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UGBA 105 (negotiation/conflict) Questions + Answers Graded A+
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Escalation is less likely to occur when there are ______, overwhelming justification to discontinue and no clear blame can be assigned for initial decision - ️️limited resources a process that begins when one party perceives that another party has negatively affected, or is about to negativ...

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  • October 30, 2024
  • 5
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers

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  • ugba 105 negotiationconflict

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  • UGBA 105
  • UGBA 105

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UGBA 105 (negotiation/conflict)
Escalation is less likely to occur when there are ______, overwhelming justification to
discontinue and no clear blame can be assigned for initial decision - ✔️✔️limited
resources

a process that begins when one party perceives that another party has negatively
affected, or is about to negatively affect, something the first party cares about -
✔️✔️conflict


advantages of what?
o Pooling of resource info
o Different perspectives
o Specialize labor
o Decision acceptance - ✔️✔️group decision making

disadvantages of what?
- Conformity pressure
- Group conflict/domination
- Ambiguous responsibility
- waste time - ✔️✔️group decision making

We are NOT good _____ because we don't take the time to collect data & apply to
multi-criteria model - ✔️✔️decision makers

Eg. Kellogg vs. Cal for college: placing a score on important criteria (eg. tuition cost,
reputation, climate, etc.), comparing sum products and rank what aspects are most
important to you - ✔️✔️multi-criteria model

5 steps for:
o Define/analyze situation
o Set objectives
o Develop alternative courses of action
o Identify obstacles/adverse consequences
o Reach consensus decisions - ✔️✔️rational problem solving process

We have *cognitive limitations* which makes it impossible to assimilate/understand all
info necessary to optimize a decision
- Respond by reducing info to an understandable level - ✔️✔️rationally bounded
decision maker

quick rules of thumb that *reduce* info processing demands on decision makers

, problem: we judge events by how familiar the factors are tend to overestimate familiar
events & easy to recall (eg. deaths by car accidents vs. deaths by stomach cancer... we
tend to believe more caused by car crashes) - ✔️✔️heuristics

type of heuristic -
Judging frequency or likelihood of an event by how easily instances of the event come
to mind

Biasing factors: ease of recall, familiarity, vividness, recency - ✔️✔️availability heuristic

type of heuristic -
o Making judgment based on resemblance to typical case while ignoring info about
averages of prior probabilities
o Doesn't analyze data, more reliant on vision/common sense
o Eg. MBA grad more likely to get a job in consulting firm vs. managing an art studio

Biasing factors: not sensitive to stat info or sample size, misconceptions of chance -
✔️✔️representative heuristic

Believes data collected by random process will look random; however, sequence
collected is too short (i.e. too small of a sample) for the process to express itself
statistically
" Hot hand" in basketball study proved it wrong - ✔️✔️gambler's fallacy

type of heuristic -
Using initial judgment as an anchor on which subsequent decisions are based.

Biasing factors: uncertainty, low confidence - ✔️✔️anchoring & adjustment


Biasing factors: choice of reference point, transaction vs. acquisition utility -
✔️✔️framing

theory - attitudes toward gains/losses; gains= risk averse, losses= risk seeking

- People *avoid risk* when an outcome is framed positively (certain outcome)
-People *seek risk* when an outcome is framed negatively (probable outcome)
Eg. "lives saved" vs. "lives lost" people will choose the option that forsure saves lives
(instead of running the risk of losing any lives at all) - ✔️✔️prospect theory

type of heuristic -
continuing to *commit additional resources* to seemingly failing endeavor based on
hope that there will be a positive change or to justify previously made decisions

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