Chapter 6 perception, cognition and emotion
This perceptual error occurs when we assign attributes to someone based solely on their membership in a social group, like assuming an older person must be conservative
What is stereotyping?
Research suggests that negotiators with an attractive BATNA should do this if they want to obtain full benefits from it.
What is communicate their BATNA to the other party?
According to Hofstede, this cultural dimension describes how comfortable a society is with ambiguous or unstructured situations.
What is uncertainty avoidance?
sum total of beliefs, rules, techniques, institutions, and artifacts that characterize human populations
What is Culture?
Is the name of the official book of this class
What is Essentials of negotiation?
In this approach to framing disputes, parties focus on underlying needs and desires rather than formal rules or force
What is the interests frame?
When negotiators discover that their counterpart did better or is pleased with their result, their own satisfaction typically does this.
What is decrease?
Salacuse describes this factor as a major challenge in international negotiations, including issues like coups, shortages, and sudden shifts in government policy.
What is instability?
Sense of beauty and good taste
what is AESTHETICS?
This Asian country is home to the world’s busiest container port, located in Shangha
What is China?
This perceptual shortcut leads us to attribute a wide range of traits to someone based on one prominent characteristic—like assuming a smiling person must be honest.”
What is a halo effect?
These behaviors, such as eye contact and body position, help show that a negotiator is listening and engaged.
What are attending behaviors?
In collectivist cultures, building and maintaining this is often more important than the substantive issues of a deal, sometimes taking years to cultivate.
What is the relationship between the negotiating parties?
Responsible for many of the attitudes and belifs affecting human behavior. example:karma
What is Religion?
This economic organization, founded in 1995, sets global rules of trade and resolves disputes between member countries.
What is the WTO?
Negotiators who believe all issues are zero-sum fall victim to this belief, which prevents them from searching for integrative solutions.
What is the mythical fixed-pie belief?
This communication channel typically leads to higher impasse rates compared with face-to-face or phone negotiations.
What is email?
Cultures differ in how much negotiators display these, which can be strategic or natural reactions; personality matters, but cultural rules strongly guide them.
What are emotions?
Influence behavior through laws and regulations.
What are formal institutions?
This currency is used by 20 of the 27 European Union member states.
What is the Euro?
This cognitive error happens when negotiators fail to ask about the other party’s interests or perceptions, leading them to rely on overly simplified views.
What is ignoring others’ cognitions?
These three characteristics define the dynamic process of exchanging offers in negotiation.
What are (1) dynamic, (2) interactive, and (3) shaped by internal/external factors?
In this type of culture, consensus decision-making is common and may take considerably more time, often involving many participants sequentially.
What is a group-oriented culture (e.g., Japan or China)?
transmits very little in the explicit message; instead, the nonverbal and cultural aspects of what is not said are very important.
What is High Context Language?
Headquartered in New York, this international organization has 193 member states and focuses on global peace, security, and cooperation.
What is the United Nations (UN)?