OAM 330 FINAL EXAM WITH 100% CORRECT ANSWERS|GUARANTEED SUCCESS

What two dimensions of relationships are important in forming alliances? - Trust - Rapport What are important considerations in group negotiations? - Trustworthiness of key individuals - Binding agreement: collateral, written contract? - Nonverbal cues What did the eBay methods for encouraging removal of negative feedback show is effective? A short apology gained more removal of negative feedback than cash rebates. Power derives not only from control of resources, but also from _______________________. the process What is the definition of power? The ability to make things happen or get things done the way you want. What are the bases of power and what do each mean? Legitimate: position of authority Referent: identification, admiration, respect Expert: unique knowledge or skill Reward: ability to give valued outcomes Coercive: ability to punish or withhold rewards What are the advantages of unequal power distribution? - Can reduce conflict by providing rules and criteria for decision-making - Can increase efficiency by... Facilitating coordination Increasing motivation (to climb the hierarchy, at least among career-oriented employees) What are the challenges of unequal power distribution? - Induces resentment - Can promote competition vs. cooperation - People behave differently depending on their power position What are ways to overcome problems with hierarchies? - Reject self-serving attributions and perceptions of deservingness - Engage in perspective-taking Consider how those low in power perceive the rules of the game Are you motivating the desired behavior? - Reduce inequalities Status symbols Outcomes depend on _________________ as much as $ Power is much more likely to be conferred to those who.... - are well liked by others (agreeable) - are outgoing, energetic, fun, socially engaged (extroverted) - act in the groups' interests What are poor and good predictors of who rises to the top? - Poor predictors: strength and size - Good predictors: ability to negotiate conflict, enforce group norms, fairly allocate resources What are the two broad affects of power on social attention? 1) Decreased perspective taking 2) Tendency to view others in instrumental terms What are the consequences of diminished perspective taking as a result of power? - Reduced compassion - Less social inhibition Why are powerful people more action oriented? Removes constraints - Frees people from the influence of external forces - Less deliberative What should you look for in a potential ally when you're in a weak minority position? - Similarity (sympathy) - Lack of conviction (mavericks) - Dissatisfaction with the majority (periphery) Jury (in 12 Angry Men): When should you seek a private vote and when should you seek a public vote? - When in the minority, private vote can encourage dissent - When in the majority, public vote to discourage dissent. Jury (in 12 Angry Men): How does the private vote change the discussion? - Reduces the pressure to conform - Others more comfortable recognizing the minority's pitch What is the PULL form of Interpersonal Influence? Attracting - Finding common ground - Visioning Bridging - Involving - Listening - Disclosing What is the PUSH form of Interpersonal Influence? Persuading - Proposing - Reasoning Asserting - Directing conversation - Evaluating - Pressure When should you use the PULL and PUSH form of Interpersonal Influence? PULL in the minority PUSH in the majority What was the personalization effect in the Kidney Case? When the victim is identifiable: - 2x as many people give - 2x as much money is raised What is the Advocacy Effect? The tendency to have more positive attitudes toward something as a result of advocating for it - While preparing, we search for positive arguments (not negative) - We are motivated to be consistent (if I said it, I must believe it) - Often change criteria used to make evaluation after advocacy What are Order Effects (and examples)? The power of going last.... First 111 episodes, singer who went last only voted off the show 9% of the time Later skaters receive higher scores What is the cause of the Gender Wage Gap? Only 7% of women, but 57% of the men, who asked for more money (negotiated salary) In Negotiations, what is the Reservation price? Worst offer you're willing to accept In Negotiations, what is the Bargaining zone? Range between buyer and seller's reservation price In Negotiations, what is the Aspiration (target) price? Ideal agreement In Negotiations, Why does is it that the person who makes the first offer often wins the negotiation? Recipients use the first offer as an anchor, and don't adjust enough In Negotiations, What are the benefits of making the first offer? - Sets tone to claim more of the pie - Gives you flexibility to make concessions In Negotiations, When should you make the first offer? - You're responsible and well-prepared - You can estimate counterpart's BATNA or reservation price - The long-term relationship is not very important to you In Negotiations, how do you effectively make the first offer? - Prepare and share a legitimate rationale: a credible reason or explanation to justify your anchor - Use precise numbers... In Negotiations, why does the use of precise numbers make first offers more effective? - Final prices are closer to anchor when first offers are precise (e.g., $4.88 vs. $5.00) - Actual real estate sales in Florida: sellers who listed homes more precisely ($494,500 vs. $500,000) got closer to their asking price In Negotiations, What are the benefits of giving concessions? Partners of who "get concessions" feel greater buy-in and responsibility for settlements In Negotiations, what is a fixed-sum structure? One party's gain is another party's equivalent loss What are Distributive Issues? When you value things in exactly the inverse way as your partner. The more your partner gets, the less you get... and vice versa What are Compatible Issues? When you and your partner both want the same thing... the same outcome is good for you both What are Integrative Issues? When you and your partner have different priorities on different issues (which is almost always the case), you can trade what you want less for what you want more What are the barriers to Integrative Solutions? - Myth of the Fixed Pie - Focus on positions vs. interests What is the myth of the fixed pie? We tend to assume most negotiations are fixed pies--in other words, all issues are simply distributive The mindset can lead us to fail to create or uncover opportunities for integration This myth can be amplified by focusing on positions rather than interests... What is the Positions vs. Interests barrier? Focus entirely on positions and you can fail to uncover interests--which is often necessary for effective integrative bargaining What is an individual predictor of unethical behavior? Narcissism What does narcissism/overconfidence lead to? Risk taking What three Psychological Mechanisms enable Unethical Behavior? 1) Moral Neglect 2) Moral Justification 3) Moral Inaction What is Moral Neglect? Failure to recognize the moral implications of our actions What is Moral Justification? Cognitive strategies used to justify unethical behavior What is Moral Inaction? Failure to act even when we recognize unethical behavior How does Social Proof lead to unethical behavior? What are examples? People are more likely to cheat when they think everyone else is doing it.... - Walking behind someone littering increases the likelihood that you litter - Cheating on taxes