COM 312 Final Exam Study Guide
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exam with correct answers ||\\||\\ ||\\||\\ ||\\||\\
Tangible conflict issues - correct answers ✔✔Hard, ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
physical or observable assets that are often scarce, such
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
that conflicting parties either get what they want or
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
nothing at all ||\\||\\ ||\\||\\
Win/lose
Examples of tangible conflict issues - correct answers ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
✔✔Money, land, space (master bedroom) ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Kids in a divorce
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Negotiation - correct answers ✔✔Exchange of proposals ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
and counter proposals as a means or reaching a
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
satisfactory settlement ||\\||\\
,Confront conflict ||\\||\\
Attempt to find mutually acceptable outcome - correct ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
answers ✔✔Agreeing to negotiate means agreeing to ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Minimax principle - correct answers ✔✔In negotiation, ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
people try to minimize their losses and maximize their ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
gains
Aspiration point - correct answers ✔✔What you want out ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
of the negotiation
||\\||\\ ||\\||\\
Ex. 4 weeks paid vacation ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Resistance point - correct answers ✔✔What you're willing ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
to give up; lowest you're willing to go in negotiation
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Ex. 2 weeks paid vacation ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Status quo point - correct answers ✔✔Position you were ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
in prior to negotiation
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Ex. Paid vacation automatically given to you
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,Bargaining range - correct answers ✔✔Zone of possible ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
agreement between aspiration point and resistance point ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Ex. 2-4 weeks
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BATNA (Best Alternative to a Negotiated Agreement) - ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
correct answers ✔✔If you stopped negotiating, where ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
would you be? ||\\||\\ ||\\||\\
May change depending on other's offer
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Ex. Boss offers 3 weeks right away, resistance point is now
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3 weeks and aspiration is now 5 weeks
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Does NOT always end in compromise ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Ex. You want 4 weeks vacation, ask for 5, get 4, you have
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
made a concession but not compromise because you got
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
your intended goal ||\\||\\ ||\\||\\
, Competitive negotiation - correct answers ✔✔Exchange ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
in which one starts high, concedes slowly, exaggerates the
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
value of one's concessions, conceals information, argues
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
forcefully, and outwaits the other ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
-Conflict is a win/lose ||\\||\\ ||\\||\\ ||\\||\\
-Best used with no interpersonal connection (Ex. car
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
salesman)
Cooperative negotiation - correct answers ✔✔Formal ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
bargaining techniques with many interpersonal skills such ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
as listening, assertiveness, supportive communication and
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
collaboration
||\\||\\
-Win/win is possible ||\\||\\ ||\\||\\
Rigid in goals pursuing, but flexible in means adopting for
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
goals
Equifinality - correct answers ✔✔One cannot necessarily ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
predict how something is going to turn out based on the ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
way it started ||\\||\\ ||\\||\\
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
exam with correct answers ||\\||\\ ||\\||\\ ||\\||\\
Tangible conflict issues - correct answers ✔✔Hard, ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
physical or observable assets that are often scarce, such
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
that conflicting parties either get what they want or
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
nothing at all ||\\||\\ ||\\||\\
Win/lose
Examples of tangible conflict issues - correct answers ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
✔✔Money, land, space (master bedroom) ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Kids in a divorce
||\\||\\ ||\\||\\ ||\\||\\
Negotiation - correct answers ✔✔Exchange of proposals ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
and counter proposals as a means or reaching a
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
satisfactory settlement ||\\||\\
,Confront conflict ||\\||\\
Attempt to find mutually acceptable outcome - correct ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
answers ✔✔Agreeing to negotiate means agreeing to ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Minimax principle - correct answers ✔✔In negotiation, ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
people try to minimize their losses and maximize their ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
gains
Aspiration point - correct answers ✔✔What you want out ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
of the negotiation
||\\||\\ ||\\||\\
Ex. 4 weeks paid vacation ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Resistance point - correct answers ✔✔What you're willing ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
to give up; lowest you're willing to go in negotiation
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Ex. 2 weeks paid vacation ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Status quo point - correct answers ✔✔Position you were ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
in prior to negotiation
||\\||\\ ||\\||\\ ||\\||\\
Ex. Paid vacation automatically given to you
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
,Bargaining range - correct answers ✔✔Zone of possible ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
agreement between aspiration point and resistance point ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Ex. 2-4 weeks
||\\||\\ ||\\||\\
BATNA (Best Alternative to a Negotiated Agreement) - ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
correct answers ✔✔If you stopped negotiating, where ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
would you be? ||\\||\\ ||\\||\\
May change depending on other's offer
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Ex. Boss offers 3 weeks right away, resistance point is now
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
3 weeks and aspiration is now 5 weeks
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Does NOT always end in compromise ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
Ex. You want 4 weeks vacation, ask for 5, get 4, you have
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
made a concession but not compromise because you got
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
your intended goal ||\\||\\ ||\\||\\
, Competitive negotiation - correct answers ✔✔Exchange ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
in which one starts high, concedes slowly, exaggerates the
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
value of one's concessions, conceals information, argues
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
forcefully, and outwaits the other ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
-Conflict is a win/lose ||\\||\\ ||\\||\\ ||\\||\\
-Best used with no interpersonal connection (Ex. car
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
salesman)
Cooperative negotiation - correct answers ✔✔Formal ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
bargaining techniques with many interpersonal skills such ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
as listening, assertiveness, supportive communication and
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
collaboration
||\\||\\
-Win/win is possible ||\\||\\ ||\\||\\
Rigid in goals pursuing, but flexible in means adopting for
||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
goals
Equifinality - correct answers ✔✔One cannot necessarily ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
predict how something is going to turn out based on the ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\ ||\\||\\
way it started ||\\||\\ ||\\||\\
