Which of the following types of frames refers to a partys predisposition to achieving a specific result or outcome from the negotiation?

The process by which individuals connect to their environment, by ascribing meaning to messages and events.

What is perception strongly influenced by?

the perceivers current state of mind, role and comprehension of earlier communications. 

Perception is a complex ____ and _____ process of screening, selecting, and interpreting stimuli so that they have meaning to the individual.

Physical and psychological 

Perception is a ____ _____ process where:

-sense making - people interpret their environment so they can respond appropriately.

a perceiver's own needs, desires, and motivation and personal experiences may create a disposition about the other party. 

Perceptual distortion can lead to 

biases and errors in perception and subsequent communication. 

occurs when one individual assigns attributes to another solely on the basis of another's membership in a particular social or demographic category. 

Stereotyping is _____ resistant to change

Stereotyping is commonly used as a resort during conflicts involving:

values, ideologies, and direct competition for resources 

occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual. 

Research shows halo effects are most likely to occur in perception:

- where there is very little experience with a person along some dimension - when the person is well known - when the qualities have strong moral implications

occurs when the perceiver singles out certain info that supports or reinforces a prior belief and filters out info that doesn't confirm that belief. 

occurs when people assign to others the characteristics or feeling that they possess themselves. 

Projection usually arises out of:

a need to protect one's own self concept (to see oneself as consistent or good) 

the subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions. 

What are the 7 types of frames?

substantive, outcome, aspiration, process, identity, characterization, and loss-gain. 

-what the conflict is about

Parties taking a substantive frame have a: 

particular disposition about a key issue or concern in the conflict. 

a party's predisposition to achieving a specific result or outcome from the negotiation. 

a predisposition toward satisfying a broader set of interests or needs in negotiation. 

how the parties will go about solving their dispute. 

How the parties define "who they are" 

how the parties define the other parties 

how the parties define the risk or reward associated with different outcomes. 

HOW FRAMES WORK IN NEGOTIATION:
It is _____ to know what frame a party is using unless they tell you. 

HOW FRAMES WORK IN NEGOTIATIONS:
Frames of those who hear or interpret communication may ......

create biases of their own. 

Linguistic analyses of negotiation transcripts provide insight into how parties define a negotiation, and how frames are used in the process:

-Negotiators can use more than one frame. -Mismatches in frames between parties are sources of conflict. -Specific frames may be likely to be used with certain types of issues. -Particular types of frames may lead to particular types of agreements. -Parties are likely to assume a particular frame bc of various factors.

One approach to framing disputes views parties in conflict as using one of three frames:

Interests, rights, or power 

people are often concerned about what they need, desire, or want. -people talk about their decisions but often what is at stake is their underlying interests.

- people may also be concerned about who is "right" - (who has legitimacy, who is correct, or what is fair)

-sometimes based on who is physically stronger or able to coerce the other, but more often is about imposing other types of costs ( economic pressures, expertise, legitimate authority, etc.) 

The frame of an issue ______ as the negotiation evolves. 

The issue development approach:

focuses on the patterns of change (transformation) that occur in the issues as parties communicate with one another. 

Several factors shape a frame, the negotiation context clearly affects:

the way both sides define the issue and conversations that the parties have with each other about the issues in the bargaining mix. 

4 factors can affect how the conversation is shaped: 

1. Negotiators tend to argue for stock issues( concerns that are raised every time the parties negotiate) 2. Each party attempts to make the best possible case for their preferred position or perspective. 3. In a more macro sense, frames may also define major shifts and transitions in the overall negotiation. 4.Multiple agenda items operate to shape the issue development frames.

Cognitive biases in Negotiation:

1. Irrational escalation of commitment 2. Mythical fixed pie beliefs 3. Anchoring and adjustment 4. Issue framing and risk 5. availability of info 6. the winner's curse 7. overconfidence 8. the law of small numbers 9. Self serving biases 10. endowment effect 11. Ignoring other's cognitions 12. reactive devaluation 13. managing misperceptions and cognitive biases in negotiations 14. reframing

the tendency for an individual to make decisions that stick with a failing course of action

Escalation of commitment is due in part to:

biases in individual perception and judgement

Mythical fixed pie beliefs:

-assumption that all negotiations involve a fixed pie. -those who believe in the mythical fixed pie assume there is no possibility for integrative settlements and mutually beneficial tradeoffs and they suppress efforts to search for them.

Anchoring and adjustment are related to:

the effect of the standard (anchor) against which subsequent adjustments are made during negotiation. -

Once the anchor is defined:

parties tend to treat it as a real valid benchmark by which to adjust other judgements such as the size of one sides opening offer. 

a perspective or point of view that people use when they gather info and solve problems. 

The way an issue is framed influences:

how negotiators perceive risk and behave in relation to it. 

The tendency to either seek or avoid risk may be based on the _____ _____ against which offers and concessions are judged. 

2 things to keep in mind about the effect of frames on risk in negotiation are:

1. negotiators aren't usually indifferent to risk 2. they shouldn't necessarily trust their intuitions regarding it.

operates when info that is presented in vivid, colorful, or attention getting ways is easy to recall and thus becomes central and critical in evaluating events and options. 

The availability of info affects negotiation through:

the use of established search patterns. 

refers to the tendency of negotiators, particularly in an auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily. 

the tendency of negotiators to believe that their ability to be correct or accurate is greater than it actually is. 

the tendency of people to draw conclusions from small sample sizes. 

The law of small numbers leads to a self fulfilling prophecy - people who expect to be treated in a distributive manner will: 

-be more likely to perceive the other party's behaviors as distributive AND - treat the other party in a more distributive manner

People often explain another persons behavior by:

making attributions; either to the person or the situation. 

Fundamental attribution error

the tendency is to overestimate the casual role of personal or internal factors and underestimate the casual role of situational or external factors. 

What are the 3 ways self serving biases effect negotiations?

1. perception of greater use of constructive tactics than the other party 2. less accurate in estimating the other's preferred outcomes. 3. influences perception of fairness in a negotiation context.

to overvalue something you own or believe you possess. 

the endowment effect can lead to:

inflated estimations of value that interfere with reaching a good deal. 

the process of devaluing the other party's concessions simply because the other party made them. 

reactive devaluation leads negotiators to:

-minimize the magnitude of a concession made by a disliked other -reduce their willingness to respond with a concession of equal size OR -seek even more from the other party once a concession has been made

Misperceptions and cognitive biases typically arise out of:

conscious awareness as negotiators gather and process info 

Best to manage the negative consequences of misperception by:

-being aware that they occur -tell people about a perceptual or cognitive bias

Reframing might involve either of these approaches: 

rather than perceiving a particular out come as a loss; the negotiator might reframe it as :

emotions can be used strategically as 

Communication occurs between what 2 people?

-has a thought or meaning in mind -then encodes this meaning into a message that is to be transmitted by the receiver. -once encoded, the message is then transmitted through a channel to the receiver.

-the receiver's receptors, receive the transmission and then the brain decodes it giving meaning and understanding to the receiver. 

Distortions in communication occur due to the following elements: 

-individual communicators -messages -encoding -channels and media -reception -interpretations/meaning -feedback

the ______ diverse the goal, the greater the likelihood that distortions and errors will occur

the symbolic forms by which info is communicated 

the process of translating messages from their symbolic form into a form that makes sense. 

1. power used to dominate and control the other 2.power used to work together with the other

1. expert 2. reward 3. coercive 4.legitimate 5. referent

The major sources of power are embedded into 5 different groupings:

1. informational 2.power based on personality and individual differences 3.power based on position in an organization 4.power based on relationships 5.contextual sources of power

power derived from expertise

expert power is accorded to those who are seen as having achieved some level of command and mastery of a body of info

cognitive,motivational, and moral orientations to a given situation that serve to guide one's behavior and responses to that situation

there are 3 ideological perspectives; each operates as a frame, shaping expectations about what one should pay attention to, how events will evolve, and how one should engage situations of power. 

3 cognitive orientation ideological perspectives:

1. the unitary 2. the radical 3. the pluralist

focuses on differences rooted more in needs and energizing elements of the personality rather than in ideology. 

occupying a particular job, office, or position in an organization

_____ power is the foundation of our social structure

Ways people can acquire legitimate power:

-acquired at birth -acquired by an election to a designated office -by appointment or promotion to some organizational position some legitimate authority comes to an individual who occupies a position for which other people simply show respect.

Social norms that exert strong holds over people:

-legitimate power of reciprocity -legitimate power of equity -legitimate power of responsibility or dependence

-how the parties view their goals -how much achievement of their goal depends on the behavior of the other party

often based on an appeal to common experiences, common past, common fate, or membership in the same groups. 

Key aspects of networks that shape power:

tie strength tie content network structure

content is the resource that passes along the tie with the other person. the more the content the stronger the relationship 

the overall set of relationships within a social system

contextual sources of power

power based in the context, situation, or environment in which negotiations take place 

Dealing with others who have more power:

-never do an all or nothing deal -make the other party smaller -make yourself bigger -build momentum through doing deals in sequence -use the power of competition to leverage power -constrain yourself -good info is always a source of power -ask many questions to gain more info -do what you can to manage the process

2 general paths by which people are persuaded

occurs consciously and involves integrating the message into the individuals previously existing cognitive structures. 

subtle cues and context w/ less cognitive processing of the message. -thought to occur automatically leading to attitude change without argument

one sided message structure

dealing with a problem by ignoring arguments and opinions that might support the other party's position

two sided message structure

an approach to ignoring the competition by mentioning and describing the opposing point of view and then show how and why it is less desirable than the presenters point of view. 

Aspects of messages that foster peripheral influence:

-message order -format -distractions

first item in a long list of items is the one most likely to be remembered. 

the tendency for the last item to be presented to be the best remembered. 

enhancing the other's self image or reputation through statements or actions and thus enhancing own's own image in a way. 

2 broad uses of authority in influence seeking

-authority based on one's expertise or credibility -authority based on a person's legitimate position; an existing social hierarchy

Aspects of context that foster peripheral influence

1.reciprocity 2.commitment 3.social proof 4.scarcity 5. use of reward and punishment

one way to increase commitment is to

people look to others to determine the correct response in many situations 

when things are less available they will have more influence

3 approaches for inoculating against the arguments of other parties:

1. prepare supporting arguments for your position only 2.develop arguments against your position only and then develop counterarguments. 3.develop arguments for both your original position and against your position, and then develop counterarguments to refute both

Best way to inoculate against being influenced:

best way to inoculate people against attacks on their position 

involve them on developing a defense 

the ____ the number of arguments in a defense, the more effective it becomes

What are the frames in negotiation?

Which type of framing is a predisposition toward satisfying a broader set of interests or needs in negotiation?

What is framing in negotiation quizlet?

What is most critical for achieving negotiation objectives?