Study Guide PDF
Document Details
Tags
Summary
This document appears to be a study guide for a course, possibly in social psychology, or business ethics, covering topics such as trust, persuasion, cognitive biases, and ethical behavior. It includes specific concepts and examples.
Full Transcript
**Study these topics for the exam:** **1. Trust: Antecedents, types of trust, ways to increase / restore trust, consequences. Factors that make someone trustworthy. Osgood\'s GRIT strategy.** - - - - - - - - - - - - - - - - - - - - - -...
**Study these topics for the exam:** **1. Trust: Antecedents, types of trust, ways to increase / restore trust, consequences. Factors that make someone trustworthy. Osgood\'s GRIT strategy.** - - - - - - - - - - - - - - - - - - - - - - - - - - **2. Cialdini\'s Influence research (both the types of persuasion and \"pre-suasion\"); central and peripheral routes of influence. Persuasive message structuring.** - - - - - - - - - - - - - - - - - **3. In addition to \"Framing,\" there are 12 types of cognitive errors / biases listed in your textbook. Several similar lists were found in your class notes, in the reading, and in the video \"The Sluggers Come Home.\" You should be able to list and define each and tell how it affects negotiation. Also, know the four types of perceptual errors.** - - - - - - - - - - - - - - - - - - - - - - - - - - - - **4. Unethical behavior: Antecedents, types (HINT: recall the SINS scale), consequences. Relativism & Idealism typology. Kohlberg\'s taxonomy.** - - - - - - - - - - - - - - - - - - - - - - - - - - - -
