Organizational Behavior and Decision-Making

These flashcards include key definitions and concepts related to organizational culture, personality, decision-making, and negotiation.

Organizational Culture

A system of shared values and norms that shapes how group members think, feel, and behave.

Strong Culture

Exists when values and norms are widely known, strongly held, and consistently enforced.

Cohesion and Solidarity

The sense of unity and togetherness among members of an organization.

Groupthink

A phenomenon where the desire for harmony in a group leads to irrational decision-making.

Competitive Advantage

A condition that allows an organization to perform better than competitors.

Artifacts

Visible expressions of culture, such as rituals, stories, language, and symbols.

Personality

Relatively stable ways of thinking, feeling, and acting that make a person unique.

MBTI

Myers-Briggs Type Indicator, a tool for classifying people based on their preferences.

Elaboration Likelihood Model

A model of persuasion that describes two pathways of processing information: central and peripheral.

Weak Situations

Contextual conditions with low clarity, weak norms, and fewer constraints.

Terminal Values

Desired end states or ultimate goals that individuals aim to achieve.

Bounded Rationality

The concept that people try to make rational decisions but are limited by information and cognitive abilities.

Noise

Undesirable variability in judgments of the same problem.

Nudges

Changes in the environment that make better decisions easier or more likely.

Distributive Negotiation

A negotiation approach that focuses on a single issue, considered zero-sum and win/lose.

BATNA

Best Alternative to a Negotiated Agreement; the best fallback if no agreement is reached.

ZOPA

Zone of Possible Agreement; the overlap between the buyer’s and seller’s reservation prices.

Integrative Negotiation

A negotiation strategy that involves multiple issues and allows both parties to improve through trade-offs.

Pareto Optimality

A state where no further improvements can be made for one side without harming the other.