MGT 355 EXAM 1 ACCURATE STUDY GUIDE
3 Basics Types of Negotiation - Answers - 1) Deal-making negotiation
2) Decision-making negotiation
3) Dispute-resolution negotiation
Deal-Making Negotiation - Answers - It is generally an exchange of something of value
between 2 parties, such as the purchase or sale of a home, car, collective bargaining
between company and its employees...
Decision-Making Negotiation - Answers - When the object of the negotiation is to arrive
at a mutually beneficial decision, such as within the workplace between co-workers who
must jointly decide upon a course of action.
Dispute-Resolution Negotiation - Answers - When an issue has reached an impasse
and the parties are attempting to resolve the dispute.
5 Elements of Negotiation - Answers - 1) At least two parties with different interests
2) Interdependency
3) Common goals
4) Flexibility
5) Decision-making ability or authority
Conflict Frames - Answers - - Relationship / task
- Emotional / intellectual
- Cooperate / win frame
Interdependency - Answers - With none of it, there can be no reason to negotiate and
no motivation to reach an agreement. If one party is totally dependent upon the other,
the dependent party has nothing to offer and the other party can simply dictate the
terms of the relationship
2 Types of Goals - Answers - 1) Relationship goal
2) Content goal
Content Goal - Answers - It is the substance of the issue, such as getting a
development plan approved, landing a client, or satisfying neighbors.
Relationship Goal - Answers - It defines how the parties intend to relate to each other.
For instance, whether the parties are important to each other, whether they are willing to
share the decision-making authority, whether they intend to dictate to one another.
Common Collaborative Goals - Answers - - Prospective goal
- Transactional goal
3 Basics Types of Negotiation - Answers - 1) Deal-making negotiation
2) Decision-making negotiation
3) Dispute-resolution negotiation
Deal-Making Negotiation - Answers - It is generally an exchange of something of value
between 2 parties, such as the purchase or sale of a home, car, collective bargaining
between company and its employees...
Decision-Making Negotiation - Answers - When the object of the negotiation is to arrive
at a mutually beneficial decision, such as within the workplace between co-workers who
must jointly decide upon a course of action.
Dispute-Resolution Negotiation - Answers - When an issue has reached an impasse
and the parties are attempting to resolve the dispute.
5 Elements of Negotiation - Answers - 1) At least two parties with different interests
2) Interdependency
3) Common goals
4) Flexibility
5) Decision-making ability or authority
Conflict Frames - Answers - - Relationship / task
- Emotional / intellectual
- Cooperate / win frame
Interdependency - Answers - With none of it, there can be no reason to negotiate and
no motivation to reach an agreement. If one party is totally dependent upon the other,
the dependent party has nothing to offer and the other party can simply dictate the
terms of the relationship
2 Types of Goals - Answers - 1) Relationship goal
2) Content goal
Content Goal - Answers - It is the substance of the issue, such as getting a
development plan approved, landing a client, or satisfying neighbors.
Relationship Goal - Answers - It defines how the parties intend to relate to each other.
For instance, whether the parties are important to each other, whether they are willing to
share the decision-making authority, whether they intend to dictate to one another.
Common Collaborative Goals - Answers - - Prospective goal
- Transactional goal
