W6 - Group Dynamics Flashcards
Agent being under obligation not to promote his personal interest by making or pursuing a gain in circumstances in which there is a conflict.
Fiduciary duty
Actor 1 - Agreeing to something even if its below your reserve price just because its been after a long negotiation
Agreement bias
Number of actors involved in the negotiation
Monolithic vs. non-monolithic
Actor 2 - Actors in a negotiation who want NO outcome but pretend they want the outcome
Filibusters
Agent 3 - Agent who just agrees with everything you say
Conformity effect
Looking at issues in a negotiation one at a time
Sequential Bargaining –> it can shrink the pie and it can limit the the presence of integrative and compatible potential
Agent 4 - Agents who tend to make higher demands (anchoring) and are tougher bargainers as well as being less compromising, which could lead to positional bargaining.
Unaccountable agents
Agent 5 - When different teams in a negotiation disregard information only know by one party but rather focus on information known by both parties
Common information bias
Group Technique 1 - exchanging favours for mutual gains
Logrolling
Group Technique 2 - asking for a private meeting with someone in the negotiation who has similar opinions
Private caucusing
Group Technique 3 - when information is shared in public but only a certain group of individuals understand what that the information means
Private but public communication
Group Technique 4 - giving each actor in the negotiation a number of points to distribute to the different issues to discuss to figure out how to coordinate.
Priority matrix
Group Technique 5 - a form of group ideation involving a group of people coming up with ideas
Brainstorming
Group Technique 6 - trying to get an agreement on something and the use this as a starting block for more yeses
Avalanching
Group Technique 7 - getting an agent to propose a possible solution that they can recommend.
Third Party Proposers –> this is face saving and lets you test the waters. This will counter reactive devaluation
Strategies on how to align your preferences with agent when negotiating an agency contract
Incentive alignment
Thinking that your in-group is smarter, morally superior, being more hostile to out-groups and devaluate their opinion.
In-group/out-group problems and bias
