Week 3 - Personality factors Flashcards
What is the effect of power on proactive behavior according to Magee et al. (2007)?
Increasing pro-active behavior
How do individuals in positions of power behave regarding the social outcomes of their actions, as described in the research by Magee et al. (2007)?
Individuals with power tend to be more action-oriented and are less concerned about the social consequences of their actions compared to those without power.
What is the definition of power according to Magee et al., 2007?
“The capacity to control one’s own and others’ resources and outcomes.”
How does power influence one’s dependence on the resources of those with lower power, as per Magee et al., 2007?
Magee et al., 2007 found that individuals with high power depend less on the resources of those with low power.
According to Magee et al., 2007, what are the motivational functions of the Behavioral Approach System (BAS) and the Behavioral Inhibition System (BIS) in relation to power and behavior?
the Behavioral Approach System (BAS) motivates individuals to scan for rewards in the environment, engage in forward locomotion, and other approach-related social behaviors, while the Behavioral Inhibition System (BIS) is described as an alarm system that can be activated by threats or potential punishments.
How do individuals with greater power perceive rewards and threats in their environment, based on Magee et al., 2007?
individuals with greater power tend to notice more rewards and less threat in their environment, and they are more proactive in seeking rewards compared to individuals with less power.
Are high-power individuals more or less likely than low-power individuals to take action consistent with their goals, according to Magee et al., 2007?
Magee et al., 2007 found that high-power individuals are more likely than low-power individuals to take action consistent with their goals.
Participants primed with … power were more inclined to negotiate over value
than were participants primed with … power (Magee et al., 2007)
Participants primed with high power were more inclined to negotiate over value than were participants primed with low power.
(Magee et al., 2007) Positive correlation between the … described by participants in their essays and their …
Positive correlation between the amount of power described by participants in
their essays and their propensity to negotiate
Which 2 determinants had affect on proactive behavior described in the research of Magee et al., (2007)?
- Amount of power
- Propensity to negotiate
What effect did power have on the participants’ decisions in a competitive interaction? (magee et al., 2007)
Power increased the proportion of participants who chose to move first in the competitive interaction. High-power participants were significantly more likely than control participants to make this choice
How does possessing a BATNA, a source of power in a negotiation, impact the inclination to make the initial move in a negotiation? (Magee et al., 2007)
Increases the tendency to make the first move in a negotiation
In negotiations, how much more likely were high-power individuals to make the first offer compared to low-power individuals?
High-power individuals were more than twice as likely as low-power individuals to engage their opponents by making the first offer in negotiations.
According to Magee et al., (2007); Wo tends to pay less attention to the anger and frustration of their negotiation counterparts? Name 3 types
- High power individuals;
- Holders of strong
- BATNA’s
Managers
Why is indifference towards the emotions of a negotiating partner crucial according to Magee et al., (2007) ?
Because expressions of these emotions typically lead to concessions. Ignoring these emotions allows those in power to be persistent in their demands and claim a larger share of the pie.
…-power individuals might not be inclined to think
sufficiently about their …-power counterparts’ needs (magee et al., 2007)
High-power individuals might not be inclined to think
sufficiently about their low-power counterparts’ needs.
Instrumental thinking combined with a lack of perspective-taking could lead to (name 3)? (Magee et al., 2007)
- Self-centrered negotiation behavior
- fails to gain win-win situations
- builds negative reputation
What is the term used to describe the phenomenon where individuals attribute situational behaviors to personality traits in negotiation counterparts? (Morris et al., 1999)
The term used is “correspondence bias” or the “fundamental attribution error.”
What are the key findings of the Morris et al. (1999) study regarding the attribution of personality traits in negotiations?
The study found that individuals tend to attribute the behavior of their negotiation counterparts to personality traits, even when the behavior is situational in nature.
Fundamental attribution error (Morris et al., 1999)
the tendency to make correspondent
inferences from behaviors to traits.
How can negotiators reduce the likelihood of misperceiving their counterparts during negotiations, based on the findings from Morris et al., (1999)?
Reduce misperception by:
-considering the situational factors and context that may influence their counterpart’s behavior
- being more aware of their own biases and stereotypes.
Attributions drawn about a target person on the basis of a vignette description or on abstract information about moves in a game are responses to …? (Morris et al., 1999)
Impoverished social stimuli
What could increase the accuracy of social perception in contexts (Morris et al., 1999)
When perceivers are motivated to perceive another person accurately
How were counterparts who had highly appealing alternative job offers and needed a higher salary to accept the job perceived regarding their Agreeableness dimension of personality?
They were perceived to be lower on the Agreeableness dimension of personality.
