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28 Cards in this Set
- Front
- Back
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tacit negotiations
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negotiations conducted w/o contracts and explicit agreements
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two tyepes of negotiation situations
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cooperative
noncooperative |
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cooperative negotiations (4)
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contract is explicit
mutual understanding people negotiate via proposals/ counterproposals people come to table voluntarily |
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noncooperative
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contract is tacit
people don't know what others will do people negotiate through behavior and actions people often pulled into negotiations w.o wanting to be |
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____is the situation that results when people engage in behaviors that maximize self-interest but lead to collective disaster
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Social dilemma
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common myths about interdependent decision making
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Myth 1: “it’s a game with wits, I can outsmart them”
Myth 2: “it’s a game of Strength: show ‘em you’re tough” Myth 3: “it’s a game of chance: hope for the beat” |
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prisoner's dilemma
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conflict between individual and collective well-being
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four challenges of the future suggest that people will have to learn to engage in effective tacit negotiation and intelligently navigate social dilemma
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-decentralization-
-strategic alliance- -specialization- -competition- |
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decentralization
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many companies are moving away from top down to ______ management systems, where managers are empowered to make decisions, broker deals, and capitalize on opportunities. This may often lead to conflict of interest
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strategic alliance
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alliances are crucial for companies who are in battle for market share. _______ allow companies to develop products and rapidly expend their market while manging risk and costs through resource sharing. However, the majority of alliances are unsuccessful. key factors in the development of _____ include the management of competition
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specialization
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extent in which business units and companies are highly specialized dictates their dependence on others.
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competition
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competitors routinely face social dilemmas. some industries seem particularly vicious, such as telephone companies.
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multiple trails
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make a choice
receive feedback about the other's choice experienced the consequence then made another choice |
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dominance detection
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a dominant strategy results in a better outcome for player 1 no matter what payer 2 does
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equilibrium outcome
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no player can unilaterally (single-handedly) improve her outcome by making a different choice
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Backward induction
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the mechanism by which a person decides what to do in a repeated game situation by looking backward from the last stage of the game
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tit for tat
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tit-for-tat always cooperates on the first trial, and on subsequent trials it does whatever its opponent did on the previous trial
- It never beat opponents, it just matched their points. It was successful in maximizing overall gains because it induced cooperation from its opponents |
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why tit fot tat was effective
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not envious
nice tough Forgiving Simple |
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Resource conservation dilemma (collective traps)
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people take or harvest resources from a common pool.
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Public goods dilemma (collective fences)-
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people contribute or give resources to a common pool or community
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two major types of approaches for maximizing cooperation
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structural strategies
psychological strategies |
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define: Structural strategies
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involve fundamental changes in the way that social dilemmas are constructed. They are usually the result of thoughtful problem solving and often produce a change in incentives
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Structural strategies include
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align incentives
monitor behavior regulation privatization tradeable permits |
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Psychological Strategies
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inexpensive and only require the wits of the influence agent
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Psychological Strategies include
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psychological contracts
superordinate gods communication personalize others social sanctions focus on benefits of cooperation |
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____ dilemma's characteristics
-involves several people -cost of defection is spread out -riskier -provides anonymity -less control over situation |
social
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____ dilemma's characteristics
-involves two parties -cost of defection focus on one person -not risky -does not provide anonymity -more control over situation |
prisoner's
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how to encourage cooperation in social dilemmas
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keep strategy simple
signal via actions do no be the first to effect be sensitive to egocentric bias |
