UNT PACS 4050 - Final Exam Study Guide (9 pages)

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Final Exam Study Guide



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Final Exam Study Guide

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A study guide including vocabulary and notes from chapters 8-12.


Pages:
9
Type:
Study Guide
School:
University of North Texas
Course:
Pacs 4050 - Negotiation
Negotiation Documents

Unformatted text preview:

PACS 4050 1st Edition Final Exam Study Guide Lectures 8 12 Lecture 8 Chapter 8 October 29 What if They Don t Obey the Rules of the Road Trust Ethics and Reputation in Negotiation Relation based trust When you have a strong pre existing relationship with the other person you can predict their trustworthy behavior with accuracy In this type of relationship you can freely share information and assume the other will not exploit you Knowledge based trust The type of trust that develops when you know the other person and have had some prior interactions with them such that you can be confident inn predicting their behavior Identity based trust Trust in another person that is based on a shared identity like same religion or same sorority You do not actually know or have personal experience with the individual but you trust them due to your shared identity Institutional based trust The type of trust you have in someone because you know the institution or organization they represent has structures or policies in place that require their members to act in trustworthy ways Deception Giving information that implicitly encourages people to draw false conclusions Trust dilemmas Are mixed motive situations where there are short term incentives to compete To move the other person toward thinking long term you must focus on the future of the relationship increase communication focus on joint outcomes and institute accountability Ethics of purpose Is an absolutist approach to ethics that views people as basically good and suggests they will use a good means to reach a good end Ethics of principle A relativist approach to ethics that is grounded in the prevalent culture It assumes that people are rational and will do the right thing to produce an outcome that is consistent with the culture A do unto others approach Ethics of consequence A utilitarian or pragmatic approach to ethics It assumes the individual will choose the action that produces an outcome that does the lease harm and



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