OBHR 317 Final Exam 2025 UPDATE/PRACTICE QUESTIONS
AND CORRECT VERIFIED ANSWERS (complete solutions)
ASSURED SUCCESS/GRADED A+!!!
What is an integrative negotiation - CORRECT ANSWER-Is a Win-win negotiation
that basically increases the size of the pie instead of increasing your piece
Four Hallmarks of integrative negotiation - CORRECT ANSWER-Value is created
value is claimed
other party feels good
Protect or enhance the negotiation relationship
What are negotiations? - CORRECT ANSWER-Decision making situations in
which two or more interdependent parties attempt to reach an agreement
What are some reasons for negotiations - CORRECT ANSWER-To agree how to
share or divide a limited resource
To create something new that neither party could attain on his or her own
To resolve a problem or dispute between parties
What are some characteristics of Distributive negotiation - CORRECT ANSWER-
Goals of one party are in fundamental direct conflict to another party
,One person gains and the other loses
maximizing the share of one's resources is the goal
What is a zone of potential agreement - CORRECT ANSWER-is the space
between two parties reservation points that overlap
What is BATNA - CORRECT ANSWER-Best Alternative to a Negotiated
Agreement
these are alternatives that fill the need that can be used instead of the
negotiation
What is anchoring? - CORRECT ANSWER-is a cognitive bias that describes
common human tendency to rely too much on the first peace of information
What minimum preparation for negotiation is there - CORRECT ANSWER-Target
point
Resistance point
Asking price, initial offer
BATNA
What is a resistance/reservation point? - CORRECT ANSWER-The point at which
you are indifferent to whether you achieve a negotiated agreement or walk away.
, What are some source of conflict at work - CORRECT ANSWER-Incompatible
goals
differentiation
Interdependence
ambiguity
resources
group identification
What are some types of conflict? - CORRECT ANSWER-Task/ cognitive
(assertiveness)
Affective/ relationship (cooperativeness)
Process
What is forcing? - CORRECT ANSWER-Satisfying personal needs at the expense
of the other person
What is avoiding? - CORRECT ANSWER-Neglects interests of both parties by
sidestepping or postponing
What is accomodating/yielding? - CORRECT ANSWER-Satisfy other parties
concerns but neglect your own
AND CORRECT VERIFIED ANSWERS (complete solutions)
ASSURED SUCCESS/GRADED A+!!!
What is an integrative negotiation - CORRECT ANSWER-Is a Win-win negotiation
that basically increases the size of the pie instead of increasing your piece
Four Hallmarks of integrative negotiation - CORRECT ANSWER-Value is created
value is claimed
other party feels good
Protect or enhance the negotiation relationship
What are negotiations? - CORRECT ANSWER-Decision making situations in
which two or more interdependent parties attempt to reach an agreement
What are some reasons for negotiations - CORRECT ANSWER-To agree how to
share or divide a limited resource
To create something new that neither party could attain on his or her own
To resolve a problem or dispute between parties
What are some characteristics of Distributive negotiation - CORRECT ANSWER-
Goals of one party are in fundamental direct conflict to another party
,One person gains and the other loses
maximizing the share of one's resources is the goal
What is a zone of potential agreement - CORRECT ANSWER-is the space
between two parties reservation points that overlap
What is BATNA - CORRECT ANSWER-Best Alternative to a Negotiated
Agreement
these are alternatives that fill the need that can be used instead of the
negotiation
What is anchoring? - CORRECT ANSWER-is a cognitive bias that describes
common human tendency to rely too much on the first peace of information
What minimum preparation for negotiation is there - CORRECT ANSWER-Target
point
Resistance point
Asking price, initial offer
BATNA
What is a resistance/reservation point? - CORRECT ANSWER-The point at which
you are indifferent to whether you achieve a negotiated agreement or walk away.
, What are some source of conflict at work - CORRECT ANSWER-Incompatible
goals
differentiation
Interdependence
ambiguity
resources
group identification
What are some types of conflict? - CORRECT ANSWER-Task/ cognitive
(assertiveness)
Affective/ relationship (cooperativeness)
Process
What is forcing? - CORRECT ANSWER-Satisfying personal needs at the expense
of the other person
What is avoiding? - CORRECT ANSWER-Neglects interests of both parties by
sidestepping or postponing
What is accomodating/yielding? - CORRECT ANSWER-Satisfy other parties
concerns but neglect your own
