CH 15 NEGOTIATIONS : personality traits and abilities
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