Negotiation and Networks
Teams and Groups and Team Design and Leadership
Diversity and Communication
Conflict and Difficult Conversations
Application to the Case
100

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

100

List the 4 Defining Attributes of Teams (vs. Groups)

Common Objective

Collective Output/Accountability

Collaboration

Smaller in size

100

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.

100

What are the 3 sub-themes of conversations?

What happened

The Feelings Conversation

The Identity Conversation

100

Analyze the Formal Organization of Ames' team. 

Analyze also the Informal Organization of the team.

Discuss!

200

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.

200

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.


200

Draw the Communication Diagram

Insert drawing here but it won't let me it add it rn

200

Describe the "GROW" model of coaching

G - Goal

R - Reality

O - Options

W - Will

200

What outcomes of social identification are happening to Ames' team?

Hostility/Competition

More up for debate and discussion

300

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

300

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

300

What are faultlines?

Dividing lines that split a group into opposing sub-groups.

300

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)


300

If you were Jennifer Ames, how would you use the framework for structuring a difficult conversation with talking with Enriquez?

Discuss

400

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

400

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.

400

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)

400

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.

400

Using the 4 defining attributes of teams (vs groups), is Ames group of people a group or a team?

Up for debate. 

500

List the 4 things that you should do to manage your social network

Analyze

De-layer

Diversify

Capitalize

500

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!

500

List the 4 different kinds of "Culture and Communication"

Pull up picture (Page 95)

500

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

500

Using the Congruence Model, where is Jennifer Ames' team lacking or creating disconnect?

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