PSYCH 238- Final Exam Guide - Comprehensive Notes for the exam ( 26 pages long!)
30 Nov 2017
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Negotiation: a decision making process among interdependent parties who do not share identical preferences to r each a satisfactory exchange among between the parties . Distributive bargaining: negotiation that seeks to divide up a fixed amount of resources; a win-lose situation. Available resources: fixed (usually single-issue is the focus. Integrative bargaining: negotiation that seeks one or more settlements that can create a win-win solution. Joint gains: total gains for yourself and the other party. Integrative potential: the potential to increase value in negotiation, when one less preferred issue is traded0off for a more preferred issue . Cmu mba graduated study (babcock & laschever, 2003) Students who negotiated were able to increase their starting salaries by 7. 4%. % hr officials who say employment offersare negotiable even in a touch economy: salary-90%, early salary review-55%, bonus-47%, annual bonus- Boqles, babcock and lai (2007): series of vignette studies.
