Decision-making under conflicting interests (Week 6)

Question 1

What are the types of negotiation?

Answer 1

1. Distributive negotiation

2. Integrative negotiation

Question 2

What are the characteristics of distributive negotiation?

Answer 2

1. Little cooperation
2. What I gain is what you lose (win-lose)
3. Focus on one single issue (often, money)
4. Conflict dominated, r/s ignored/sacrificed

Question 3

What are the characteristics of integrative negotiation?

Answer 3

1. Strong cooperation
2. Perception of mutual gain (win-win)
3. Focus on multiple issues & multiple options
4. Problem-solving & cooperative r/s

Question 4

How is typology of preference and dual concern theory related?

Answer 4

Concern for self-interest & concern for others' interests
(L, L) = Apathetic 
(L, H) = Selfless givers
(H, L) = Takers
(H, H) = Successful givers (Otherish)

Question 5

What is self-control depletion?

Answer 5

Refers to one’s limited mental resources that influence the capacity to control one’s thoughts, feelings, or behaviours

Question 6

What are the systems of thought for low/high self-control?

Answer 6

Low self-control = System 1, intuitive

High self-control = System 2, deliberative

Question 7

How is self-control and social behaviour related?

Answer 7

Other-focused

• Agreeing with a persuasive msg
• Changing behaviour to match others’ behaviour

Self-focused

• Engaging in more impulsive cheating
• Displaying less prosocial behaviour in charity donations

Question 8

What are the steps to become a rational negotiator?

Answer 8

1. Identify the relative importance of diff. issues
2. Decompose nego. into multiple issues & try to satisfy everyone’s needs
3. Consider alternative options
4. Consider long-term conseqs. of a nego.