Negotiation and Networks
What are the 3 types of negotation issues? Describe them.
Congruent Issues - Identical preferences
Distributive Issues - Win/lose, single issue
Integrative Issues - Win/win, multiple issues
List the 4 Defining Attributes of Teams (vs. Groups)
Common Objective
Collective Output/Accountability
Collaboration
Smaller in size
List the two different kinds of diversity.
What is a whole-brained team?
Surface level - Gender, race, age, physical distinctions, etc
Deep level - Values, Attitudes, Beliefs
Whole-Brained Teams: Marked by heterogeneity (i.e., diversity) in the cognitive preferences…experiences, values, attitudes, and beliefs…of the individual members.
What are the 3 sub-themes of conversations?
What happened
The Feelings Conversation
The Identity Conversation
Analyze the Formal Organization of Ames' team.
Analyze also the Informal Organization of the team.
Discuss!
What are direct ties?
What are Indirect ties?
What is degree centrality?
Direct - Someone you know personally
Indirect - Someone you know through someone else because they know them but you don't.
Degree Centrality - How many direct ties you have.
List the 3 steps of Social Categorization.
What is moral licensing?
Social Categorization
Social Identification
Social Comparison
Moral Licensing: When people initially behave in a moral way, they are more likely to display behaviors that are immoral, unethical, or problematic in other ways later.
Draw the Communication Diagram
Insert drawing here but it won't let me it add it rn
Describe the "GROW" model of coaching
G - Goal
R - Reality
O - Options
W - Will
What outcomes of social identification are happening to Ames' team?
Hostility/Competition
More up for debate and discussion
What is ZOPA?
What is BATNA?
What is RP?
How do they relate?
ZOPA - Zone of Possible Agreement
BATNA - Best Alternative To a Negotiated Agreement
RP - Reservation Point
Describe each of the 4 types of WORK: Task Interdependence. (Flip to see the 4 if stuck)
BONUS: Which one is Ames' team currently in the case?
Pooled Interdependence
Sequential Interdependence
Reciprocal Interdependence
Intensive Interdependence
What are faultlines?
Dividing lines that split a group into opposing sub-groups.
List the three reasons for Group Errors
Informational signals - Member perceive incorrect signals from other members
Reputational signal - Members silence of change their views to avoid some penalty (disapproval of others)
Social Conformity - Informational Conformity (Stems from a desire to be right) and Normative Conformity (Stems from a desire to be liked or to fit in)
If you were Jennifer Ames, how would you use the framework for structuring a difficult conversation with talking with Enriquez?
Discuss
List the 4 Common Negotiation Mistakes
Accepting First Offer
Focusing only on Financials
Not being Professional (Too nice/ Too Aggressive)
Focusing on one issue at a time
What are the 4 "I's" of Transformational Leadership? Describe each one. Which ones are character based and which ones are interaction based?
Character:
Idealized Influence - Exemplary character that creates commitment to, admiration for and a desire to emulate the leader.
Interaction:
Individualized Consideration - Caring about the wellbeing of followers.
Intellectual Stimulation - Challenging comfort zones and promoting independent thinking.
Inspirational Motivation - Inspiring by articulating an inspiring vision.
What is temporal Development? (4 steps)
How does it relate to Punctuated Equilibrium?
Temporal Development - Forming, Storming, Norming, Performing.
Punctuated Equilibrium - Goes through periods of stability, then hits a temporal development stage of rapid change, back to stability. (Show graph, pg 40)
How do you counteract group errors and groupthink?
Create Groups with diverse perspectives.
Don't discount "cognitively peripheral" individuals.
Silence the leader (dampen status differences and have authority figures speak last)
Write down and submit opinions before group discussion and discuss every idea (NGT)
Reward (or at least, don't penalize) contrarians as well as group success.
Prime critical thinking, assign a devil's advocate, contrarian team, or bring in outsiders.
Using the 4 defining attributes of teams (vs groups), is Ames group of people a group or a team?
Up for debate.
List the 4 things that you should do to manage your social network
Analyze
De-layer
Diversify
Capitalize
Draw out the Congruence model.
Describe each section
(Each team take 2/4 to describe how it relates to the Case study)
We'll talk about it!
List the 4 different kinds of "Culture and Communication"
Pull up picture (Page 95)
List the 5 steps of structuring a difficult conversation
1. Start with the Third Story
2. Propose Mutual Understanding and Problem Solving
3. Listen from inside their story
4. Share your story with Clarity
5. Problem Solve
Using the Congruence Model, where is Jennifer Ames' team lacking or creating disconnect?