| What are the strategies in the Dual Concerns Model? | Forcing, Yielding, Avoiding, Problem Solving, Compromising. |
| What are the elements of game theory applied to negotiations? | Players, Timing, Information, Actions, Payoffs. |
| What is a Nash Equilibrium? | game theory concept that describes a situation where no player can improve their outcome by changing their strategy |
| : What is the dominant strategy in the Prisoner's Dilemma? | Defecting, because it yields the best outcome regardless of the other player’s choice. |
| What are the payoffs in the Prisoner's Dilemma? | Payoffs are: (-2,-2) if both cooperate, (-5,-1) or (-1,-5) if one defects and the other cooperates, and (-7,-7) if both defect. |
| When is a game considered solved in negotiations? | A game is solved when one can describe the equilibria—the expected outcomes based on players’ strategies. |
| When do opportunities for distributive bargaining arise? | In situations of anonymity or well-defined negotiations, such as real estate or car sales. |
| What are the target point, resistance point, and bargaining zone? | Target point is the most preferred outcome; resistance point is the least acceptable outcome; bargaining zone is the range between the parties’ resistance points. |
| What are key tactics in distributive bargaining? | Assessing the other party’s goals, managing impressions, modifying perceptions, and manipulating costs of delay. |
| How can negotiators manage the other party’s impressions? | Through screening or emphasizing certain information to influence perceptions |
| What does modifying the other party’s perceptions involve? | : Changing how the other party views the negotiation, often by presenting information strategically. |
| How can negotiators manipulate the actual costs of delay or termination? | Using disruptive actions, forming alliances with outsiders, or manipulating the negotiation schedule. |
| What is Ross' critique of Chapter 1 from Lewicki et al.? | He finds some concepts and strategies useful but criticizes the language and unsupported claims, advising the "smell test" and asking for evidence. |
| What is the "smell test" in the context of negotiation? | A method to evaluate if something seems credible or logical; if it doesn't "smell right," further evidence should be requested. |
| The dual concern model is | understanding people's approaches to conflict based on their concern for their own outcomes versus the outcomes of others. |
