PSYCH 439 Ch 6 Exam with Questions and Answers
Describe norm of reciprocity ANSWER The behaviour in which both parties behave reciprocally-- when one party used an integrative tactic, the other tended to respond with an integrative tactic
Describe the assumptions of the offer-counteroffer pro...
PSYCH 439 Ch 6 Exam with Questions and
Answers
Describe norm of reciprocity ANSWER The behaviour in which both parties behave
reciprocally-- when one party used an integrative tactic, the other tended to respond with an
integrative tactic
Describe the assumptions of the offer-counteroffer process ANSWER 1) The communication
of offers is a dynamic process (the offers change and shift over time)
2) The offer process is interactive
3) Various internal and external factors drive the interaction and "motivate a bargainer to
change his or her offer"
How does the existence of a good BATNA effect the negotiation? ANSWER 1) Higher
BATNAs set higher reservation prices for themselves than their counterparts
2) Negotiators whose counterparts had attractive BATNA set lower reservation points for
themselves
3) When both parties are aware of the BATNA, the negotiator received a more positive
negotiation outcome
What is the takeaway of sharing information about outcomes? ANSWER Both parties will
generally will be left with a sour taste in their mouth
Describe the types of explanations ANSWER 1) Mitigating circumstances (we had no choice)
2) Exonerating circumstances (it was a mistake)
3) Reframing (i can explain)
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