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Homework answers / question archive / PSYCH FINAL When the negotiation is with a person whose continued good will and cooperation are not necessary, then your negotiate to win, which means the other person loses
PSYCH FINAL
When the negotiation is with a person whose continued good will and cooperation are not necessary, then your negotiate to win, which means the other person loses. Also called Win-Lose Negotiations. The goal is to maximize your ourcomes.
The goal is to maximize joint benefits. Maintaining high-quality relationships with other members of the group is usually more important than getting your way on any one issue.
The tendency to attribute the opponent's behavior to thier inner psychological states while at the same time attributing the causesof the opponents behavior to situational factors.
People that continually formulate intuitive casual hypotheses so that they can understand and predict events that transpire.
Inferences about the causes of behaviors and events.
T he need to reestablish your freedom whenever it is threatened.
The Shark: Sees the relationship as of no importance, and try to overpower opponents by making threats, physical and verbal agression, and imposing penalties that will be withdrawn if the other concedes.
The Teddy Bear: The relationship is of great importance, whereas the goal is of little importance. When you think the other person's interests are much stronger or more important than your own, you assist the other person in achieving their goals.
The Owl: Value both the goal and the relationship. Solutions are sought that ensure that both you and the other group member fully achieve your goals and resolve any tensions.
The Fox: Somewhat concerned with the goal and the relationship with the other member. May mean meeting in the middle so each gets half, or flipping a coin. (may happen when there isn't time to dispute)
