well and what could use improvement
Difficult Conversation
Conversation where there is strong emotion, potential conflict, and a consequence at stake
Disconfirmation
When we feel we are being put down or our self-worth is being questioned
Distributive Negotiation
When parties try to stake out their positions and claim certain portions of the available pie
Dysfunctional Conflict
Conflict that works to the disadvantage of an individual or team
Effective Negotiation
When substance issues are resolved and working relationships are maintained or even improved
Emotional Conflict
Conflict over interpersonal difficulties that arise over feelings of anger, mistrust, dislike, fear, resentment, and the like
Escalating Commitment
When parties lock in to their demands and are reluctant to back down
Feedback Giving
Providing information to others about outcomes of their performance, behavior, or actions
Feedback Orientation
One’s overall receptivity to feedback
Feedback Seeking
Pursuing feedback to learn more about ourselves, our performance, and how others perceive us
Framing Effect
When the choice between two alternatives reverses depending on whether the scenario focuses on the potential gain or the potential loss associated with each alternative
Framing Error
Solving a problem in the context in which it is percieved
Functional Conflict
Conflict the benefits individuals, the team or the organization
Hard Bargaining
Each party holds out to get its way
Hearing Problem
When parties are unable or unwilling to listen to the other is really saying
Heuristics
Simplifying strategies used to make decisions
Hindsight Trap
The tendency to overestimate the degree to which an event that has already taken place could have been predicted
Individual Decisions
Decisions made by the authority figure on behalf of the team
Integrative Negotiation
Negotiation that focuses on the merits of the issues, and the parties involved try to enlarge the available pie rather than state claims to certain portions of it
Intuition
The ability to know or recognize quickly the possibilities of a given situation
Intuitive Decision Making
Approaching problems in a flexible and spontaneous fashion
Johari Window
Tool for helping us understand when we need feedback
Ladder of Inference
Members critically analyze why they have a particular ideological belief
Lose-Lose Conflict
Nobody gets what they want in a conflict situation
