Gender, Personality, and Conflict Resolution in Negotiation

Sex vs. Gender (Conceptualization) Sex refers to _____ ________(male/female). Gender refers to _______ and ________markers of the sexes (roles/identity)

biological categories, cultural, psychological

Broad-brush Gender DifferencesStatistically small differences in _____ , but men and women conceive of _______ , ________, and are treated _________

outcomes, negotiation, communicate, differently

Embeddedness (Gender Difference)

The view that negotiation is embedded in broader _______ ________; differences arise from how men/women view the link between ______________and _____________/_____________

social contexts, negotiation, relationships/social roles

Empirical Findings on Gender

Women may be at a ____________ ; often penalized for self-promotion (Impression Management) ; stereotypes affect performance (masculine stereotypes increase ____________, feminine increase __________ ______________) .

disadvantage, competition, integrative potential) .

Ways to Overcome Gender Differences

_____________: Connect stereotypes to outcomes (disprove them). ______________: Adopt a "powerful mindset". ____________l: Alter social roles to reduce constraints.

Motivational, Cognitive, Situational

Personality (Concept)

Stable tendencies to _______, ______ or ________ in certain ways , also called ______________.

think, feel, behave, dispositions

5 Conflict Management Styles

1. __________, 2. ___________, 3. _________ (Avoid), 4. __________, 5. ___________; based on ____________(self) and _____________(other) .

Compete, Accommodate, Yield, Collaborate, Compromise Assertiveness, Cooperativeness

Self-Efficacy vs. Locus of Control

Self-Efficacy: __________ in one's ability to act __________. Locus of Control: __________ of control over__________ (Internal = _______, External = ________) .

Belief, effectively, Perception, events, ability, luck

Self-Monitoring

Responsiveness to ______ _______. High monitors plan ___________/___________; Low monitors are guided by __________ _______________

social cues, impressions/strategies, internal feelings.

Big Five Personality Factors

Extraversion, Agreeableness, Conscientiousness, Emotional Stability, Openness .

Cognitive Ability

General mental capability involving ___________, ___________, and __________ ________________(intelligence).

reasoning, planning, abstract thinking

Cognitive Ability vs. Emotional Intelligence

Cognitive ability predicts __________ ___________ (value creation). EI is the ability to ___________/____________ emotion and creates __________ negotiation experiences.

integrative success, perceive/regulate, positive

Perspective Taking Ability

Capacity to consider the world from _________ _________; helps uncover _______ __________ and _________ _____________.

another's viewpoint, shared interests, reduce anchoring

Experience in Negotiations

Experience improves __________ ___________; Incremental theorists (skill is ___________) outperform Entity theorists (ability is ___________).

judgment accuracy, learned, fixed

Impasse (Definition)

A condition where there is no apparent quick or easy ____________. Can be __________(deliberate) , ________ (unable to move) , or __________.

resolution, tactical, genuine, partial

4 Characteristics of Intractable Conflicts

1. _____________(backed into a corner) , 2. _____________-(emotionality) , 3. _______________(invades private life) , 4. _____________(number of issues).

Divisiveness, Intensity, Pervasiveness, Complexity

Renegotiation Types (Environment leading to Impasse)

1. __________(expiration) , 2. ____________(scheduled) , 3. ______________(violation/no clause; highest risk of impasse).

Postdeal, Intradeal, Extradeal

6 Fundamental Mistakes Leading to Impasse

1. _________other's problem, 2. Too much focus on _______, 3. Positions over _________, 4. Too much focus on _______ _________ 5. Neglecting __________, 6. Adjusting ___________incorrectly .

Neglecting, price, interests, common ground, BATNAs, perceptions

3 Levels to Resolve Impasses

1. __________(change view of situation) , 2.__________(change feelings/trust) , 3. ___________(change future actions).

Cognitive, Emotional ,Behavioral

6 Strategies for Resolving Impasses

1. Agree on ______/_________, 2. Reduce _______, 3. Improve ____________, 4. Control _________ (fractionate), 5. Establish ________ ________, 6. Enhance ____________ of options .

rules/procedures, tension, communication, issues, common ground, desirability

Ways to Establish Common Ground

______________ goals , Common ___________ , Common __________ , Manage ______/_______ , ________ , Build _______.

Superordinate, enemies, expectations, time/deadlines, Reframe, trust

Steps to Establish Rules and Procedures

Determine _______, Set _______, Determine _________, Set ________ limits, Set __________ rules, Follow _____/_______, _____________ process

site, agenda, attendance, time, procedural, dos/don'ts, Critique

Responding to Hardball Tactics

1. _______ them on it (identify/discuss), 2. ________ them, 3. Offer to ________ methods (avoid ___________ in kind).

Call, ignore, change, responding

Responding to Irrationality

Understand why (_________, Hidden _________, Hidden ___________). Avoid ________. Use _________ or _______ _________if needed.

Uninformed, constraints, interests, labeling, BATNA, third party

Managing Difficult Conversations (Preparation)

____________ the conversation , _________ with a neutral party __________ a team.

Visualize, Practice, Assemble

3 Elements of Managing Difficult Conversations

1. _________(precise language) , 2. _________ (neutral non-verbal) , 3. _________ ___________ (non-provocative language).

Clarity, tone, temperate phrasing

Responding to Anger

1. _______ why, 2. Give _________ to their anger, 3. _________ the emotion, 4. _______ on underlying interests.

Understand, voice, sidestep, focus

Ury's 5-Stage Breakthrough Approach

1. ______ ________ (Go to Balcony) , 2. _____ _________(Step to Side) , 3. _______ the ________ (Reframe) , 4. Make it Easy to Say _______ (Golden Bridge) , 5. Make it Hard to Say _________ (Bring to Senses)

Don't React, Disarm Them, Change Game, Yes, No