BU288 Midterm 2 questions with correct answers

What is the key to turning a distributive negotiation into an integrative negotiation? Correct Answer-Focus on Interests, Not Positions What is Instrumentality? Correct Answer-The probability that a particular first-level outcome (such as high performance) will be followed by a particular second-level outcome (such as pay). Performance - Outcome Link Will it get me to my goal? What is Valence? Correct Answer-The expected value of work outcomes; the extent to which they are attractive or unattractive. How badly do i want the goal? What is Expectancy? Correct Answer-The probability that a level of effort will lead to good performance (first level outcome) Effort - Performance Link Can i do it? What is the process for evaluation a choice with expectancy theory? Correct Answer-Think about value/valence of second level outcomes