CH 15 NEGOTIATIONS : personality traits and abilities

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what has LOW assertiveness and HIGH cooperation?

accommodating style

conflict style is determined on WHICH TWO DIMSENSION?

assertiveness & cooperativeness

high self monitors

attentive to external, interpersonal info that arises in social settings and are MORE inclined to treat this info as cues to HOW THEY SHOULD BEHAVE

what has LOW assertiveness and LOW cooperating?

avoiding style

interpersonal trust

basically being able to trust someone fully

agreeableness

being flexible, cooperative, trusting

low trusters

believe ppl cant be trusted `

high trusters

believe that others will be trust worthy

what has HIGH assertiveness and HIGH cooperation?

collaboration style

What are the 5 conflict styles?

competing accomodating avoiding collaborating compromising

what has HIGH assertiveness and LOW cooperation?

competing style

what has MODERATE assertiveness and MODERATE cooperation?

compromising style

what are the 9 approaches to studying personality

conflict style social value orientation interpersonal trust self efficacy and locus of control self monitoring machiavellianism face threat sensitivity epistemic motivation

epistemic motivation

desire to develop a rich understanding of the world or situation

4 parts of machiavellianism

distrust amoral manipulation desire for control desire for status

Machiavellianism

personality trait which sees a person so focused on their own interests they will manipulate, deceive, and exploit others to achieve their goals.

low self monitors

-Less attentive to external info that may cue behavior - guided more in their behavioral choices by INNER, PERSONAL FEELINGS.

personality traits

stable tendencies to think, feel, or behave in certain ways that can be identified and measired

self-efficacy

a judgment about one's ability to behave in a given situation

pro-social orientation

a preference for outcomes that benefit BOTH self and others with whom they are interdependent

what are the BIG 5 personality factors

extraversion, agreeableness, conscientiousness, emotional stability, openness to experience

amoral manipulation

high machs are "selectively willing to deviate from moral standards when the opportunity for gain presents itself"

desire for status

high machs are driven to pursue goals such as wealth, power, and status

distrust

high maths are actively distrustful of others

assertiveness

how much you cain for your OWN individual outcomes

openness

imaginative, broad minded, curious

pro-self orientation

person is primarily concerned with PERSONAL outcomes and UNCONCERNED with outcomes obtained by the OTHER PARTY

social value orientation

pro self v pro social

low epistemic motivation

quick impressions, snap judgments

conscientiousness

responsible, organization, achievement oriented

emotional stability

secure, confident, not anxious

desire for control

seeing other people as threatening, high machs wish to DOMINATE interpersonal situations

extraversion

sociable, assertive, talkative

locus of control

the extent to which people PERCEIVE they have control over the situation

high epistemic motivation

thoughtful, carefully analyzed, carefully constructed responses

Face Threat Sensitivity

want to maintain public image or reputation; you can want this for yourself or others

cooperativeness

willingness to work with others to achieve common goals

self monitoring

you are responsibly to SOCIAL CUES from the surrounding environment


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