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Class Notes for Organization Studies at York University

ORGS 4560 Lecture 25: ORGS 4560 Lecture 25
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ORGS 4560 Lecture 25 The Principle of Consistency: People align with their clear commitments o Make their commitments active, public, and voluntary o Commitments have a powerful effect on future actions o Individuals feel ...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture Notes - Lecture 10: Fiduciary
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ORGS 4560 Lecture 10 Misrepresentation - Negotiator to make a positive misstatement before a statement is judged fraudulent, basic legal rule for commercial negotiators is be silent and be safe - In ...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture 17: ORGS 4560 Lecture 17
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ORGS 4560 Lecture 17 The Ethical Schools in Action - Poker School adherent might suggest a lie, both parties are sophisticated business people in this deal, so a lie about alternatives is probably legall...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture 9: ORGS 4560 Lecture 9
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ORGS 4560 Lecture 9 Bargaining with the Devil - Sifford decided to go shopping, the price tag was $495, with a discount it was $450, bargain for this globe - Never haggled in a store before and had always t...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture 26: ORGS 4560 Lecture 26
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ORGS 4560 Lecture 26 Special Task Forces: Provisioned groups to manage projects that are under tight time constraints or are too large, too complex, or too political to be managed by an individual o Ex. CEO needs ideas on ...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture Notes - Lecture 18: Bid Rigging, Dont
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ORGS 4560 Lecture 18 The Bidding War Victims of bid rigging, blatant form of deception, like lowballing phony bids are designed to exert subtle psychological pressure on people who do not suspect they are being conned Tec...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture Notes - Lecture 2: Inner Ear, Amygdala, Brainstem
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ORGS 4560 Lecture 2 Emotions: A Definition - Person must be emotionally interested enough and care enough about discerning the truth to persevere despite distractions - When emotion infuses an evaluative ju...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture Notes - Lecture 33: Social Contract, Best Alternative To A Negotiated Agreement
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ORGS 4560 Lecture 33 Risk Factors Problems of lack of awareness and benign neglect Negotiators form diverse organizational, professional, or national cultures often bring clashing assumptions to the table Failure can also ...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture 1: ORGS 4560 Lecture 1
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ORGS 4560 Lecture 1 How Much Should You Share? - Fearful of being hurt by revealing too much information, most negotiators play their facts and preferences close to the vest - Other end of the spectrum, cur...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture Notes - Lecture 34: Best Alternative To A Negotiated Agreement, Efficient Frontier
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ORGS 4560 Lecture 34 Preparing for negotiation Have wish list ready for the joint resolution of issues-might be forced to make hard value tradeoffs Sort out preferences on a basis of value AND order issue...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture Notes - Lecture 35: Best Alternative To A Negotiated Agreement, Efficient Frontier
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ORGS 4560 Lecture 35 Structuring fundamental interest It is advised that each party separately and then collectively probe its real fundamental interests A specific issue may tap into several interests, and each interest m...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture 19: ORGS 4560 Lecture 19
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ORGS 4560 Lecture 19 Rogues Gallery of Tactics - Most of them are well within the boundaries of the Poker School and some can work even for pragmatists when there is no relationship problem in view LIE...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture Notes - Lecture 20: Nibble, Logical Consequence
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ORGS 4560 Lecture 20 CONSISTENCY TRAPS - The other negotiator gets you to agree to an innocent-sounding standard or norm, springs the trap by showing you that his proposal is the logical consequence of a...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture Notes - Lecture 28: Oligarchy
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ORGS 4560 Lecture 28 Decision rules operating procedures o Ex. Consensus Some groups discuss consensus rule majority rules, only after it becomes clear that consensus cannot be achieved o Develop a matrix fill in interests...

Organization Studies
ORGS 4560
Indira Somwaru
ORGS 4560 Lecture 3: ORGS 4560 Lecture 3
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ORGS 4560 Lecture 3 - the emotions that we display help us signal the other party about our intentions and give us critical feedback about the other side's mood and willingness to agree - Because we r...

Organization Studies
ORGS 4560
Indira Somwaru

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