UGBA 105 STUDY GUIDE
The Structure of the Human Mind - Answers - The structure of the human mind is such
that you are Cognitively Cheap(Lazy)
● The mind has limited Cognitive function which encourages the brain to use
assumptions and heuristics.
Ex:
■ The Stroop Task
■ Unintentional Blindness
Perceptual Bias (First impression Error) - Answers - We form an impression of someone
within the first 4 minutes
Perceptual Bias (Selective Perception) - Answers - Seeing what you want/expect to see
according to your interests/background
Perceptual Bias (Confirmation Bias) - Answers - tendency to look for information that
confirms our initial beliefs
Perceptual Bias (Implicit Bias) - Answers - We have attitudes towards people which are
associated with stereotypes without our conscious awareness
● Example: Women are not leaders
Perceptual Bias (Anchoring) - Answers - the tendency for a person to rely heavily on the
first piece of information they receive
● Moon + Laundry = Tide Example
Multi-Attribute Utility Analysis - Answers - A method where you create a list of pros and
cons and weigh them according to how important they are. This will help you make
decisions.
Multi-Attribute Utility Analysis (Riskless Decision Making) - Answers - Identify relevant
alternatives
○ Identify dimensions on which they differ
○ Weigh each of the dimensions as to their importance
○ Rate each of the alternatives on each of the dimensions
○ Calculate the totals
Intuition from a Scientific Perspective - Answers - ● Unconscious Pattern Detection
○ Influence of "nonconscious emotional information" from the body or brain
, ● FireFighter Example
"Good" vs "Bad Conflict - Answers - The idea of good conflict revolves around
○ Fighting Well and challenging Maladaptive Convergence
Diversity leading to better group decision making - Answers - Diversity can...
○ Increase creativity, inspire innovation, help with rational decision-making, and, in the
business world, can help increase sale revenues and profits
○ Create efficient access to a variety of information
○ Access to varied processes and ideas
○ Exposure to varying processes, people, situations, problems, and solutions
2 Types of Diversity - Answers - ● Inherited Diversity: Diversity that we are born with
(Ex. Gender, ethnicity, sexual orientation)
● Acquired Diversity: diversity that we acquire throughout our lives (ex. skills, capital,
cultural differences)
Negotiation (The tradeoff between focusing on the relationship vs. the deal) - Answers -
i. Depending on the cultural values of who you are negotiating with, some may be more
relationship-oriented, where others may be more goal-oriented
1. Example: Asian Countries tend to be more relationship-oriented vs Western countries
which value the deal
ii. Understanding the values of the people you are negotiating with may provide more
insight on which you should focus on and how to use that as leverage in concluding the
negotiation
iii. Never end negotiations by burning a bridge... you never know when you'll encounter
them again
Negotiation (The myth of the fixed pie) - Answers - i. The idea that all negotiations are
zero-sum games-- where you want exactly what I don't want. This fails integration and
loss of opportunities
Negotiation (Parable of the Lemon) - Answers - i. A sister want to use lemon skin and
the other sister wants to use lemon juice... demonstrates the myth of the fixed pie
ii. Lesson: Understand the difference between Position and Interest
1. The argument of your partner (position) and the motivation behind the argument
(interest)
Negotiation (How can Gender differences in negotiation be minimized?) - Answers - i.
Women should negotiate on behalf of others
The Structure of the Human Mind - Answers - The structure of the human mind is such
that you are Cognitively Cheap(Lazy)
● The mind has limited Cognitive function which encourages the brain to use
assumptions and heuristics.
Ex:
■ The Stroop Task
■ Unintentional Blindness
Perceptual Bias (First impression Error) - Answers - We form an impression of someone
within the first 4 minutes
Perceptual Bias (Selective Perception) - Answers - Seeing what you want/expect to see
according to your interests/background
Perceptual Bias (Confirmation Bias) - Answers - tendency to look for information that
confirms our initial beliefs
Perceptual Bias (Implicit Bias) - Answers - We have attitudes towards people which are
associated with stereotypes without our conscious awareness
● Example: Women are not leaders
Perceptual Bias (Anchoring) - Answers - the tendency for a person to rely heavily on the
first piece of information they receive
● Moon + Laundry = Tide Example
Multi-Attribute Utility Analysis - Answers - A method where you create a list of pros and
cons and weigh them according to how important they are. This will help you make
decisions.
Multi-Attribute Utility Analysis (Riskless Decision Making) - Answers - Identify relevant
alternatives
○ Identify dimensions on which they differ
○ Weigh each of the dimensions as to their importance
○ Rate each of the alternatives on each of the dimensions
○ Calculate the totals
Intuition from a Scientific Perspective - Answers - ● Unconscious Pattern Detection
○ Influence of "nonconscious emotional information" from the body or brain
, ● FireFighter Example
"Good" vs "Bad Conflict - Answers - The idea of good conflict revolves around
○ Fighting Well and challenging Maladaptive Convergence
Diversity leading to better group decision making - Answers - Diversity can...
○ Increase creativity, inspire innovation, help with rational decision-making, and, in the
business world, can help increase sale revenues and profits
○ Create efficient access to a variety of information
○ Access to varied processes and ideas
○ Exposure to varying processes, people, situations, problems, and solutions
2 Types of Diversity - Answers - ● Inherited Diversity: Diversity that we are born with
(Ex. Gender, ethnicity, sexual orientation)
● Acquired Diversity: diversity that we acquire throughout our lives (ex. skills, capital,
cultural differences)
Negotiation (The tradeoff between focusing on the relationship vs. the deal) - Answers -
i. Depending on the cultural values of who you are negotiating with, some may be more
relationship-oriented, where others may be more goal-oriented
1. Example: Asian Countries tend to be more relationship-oriented vs Western countries
which value the deal
ii. Understanding the values of the people you are negotiating with may provide more
insight on which you should focus on and how to use that as leverage in concluding the
negotiation
iii. Never end negotiations by burning a bridge... you never know when you'll encounter
them again
Negotiation (The myth of the fixed pie) - Answers - i. The idea that all negotiations are
zero-sum games-- where you want exactly what I don't want. This fails integration and
loss of opportunities
Negotiation (Parable of the Lemon) - Answers - i. A sister want to use lemon skin and
the other sister wants to use lemon juice... demonstrates the myth of the fixed pie
ii. Lesson: Understand the difference between Position and Interest
1. The argument of your partner (position) and the motivation behind the argument
(interest)
Negotiation (How can Gender differences in negotiation be minimized?) - Answers - i.
Women should negotiate on behalf of others
