Organizational Behaviour at WHU Vallendar | Flashcards & Summaries

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What are factors in the perceiver?

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  • Attention
  • Experiences
  • Stereotypes
  • Current mood
  • ...
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What is anchoring?

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The tendency for a person to rely heavily on the first piece of information they receive when making decisions. In negotiations this can be exploited to psychologically manipulate the opponent.

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What is the framing effect?

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The framing effect is a cognitive bias where people decide on options based on whether the options are presented with positive or negative connotations

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How does one counter a very high anchor and why?

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Don't counter the offer and walk away from the negotiation.

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Why should a high anchor not be accepted or countered?

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This might build a bridge that is too big to cross in the negotiation. Walking away signals that the negotiation cannot continue with the number on the table.

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What are emotions?

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  • Caused by specific event
  • brief in duration (seconds / minutes)
  • specific and numerous
  • usually accompanied by facial expression
  • action-oriented in nature
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What are moods?

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  • Cause is often longer and unclear
  • last longer than emotions (hours / days)
  • More general (2 dimensions: positive; negative)
  • Generally not indicated by expression
  • cognitive in nature
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How does affect relate to emotions and moods?

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Is a broad range of feelings that people experience. Affect can be experienced in the form of emotions or moods and therefore overarches both.

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What are the 6 basic emotions?

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  • Anger
  • Fear
  • Disgust
  • Sadness
  • Happiness
  • Surprise
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​​​​​What are the sources of emotions?


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  • Personality
  • Sleep
  • Exercise
  • Age
  • Time of day
  • Day of the week
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What are the functions of emotions and mood?

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  • Help in decision-making
  • "glue" in interpersonal relationships
  • Influence relevant behaviours at work (e.g. performance)
  • Can signal power (boss effect)
  • Predict creativity
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What factors influence perception?

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  • Factors in the perceiver
  • Factors in the target
  • Contextual factors
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  • 166 Studierende
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Beispielhafte Karteikarten für deinen Organizational Behaviour Kurs an der WHU Vallendar - von Kommilitonen auf StudySmarter erstellt!

Q:

What are factors in the perceiver?

A:
  • Attention
  • Experiences
  • Stereotypes
  • Current mood
  • ...
Q:

What is anchoring?

A:

The tendency for a person to rely heavily on the first piece of information they receive when making decisions. In negotiations this can be exploited to psychologically manipulate the opponent.

Q:

What is the framing effect?

A:

The framing effect is a cognitive bias where people decide on options based on whether the options are presented with positive or negative connotations

Q:

How does one counter a very high anchor and why?

A:

Don't counter the offer and walk away from the negotiation.

Q:

Why should a high anchor not be accepted or countered?

A:

This might build a bridge that is too big to cross in the negotiation. Walking away signals that the negotiation cannot continue with the number on the table.

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Q:

What are emotions?

A:
  • Caused by specific event
  • brief in duration (seconds / minutes)
  • specific and numerous
  • usually accompanied by facial expression
  • action-oriented in nature
Q:

What are moods?

A:
  • Cause is often longer and unclear
  • last longer than emotions (hours / days)
  • More general (2 dimensions: positive; negative)
  • Generally not indicated by expression
  • cognitive in nature
Q:

How does affect relate to emotions and moods?

A:

Is a broad range of feelings that people experience. Affect can be experienced in the form of emotions or moods and therefore overarches both.

Q:

What are the 6 basic emotions?

A:
  • Anger
  • Fear
  • Disgust
  • Sadness
  • Happiness
  • Surprise
Q:

​​​​​What are the sources of emotions?


A:
  • Personality
  • Sleep
  • Exercise
  • Age
  • Time of day
  • Day of the week
Q:

What are the functions of emotions and mood?

A:
  • Help in decision-making
  • "glue" in interpersonal relationships
  • Influence relevant behaviours at work (e.g. performance)
  • Can signal power (boss effect)
  • Predict creativity
Q:

What factors influence perception?

A:
  • Factors in the perceiver
  • Factors in the target
  • Contextual factors
Organizational Behaviour

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