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MGT-420 > Topic 5 Terms > Flashcards

Topic 5 Terms Flashcards

1
Q

Accomodation

A

Involves playinh down differences among the conflicting parties and highlighting similarities and areas of agreement

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2
Q

Active Listening Skills

A

Focusing on mindfully hearing and providing feedback that helps the speaker work through a problem or issue

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3
Q

Advising

A

Telling someone what to do

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4
Q

Alternative Dispute Resolution

A

When a neutral third party works with persons involved in a negotiation to help them resolve impasses and settle disputes

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5
Q

Anchoring And Adjustment Heuristic

A

Basing a decision on incremental adjustments to a value determined by historical precedent or some reference point

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6
Q

Arbitration

A

A neutral third party acting a judge that has the power to issue a decision that is binding on all parties

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7
Q

Attribution Bias

A

The tendency to attribute causes of problems to others rather than ourselves

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8
Q

Availability Heuristic

A

Basing a decision on recent events relating to the situation at hand

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9
Q

Avoidance

A

Ignoring or not mentioning unpleasant topics because of fear of what will be said or the inability to handle it

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10
Q

Bargaining Power

A

The strength of the position we bring to a negotiation situation

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11
Q

Bargaining Zone

A

The range between one party’s minimum reservation point and the other party’s maximum reservation point

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12
Q

BATNA

A

The best alternative to a negotiated agreement

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13
Q

Behavioral Decision Making

A

Views decision making as acting only in terms of waht they perceive in a given situation

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14
Q

Blind Spot

A

Something we don’t know about ourselves but others do

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15
Q

Bounded Rationality

A

Incomplete information, time and resource constraints that limit the ability to be rational

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16
Q

Charisma

A

Compelling attractiveness or charm that can inspire devotion in others

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17
Q

Classical Decision Making

A

Views decision makers as acting in a world of complete certainty

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18
Q

Cognitive Limitations

A

Restrictions on what a person is able to know at any given point in time

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19
Q

Compromise

A

Occurs when each party shows moderate assertiveness and cooperation and is ultimately willing to give up something of value to the other

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20
Q

Confirmation Error

A

The tendency to seek confirmation for what is already thought to be true and not search for disconfirming information

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21
Q

Conflict

A

Occurs when substantive or emotional disagreements create friction among individuals or groups

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22
Q

Conflict Resolution

A

Eliminating the underlying reasons for conflict

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23
Q

Congruent

A

Matching verbal words with nonverbal body language

24
Q

Connotation

A

A commonly understood cultural or emotional association that some word or phrase carries in addition to its explicit or literal meaning

25
Q

Consultative Decision

A

Decision made by one individual after seeking input from or consulting with members of a group

26
Q

Cooking The Conflict

A

Creating conditions for people to engage their differences to generate creative tension

27
Q

Decision Making

A

The process of choosing a course of action dor dealing with a problem or opportunity

28
Q

Defensiveness

A

When we feel attacked and need to protect ourselves

29
Q

Deflecting

A

Shifting to another topic

30
Q

Denotation

A

The translation of a word to its literal meaning, more or less as dictionaries define it

31
Q

Developmental Feedback

A

Provides information about what we are doing well and what could use improvement

32
Q

Difficult Conversation

A

Conversation where there is strong emotion, potential conflict, and a consequence at stake

33
Q

Disconfirmation

A

When we feel we are being put down or our self-worth is being questioned

34
Q

Distributive Negotiation

A

When parties try to stake out their positions and claim certain portions of the available pie

35
Q

Dysfunctional Conflict

A

Conflict that works to the disadvantage of an individual or team

36
Q

Effective Negotiation

A

When substance issues are resolved and working relationships are maintained or even improved

37
Q

Emotional Conflict

A

Conflict over interpersonal difficulties that arise over feelings of anger, mistrust, dislike, fear, resentment, and the like

38
Q

Escalating Commitment

A

When parties lock in to their demands and are reluctant to back down

39
Q

Feedback Giving

A

Providing information to others about outcomes of their performance, behavior, or actions

40
Q

Feedback Orientation

A

One’s overall receptivity to feedback

41
Q

Feedback Seeking

A

Pursuing feedback to learn more about ourselves, our performance, and how others perceive us

42
Q

Framing Effect

A

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

43
Q

Framing Error

A

Solving a problem in the context in which it is percieved

44
Q

Functional Conflict

A

Conflict the benefits individuals, the team or the organization

45
Q

Hard Bargaining

A

Each party holds out to get its way

46
Q

Hearing Problem

A

When parties are unable or unwilling to listen to the other is really saying

47
Q

Heuristics

A

Simplifying strategies used to make decisions

48
Q

Hindsight Trap

A

The tendency to overestimate the degree to which an event that has already taken place could have been predicted

49
Q

Individual Decisions

A

Decisions made by the authority figure on behalf of the team

50
Q

Integrative Negotiation

A

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

51
Q

Intuition

A

The ability to know or recognize quickly the possibilities of a given situation

52
Q

Intuitive Decision Making

A

Approaching problems in a flexible and spontaneous fashion

53
Q

Johari Window

A

Tool for helping us understand when we need feedback

54
Q

Ladder of Inference

A

Members critically analyze why they have a particular ideological belief

55
Q

Lose-Lose Conflict

A

Nobody gets what they want in a conflict situation

MGT-420 (7 decks)

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