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In social psychology, distributive justice is defined as perceived fairness of how rewards and costs are shared by (distributed across) group members. [2] For example, when some workers work more hours but receive the same pay, group members may feel that distributive justice has not occurred.
Distributive negotiation operates under zero-sum conditions, where it is assumed that any gain made by one party will be at the expense of the other. Haggling over prices on an open market, as in the purchase of a car or home, is an example of distributive negotiation.
Distributive justice is conceptualized as the fairness associated with decision outcomes and distribution of resources. The outcomes or resources distributed may be tangible (e.g., pay) or intangible (e.g., praise). Perceptions of distributive justice can be fostered when outcomes are perceived to be equally applied. [11]
An example of a risk that could occur during the reciprocal exchange is the factor that the second party could end up not returning the favor and completing the reciprocal exchange. Binding negotiated exchanges involve the least amount of risks which will result the individuals feeling low levels of uncertainty.
The objective of distributive bargaining is to gain a big portion of a certain pie of value, whereas the goal of integrative bargaining is to increase the size of the pie. In order to understand the consequence of unmitigated communion in negotiation, two conflict situations which includes distributive and integrative should be distinguished. [11]
Good cop, bad cop, also informally called the Mutt and Jeff technique, [1] is a psychological tactic used in interrogation and negotiation, in which a team of two people take opposing approaches to the subject. [2]
The two major works that resulted of his studies during this period are considered to be The Resolution of Conflict (published in 1973) and Distributive Justice (published in 1985). However he also published the book Theories in Social Psychology (1965) and Applying Social Psychology (1975) during this same period. [3]
These incapable individuals tend to view their opponents as passive and can be prone to ignore valuable information disseminated during negotiations. [18] Negotiator role reversal is believed to be an important focus of training for individuals to be less inclined to use naïve cynicism during negotiations. This process involves having each ...