Terms
The first proposal presented at a negotiation is known as this.
What is the offer?
The process of offer and counteroffer is known as this (it is not the cha cha or foxtrot).
What is the negotiation dance?
This form of influence suggests we feel obligated to return in kind what others have offered us (you scratch my back, I’ll scratch yours)
What is reciprocity?
The school colors of SUU.
What are Red & White (with gray or black trim)?
In analyzing the degree of concessions, the notation BH/WH stands for this.
What is Black Hat/White Hat?
A proposal given in response to an offer is known as this.
What is a counteroffer?
If you make too generous of an offer and it is immediately accepted, you will have this bewitching experience.
What is the winner’s curse?
If we are more agreeable with people we like, this principle is in force.
What is liking?
According to the SUU catalog, this building is solar heated (although the system hasn’t worked for some time).
What is the Geosciences building?
DAILY DOUBLE! This Latin phrase describes the pattern of concessions that should exist.
What is quid pro quo?
Generally, you should not make more than this number of concessions at any one time.
What is one?
If we want something because it is rare or in high demand, this power principle is in operation.
What is scarcity?
Old Main and the Braithwaite buildings were completed, respectively, in these two consecutive years.
What is 1898 and 1899?
Imagining that every opponent you will face is exactly like you is known as this.
What is the fraternal twin model?
Violations of this (the etiquette of negotiation) leads to distrust and breakdown of the negotiation.
What is good-faith bargaining?
If we look to the behavior of others to determine what is desirable, appropriate or correct, we are succumbing to this.
What is social proof?
This is the current SUU Student Body President.
Who is McKay Pollman?
One way to avoid escalating conflict is to use GRIT, an acronym which stands for this.
What is gradual reduction in tension?
ThMaking one’s first offer a final offer is known as this.
What is Boulwarism?
This is a force that tends to make us act in accordance with our beliefs, feelings, and behaviors.
What is consistency?
This is the senator for the School of Business.
Who is Alexis McIff?