MGT 400 Final: MGT 400 Final Study Guide 10 and 12.docx
Document Summary
Influence and negotiation (chapter 10 and negotiation exercises) Different behavioral responses to influence: conformity, compliance, and obedience. Six principles to influence individuals: social proof (asch"s experiment), authority (milgram"s. In the original study, 65% of all teachers administered the maximum voltage (what they believed to be potentially lethal doses of shock to the learner: participants did not enjoy doing so. They showed obvious signs of emotional stress, e. g. , groaning, hand shakiness, nail biting, nervous laughter: similar results were found in canada, england, jordan, and the former. West germany: these findings suggest that when people take on roles that prescribe obedience (e. g. , student, soldier, or employee), the sense of responsibility for the outcomes of their own conduct is likely to be diminished. Batna, reservation price, impasses: negotiation: a process in which at least two partners with different needs and viewpoints try to reach agreement on matters of mutual interest.
