1
When the bargaining zone is large, this source of power can outweigh BATNA.
What is your contribution?
A two-person dilemma involving cooperation and defection is known as this.
What is the prisoner’s dilemma?
This type of reasoning uses logic, like Sherlock Holmes.
What is deductive?
This is the most common type of voting.
What is majority rule?
This involves backing out of an agreement.
What is reneging?
This has a severely limited capacity (five to nine pieces of information).
What is short-term memory?
This mental model is based on the fixed-pie perception.
What is haggling?
Proposing several of these, all of equal value to yourself, can give you a power advantage.
What are options or alternatives?
This a tendency to view members of one’s own culture more favorably- it gives rise to The “ugly American”.
What is ethnocentrism?
This refers to giving and receiving concessions around the table.
What is circular logrolling?
Novice negotiators settle for this but experienced negotiators do not.
What is equal division?
This a tendency to infer a casual relationship between two events without solid evidence.
What is unwarranted causation?
This social dilemma occurs when herds are allowed to overgraze on federal land.
What is tragedy of the commons?
You should do this important task as a team rather than as individuals.
What is prepare?
This is the most common rationale for lying.
What is the belief that the other party is lying?
This model thinks of negotiation as a rational, decision making model to maximize returns.
What is cost-benefit analysis?
This is the extent to which negotiators are able to claim benefits from an interaction.
What is realized power?
This occurs when one communicates information to intended recipient while other listeners are unaware the communication is taken place.
What is the multiple audience problem?
The partnership model treats clients as partners and tries to nurture this.
What is long-term relationship (or rapport)?
Unfortunately, for a variety of reasons, cross-cultural negotiations have a hard time doing this to the pie.
What is expanding?
Negotiations that occur implicitly, without contracts or explicit agreements are known as this.
What is tacit?
This is the extent to which negotiators are able to claim benefits from an interaction.
What is realized power?
The unfortunate consequence of this challenge is that it tends to encourage aggression.
What is faulty perceptions of conciliation and coercion?
The current Dean of the Business School.
Who is Ken Hall?
Assuming that all members of a team are privy to the same facts and information as you are is an example of this bias.
What is common information bias?