Week 1- Error Bias and Social Utility Flashcards
How could you define negotiator succes?
The collective functionality of agreements
What are benefits of reaching integrative agreements
- Economic prosperity
- Strengthens feelings of self-efficacy
- Increases satisfaction
- Reduces the likelihood of future conflict?
Why do people often tend to discount advice they receive from others when making decisions?
Because they are privy to the reasons supporting their own estimate, but not to the reasons supporting the advisor’s estimate
What is the impact of giving negotiators advice and cues on challenging fixed-pie perceptions, and does instruction-based advice effectively change these perceptions?
Giving negotiators advice and cues can influence their performance by challenging fixed-pie perceptions. However, instruction-based advice may not effectively change these fixed-pie perceptions. Even when participants receive full information about their opponents’ payoff schedules, they often do not abandon their initial erroneous perceptions.
According to Steinal et al., (2007) Under what circumstances do negotiators exhibit an effect of experience?
Negotiators exhibit an effect of experience when they are provided with feedback on their performance after each round of negotiation.
How do you gain Expertise in negotiations?
Experience
Advice
Under what conditions can advice be beneficial for negotiators in understanding trade-offs?
WHen have some negotiation experience prior to receiving the advice.
Name one benefit of combining experience and advice in negotiations
1) Compare the advice they receive with their own
experience from earlier negotiations. This would help them to transfer
the advice and adjust their negotiation behavior, which in turn should
improve their performance.
Which 3 negotiation tactics were described by Steinel et al., (2007) that are related to joint outcomes? And how do they effect the joint outcome?
Distributive behavior: force opponents to make concessions
Information exchange & Heuristic trail & error: help people to
identify mutually satisfying settlements
Why might advice possibly not be understood by people without actual experience with a task?
People more motivated to listen to advice after they performed a task but failed.
–Failure makes people more open to hear new ideas and increases self-analysis, which leads to better retention of skills and facilitates learning.
What was the response of participants who received the advice after the first negotiation round compared to those who received the advice before the first negotiation round, according to the discussion?
They reported a greater intention to use it than those who received the advice before the first negotiation round.
According to Fisher and Ury (2011, “Getting to yes: Negotiating agreement without
giving in,” Chapter 1), positional bargaining is the method of negotiation by which…
Each side takes a position, argues for it, and makes concessions to reach a compromise
True or false? : “Arguing over positions endangers an ongoing relationship as each side tries
through sheer will power to force the other to change its position.”
True
Which statement is true according to Fisher and Ury (2011, “Getting to yes:
Negotiating agreement without giving in,” Chapter 2)? Statement 1: “A basic fact
about negotiation is that you are dealing not with abstract representatives of the
other side, but with human beings.” Statement 2: “The method of principled
negotiation involves separating the people from the problem.”
Both statements are true
Which statement is true according to Fisher and Ury (2011, “Getting to yes:
Negotiating agreement without giving in,” Chapter 3)? “Each side rarely has multiple
interests.” Statement 2: “A common error in diagnosing a negotiating situation is to
assume that each person on the other side has the same interests.”
Statement 1 is false; Statement 2 is true.
Gunia, Sivanathan and Galinsky (2009; “Vicarious entrapment: Your sunk costs, my
escalation of commitment”) suggested vicarious dissonance as a promising avenue
for individuals and organizations to inoculate decision-makers from vicarious
entrapment. What are the requirements for vicarious dissonance, according to
Norton, Monin, Cooper, & Hogg (2003, as cited in Gunia et al., 2009)?
Perception of free choice and the production of aversive consequences
Guinia et al., (2019) What is meant by “escalation of commitment” in decision-making, and how does it manifest?
“Escalation of commitment” is when someone persists in investing resources and effort to achieve a goal, even when it’s clear the goal may not be attainable
Guina et al., (2019) Why do individuals often feel the need to defend and support their initial decisions, especially when they receive feedback or information that challenges their positive self-image?
To maintain a positive self-image, and when they encounter feedback or information that threatens this positive self-concept, they perceive it as a threat to their self-worth.
Explain the concept of Effort Justification
When people invest significant time, energy, or resources into achieving a goal or completing a task, they are more likely to attribute greater significance to that accomplishment, even if the actual outcome or reward may not be proportionate to the effort expended.
How does affirming one’s overall self-worth after a poor decision impact the likelihood of continuing with a failing course of action?
Affirming one’s overall self-worth after a poor decision decreased escalation to the failing course of action.
How does reducing personal responsibility impact cognitive dissonance and the escalation of commitment?
When you feel less accountable for your actions, it can make it easier to handle conflicting thoughts and reduce the tendency to stick to bad decisions, like the escalation of commitment.
What happens when individuals feel psychologically connected to someone, as discussed in the article by Guinia et al., 2009
When individuals feel psychologically connected to someone, they can start to adopt that person’s characteristics and see themselves as being similar to them (“Self”status)
How do individuals who view themselves as interdependent define their identity, as discussed in the article by Guinia et al., 2009?
They define their identity based on the characteristics of their groups.
What can happen when the boundaries between oneself and others become blurred due to psychological connections, as discussed in the article by Guinia et al., 2009?
Individuals may start to feel and act more in line with the internal emotions and thoughts of those they are connected to.
