Kolb and Coolidge use as a guide only

Feb 3rd, 2012
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According to Kolb and Coolidge, what are the ways that women conceptualize negotiations differently than men? 2. Define "interpersonal trust." What is the value of this? According to Rotter's research how is interpersonal trust determined by the experiences that individuals have in dealing with others? 3. How does the nature of agreements vary between cultures? What did researchers Adler, Brahm and Graham find about the differences in negotiation strategies and tactics in the cultures of the Chinese and Americans? 4. The subject of how to deal with difficult people in the workplace has received increasing attention in recent years from several authors who have made several valid points in dealing with this type of person. First, everyone can exhibit difficult behaviors or be difficult to deal with at times; some people, however, are invariably difficult, and their behavior follows predictable and identifiable patterns. What are the other two points?

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NAME:INSTRUCTOR NAME:DATE:Gender, often have a potential impact and material implications in negotiations. Over the last years, the scholars are thriving to understand the basic psychological processes behind the negotiations, both in men and women. The impact on negotiation depends on which party has more bargaining power. The party with a higher bargain power may be seen to influence the negotiations.Despite the fact that women make up to 50 percent of the total labor force and are graduated more in number as compared to the males, women are still not anywhere near parity in senior positions of the organization. Moreover, women are less likely than men to ask, and hence less likely to initiate negotiations, less positively disposed toward negotiations and are more likely to set lower goals. Further when it comes to compensation, women are expected to less in compensation as compared to men.Interpersonal trust is the perception, one has on other, that other person will not go against our interests. Several factors impacts on trust:Length of relationshipCommunicationCommitmentReducing opportunistic behaviourAdjusting to the needs of other peopleInterpersonal trust is of immense importance because it ensures:Team spiritTarget fulfillmentLess turnoverCordial environmentAccording to Rotter, interpersonal trust is determined by the expectation one has on the other person and expectation is based on the past experience. For example, behaving in accord

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