Social Comparison in a Negotiation

The video discusses the role of social comparison in negotiations, focusing on how individuals perceive and react to others based on their social status. It explains that negotiations can vary depending on whether the parties involved are superiors, subordinates, or equals. With superiors and subordinates, negotiations tend to be more integrative and accommodative, focusing on needs and fairness. Among equals, negotiations are more competitive, emphasizing equity and value exchange. The video highlights the importance of understanding these dynamics to effectively navigate different negotiation scenarios.

What is a key factor that influences social comparison in negotiations?

• The age of the negotiators

• The time of day the negotiation occurs

• The location of the negotiation

• The social status of the negotiators

How do individuals typically react when negotiating with someone of higher social status?

• They become more aggressive

• They adopt a competitive stance

• They focus on a need-based approach

• They ignore social status

What approach is commonly used in negotiations between co-equals?

• A passive approach

• A need-based approach

• An equitable approach

• A hierarchical approach

In a competitive negotiation, what is emphasized?

• The amount of value exchanged

• The social status of the negotiators

• The time taken to negotiate

• The location of the negotiation

What is a characteristic of integrative negotiations with subordinates?

• They ignore the subordinate's needs

• They are based on a strict hierarchy

• They focus on accommodating the subordinate's needs

• They are more competitive