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Questions and Answers
According to Expectancy Theory, which factor refers to the values a person places on the outcome or reward?
Which theory suggests that people want to be treated fairly, where their reward should be proportional to their input?
Which of the following is NOT one of the 4 steps in the planning phase of the negotiation process?
Which of the following is NOT one of the 4 steps in the negotiation phase of the negotiation process?
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Which theory suggests that setting objectives has a positive effect on motivation and performance?
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Which of the following is NOT a key characteristic of the negotiation process?
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Which theory emphasizes individuals' abilities to accomplish tasks, the results in obtaining rewards, and the values placed on outcomes or rewards?
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In the negotiation process, what is a key aspect related to developing rapport and focusing on obstacles instead of the person?
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What is a critical component of negotiation planning that involves anticipating questions, objections, and preparing suitable responses?
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Which aspect of the negotiation process involves creating urgency by either party through postponement tactics?
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What does Equity Theory primarily focus on regarding the relationship between reward and input?
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How does Goal Setting Theory impact motivation and performance according to E.A.Locke?
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What is a crucial step in negotiation that involves listening attentively and focusing on understanding the other party's needs?
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Which component of Expectancy Theory revolves around individuals' belief in their ability to achieve desired outcomes?
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'Getting what you want while nurturing ongoing relationships' is associated with which aspect of the negotiation process?
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Study Notes
Process Motivation Theory
- Helps understand how people choose behavior and fulfill their needs
- Involves Equity Theory (J.Stacy Adams) and Expectancy Theory (Victor Vroom)
Equity Theory (J.Stacy Adams)
- People want to be treated fairly
- Reward = input
Expectancy Theory (Victor Vroom)
- Expectancy: ability to accomplish
- Instrumentality: result in getting the reward
- Valence: values a person places on the outcome/reward
Goal Setting Theory (E.A.Locke)
- Setting objectives has a positive effect on motivation and performance
Negotiation
- Used in managing conflict
- Process in which 2 or more parties are in conflict and attempt to come to an agreement
- All parties should believe they got a good deal
- Negotiating is about getting what you want but also developing ongoing relationships
- Negotiation skills can be developed
Negotiation Process
Planning
- Preparation (why am I doing this?)
- 4 Steps in Planning:
- Research the other party
- Set objectives
- Develop options and trade-offs
- Anticipate questions and objections, and prepare answers
Negotiation
- 4 Steps of Negotiations:
- Develop rapport and focus on obstacles, not the person
- Let the other party make the first offer
- Listen and ask questions to focus on meeting the other party’s needs
- Don’t be too quick to give in, and ask for something in return
Postponement
- Other party is postponing and you may create urgency
- You want to postpone, and the other party may create urgency
Agreement/No Agreement
- Result of the negotiation process
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Description
Test your knowledge on Process Motivation Theory, Equity Theory by J.Stacy Adams, Expectancy Theory by Victor Vroom, and Goal Setting Theory by E.A.Locke. Explore how these theories explain motivation and performance in individuals.
