Culture dificil

6. A Bias that occurs when people evaluate a person's actions on the basis of their group connections, rather than on the merits of the behavior itself.
7. The tendency for people to interpret interactions with their adversaries as offensive and their own behavior as defensive.
9. A type of negotiation where the objective is to expand the pie by creating greater total value.
10. Displays of feelings that may be used as tactics, or may be a natural response to positive and negative circumstances during the negotiation.
11. An error that occurs when people attribute the behavior of others to underlying dispositions or character and discount the role of situational factors.

1. Issues that are deemed by the decision maker as ones that cannot be compromised, traded off, or even questioned.
2. The formality of the relations between the two negotiating parties, the importance of which differs across cultures.
3. The human tendency to believe that we see the world around us objectively, and that people who disagree with us must be uninformed, irrational, or biased.
4. A method of conveying information that uses third parties, situational signals, or other alternative means.
5. The way that negotiators process information, which is influenced by culture and in turn influences negotiation processes and outcomes.
8. The universal strong liking of one's own group and the simultaneous negative evaluation of out-groups.
12. Exchanges made between parties where one gives up something less valuable to themselves in return for something more valuable, and vice versa.