What are ethics?
Ethics are social standards for what is right or wrong. In other words, ethics are generally accepted rules or expectations for what is appropriate and inappropriate behavior.
What is trust?
the belief that another person is not going to take advantage of you. Or willingness to be vulnerable to the actions of another party.
What is liking?
It can make negotiators more likely to accept arguments, even if they disagree with them, simply to preserve positive feelings toward the other person.
What is the Stanford Prison Experiment?
Psychological experiment demonstrated how ordinary people could be led to act in morally questionable ways due to situational pressures.
What is Trust Repair? Why is it important?
Restoring trust when there is a perception it has been violated. Because people care a lot about being treated fairly, addressing this perception is important to avoid damage to the relationship and make it easier to reach agreements.
Which of the following is always a powerful way to build value in a relationship?
Appear friendly and open.
Having consistent reciprocal business with another.
Being dependable.
having consistent reciprocal business with another.
Can be powerful but not always. Because of messy reciprocity, sometimes can be downfall of relationships. This is not ALWAYS a powerful way.
What's the term described as implying unclean motives, which can be questionable in ethics, (a tactic to manage the perceptions of the other party)?
Manipulation
What are two of the three important ways to repair trust in negotiation?
be the one to apologize,
let someone vent and listen without arguing,
engage in trustworthy actions going forward
Rather than "being yourself" in a negotiation setting, what impression should you give when you're in the early stages of a relationship or speaking with the other party for the first time?
Give off the impression of being open, friendly, trustworthy, and likable.
What is distributive justice?
Distributive Justice is fairness in the outcome of negotiation so basically how resources or benefits are divided between the parties .
According to Lewicki and Bunker, what is the first stage of trust development, and how is trust built at this stage?
The first stage is calculus-based and at this stage, trust comes from a rational assessment of risks and benefits, where people decide how much to trust based on the likelihood of the other party acting opportunistically
What is knowledge-based trust?
According to Lewicki and Bunker, the second stage of trust development is based on accumulating information about the other party over time.
this rule of thumb/test for handling tough ethical dilemmas says if you’d be embarrassed to see your negotiation behavior described on a giant billboard in your hometown, you may have crossed your personal standard. What is this test called?
The billboard test
consistently engaging in trustworthy actions can sometimes repair a damaged relationship, but this one factor makes it nearly impossible to regain trust if it was part of the original breach. What is it?
if untrustworthy actions were accompanied by deception.
What is relationship power through perceived similarity and in-group bias?
In negotiations, this subtle form of influence occurs when a negotiator feels intangible value from helping someone perceived as similar or part of their in-group, even if it means making concessions.