PSYC221 Personality 3 levels 09 30 2013 Level 1 Trait Level 2 Adaptation change with situations environments o Bidirectional influence with level 1 Level 3 Life story narrative identity o Integrates a reconstructed past perceived present and anticipated future into a coherent and vitalizing life myth Overcoming adversity contributes to life narrative stories of struggle and redemption Vertical coherence matching Personality The person situation debate o Personality stability in behavior over time o Behavior B Personality P x Situation S How much of our behavior is determined by personality o 0 40 correlation across situations or time o 15 20 of variability in behavior Big 5 Traits OCEAN Openness to experience o Inventive creative original Conscientiousness o Thorough neat systematic Extraversion o Socially active outgoing Agreeableness o Kind polite pleasant Neuroticism o Reactive stressed Types don t really exist e g Myers Briggs Traits are largely independent of each other Extraversion people who are more social are happier Neuroticism chronic negative responses to stress Introversion and Neuroticism sensory processing sensitivity Openness need for cognition Openness associated with cognitive strength more than other traits Speed of information processing Increased vocabulary Personality is very stable across college years Except neuroticism which declines somewhat Moderate stability across the lifespan Extraversion Neuroticism are the most stable among the others o Especially in men Openness mixed results Personality and Genetics Huge genetic influence Twin and adoption studies o 40 50 genetic similarity o 10 25 shared environment o 25 30 unique environment Big 5 Reflections Not based on theory only number crunching Doesn t explain all personality traits o E g moral character Lacking developmental perspective o Can t measure these traits in kids Over reliance on surveys questionnaires o Need more descriptive data narratives Speech Extraversion talk about social events positive emotions Openness fewer 1st person pronouns Neuroticism opposite and talk more about themselves First person pronouns are a mark of self focus o Higher in women low status people and depressed suicidal people Music and Personality Integral to self concept social badge Most frequent topic among people trying to get to know each other Introduction to Negotiation 09 30 2013 Negotiation A process by which two or more parties attempt to resolve their opposing interests o Persuasion and influence situational context personality and individual differences attributions norms and rules interpersonal relationships Six characteristics of negotiations Parties voluntarily engage in communication to divide and exchange resources parties make offers and counteroffers belief that the conflicting interests exist compromises and mutual adjustments are expected parties are interdependent so out comes are determined jointly parties have incomplete knowledge about each other s interests How to prepare to negotiate Negotiating a job offer four aspects of preparation o Target point goals o alternatives o reservation point limits o research your counterpoint Target Points Goal The point at which a negotiator would like to conclude negotiations the optimal goal o Should be explicit researched justified specific Alternatives One of the most important sources of power in a negotiation it is an option to walk away your BEST alternative to a negotiated agreement your BATNA should be determined by objective reality not desires o Developing your BATNA Brainstorm your alternatives evaluate alternatives in terms of their relative attractiveness attempt to improve your BATNA BATNA Reservation Point Your BATNA helps you set your reservation point o Your reservation point should be based on your best alternative it is your absolute bottom line or the lowest possible offer you can accept o the reservation point of the two parties determine the zone of possible agreement ZOPA bargaining zone o negative bargaining zone walk away negotiating is costly First Offers Powerful anchors in the negotiation correlated at least 0 85 with final outcomes based on your target be aggressive making the first offer o think about the most aggressive offer you can justify o be patient silence is a powerful tool If you aren t going to make a first offer prepare your opening offer another Make a counteroffer diminishes the prominence of anchor signals way willingness to negotiate Concessions The reductions that a negotiator makes during the course of negotiation making concessions time o avoid unilateral concessions do not make more than one at a one exception if you believe counterpart is at their RP o make gradual not immediate concessions o label your concessions and make them contingent o watch the pattern of concession rates Distributive Negotiation Distributive scenarios are those in which there can only be one winner or where the parties are attempting to get a larger share primary objective is to claim as much of the ZOPA as you can Integrative Negotiation achieve their goals Integrative scenarios are those in which both parties an do well and o Goals are not mutually exclusive o possibility of a win win solution o involve creating value then claiming part of the expanded pie signs of integrative potential o more than one issue on the table additional issues can be brought to the table o different preferences across issues 09 30 2013
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