MGT 3513 Quiz: 3513 TEST TWO (97% in the course
Document Summary
Rules of fair behavior people have their own rules. Context matters depends what your goals are. Positive emotions- increase information sharing, increase creative thinking, decreases hostility and aggressiveness, leads to more collaborative bargaining, leads to persistence in negotiations (less likely to be deterred when they run into obstacles. Incidental emotion/ affect- can also be useful to negotiators, you know what kind of emotional mood the other party is in so you are not trying to create an emotional response. *research finds that people are more likely to ask someone for something if they know they are in a positive mood. *research finds a difference between men and women and how their moods are evaluated. Equality rule outcomes are distributed without consideration of inputs. Equity rule distribution should be considered on contribution. Needs base rule benefits should be proportional to need. *people take more risk when it is only affecting themselves.
