Topic 5 Terms

Question 1

Accomodation

Answer 1

Involves playinh down differences among the conflicting parties and highlighting similarities and areas of agreement

Question 2

Active Listening Skills

Answer 2

Focusing on mindfully hearing and providing feedback that helps the speaker work through a problem or issue

Question 3

Advising

Answer 3

Telling someone what to do

Question 4

Alternative Dispute Resolution

Answer 4

When a neutral third party works with persons involved in a negotiation to help them resolve impasses and settle disputes

Question 5

Anchoring And Adjustment Heuristic

Answer 5

Basing a decision on incremental adjustments to a value determined by historical precedent or some reference point

Question 6

Arbitration

Answer 6

A neutral third party acting a judge that has the power to issue a decision that is binding on all parties

Question 7

Attribution Bias

Answer 7

The tendency to attribute causes of problems to others rather than ourselves

Question 8

Availability Heuristic

Answer 8

Basing a decision on recent events relating to the situation at hand

Question 9

Avoidance

Answer 9

Ignoring or not mentioning unpleasant topics because of fear of what will be said or the inability to handle it

Question 10

Bargaining Power

Answer 10

The strength of the position we bring to a negotiation situation

Question 11

Bargaining Zone

Answer 11

The range between one party’s minimum reservation point and the other party’s maximum reservation point

Question 12

BATNA

Answer 12

The best alternative to a negotiated agreement

Question 13

Behavioral Decision Making

Answer 13

Views decision making as acting only in terms of waht they perceive in a given situation

Question 14

Blind Spot

Answer 14

Something we don’t know about ourselves but others do

Question 15

Bounded Rationality

Answer 15

Incomplete information, time and resource constraints that limit the ability to be rational

Question 16

Charisma

Answer 16

Compelling attractiveness or charm that can inspire devotion in others

Question 17

Classical Decision Making

Answer 17

Views decision makers as acting in a world of complete certainty

Question 18

Cognitive Limitations

Answer 18

Restrictions on what a person is able to know at any given point in time

Question 19

Compromise

Answer 19

Occurs when each party shows moderate assertiveness and cooperation and is ultimately willing to give up something of value to the other

Question 20

Confirmation Error

Answer 20

The tendency to seek confirmation for what is already thought to be true and not search for disconfirming information

Question 21

Conflict

Answer 21

Occurs when substantive or emotional disagreements create friction among individuals or groups

Question 22

Conflict Resolution

Answer 22

Eliminating the underlying reasons for conflict

Question 23

Congruent

Answer 23

Matching verbal words with nonverbal body language

Question 24

Connotation

Answer 24

A commonly understood cultural or emotional association that some word or phrase carries in addition to its explicit or literal meaning

Question 25

Consultative Decision

Answer 25

Decision made by one individual after seeking input from or consulting with members of a group

Question 26

Cooking The Conflict

Answer 26

Creating conditions for people to engage their differences to generate creative tension

Question 27

Decision Making

Answer 27

The process of choosing a course of action dor dealing with a problem or opportunity

Question 28

Defensiveness

Answer 28

When we feel attacked and need to protect ourselves

Question 29

Deflecting

Answer 29

Shifting to another topic

Question 30

Denotation

Answer 30

The translation of a word to its literal meaning, more or less as dictionaries define it

Question 31

Developmental Feedback

Answer 31

Provides information about what we are doing well and what could use improvement

Question 32

Difficult Conversation

Answer 32

Conversation where there is strong emotion, potential conflict, and a consequence at stake

Question 33

Disconfirmation

Answer 33

When we feel we are being put down or our self-worth is being questioned

Question 34

Distributive Negotiation

Answer 34

When parties try to stake out their positions and claim certain portions of the available pie

Question 35

Dysfunctional Conflict

Answer 35

Conflict that works to the disadvantage of an individual or team

Question 36

Effective Negotiation

Answer 36

When substance issues are resolved and working relationships are maintained or even improved

Question 37

Emotional Conflict

Answer 37

Conflict over interpersonal difficulties that arise over feelings of anger, mistrust, dislike, fear, resentment, and the like

Question 38

Escalating Commitment

Answer 38

When parties lock in to their demands and are reluctant to back down

Question 39

Feedback Giving

Answer 39

Providing information to others about outcomes of their performance, behavior, or actions

Question 40

Feedback Orientation

Answer 40

One's overall receptivity to feedback

Question 41

Feedback Seeking

Answer 41

Pursuing feedback to learn more about ourselves, our performance, and how others perceive us

Question 42

Framing Effect

Answer 42

When the choice between two alternatives reverses depending on whether the scenario focuses on the potential gain or the potential loss associated with each alternative

Question 43

Framing Error

Answer 43

Solving a problem in the context in which it is percieved

Question 44

Functional Conflict

Answer 44

Conflict the benefits individuals, the team or the organization

Question 45

Hard Bargaining

Answer 45

Each party holds out to get its way

Question 46

Hearing Problem

Answer 46

When parties are unable or unwilling to listen to the other is really saying

Question 47

Heuristics

Answer 47

Simplifying strategies used to make decisions

Question 48

Hindsight Trap

Answer 48

The tendency to overestimate the degree to which an event that has already taken place could have been predicted

Question 49

Individual Decisions

Answer 49

Decisions made by the authority figure on behalf of the team

Question 50

Integrative Negotiation

Answer 50

Negotiation that focuses on the merits of the issues, and the parties involved try to enlarge the available pie rather than state claims to certain portions of it

Question 51

Intuition

Answer 51

The ability to know or recognize quickly the possibilities of a given situation

Question 52

Intuitive Decision Making

Answer 52

Approaching problems in a flexible and spontaneous fashion

Question 53

Johari Window

Answer 53

Tool for helping us understand when we need feedback

Question 54

Ladder of Inference

Answer 54

Members critically analyze why they have a particular ideological belief

Question 55

Lose-Lose Conflict

Answer 55

Nobody gets what they want in a conflict situation