OBHR 317 Final Exam With
Complete Solution
What are negotiations? - ANSWER Decision making situations in which two
or more interdependent parties attempt to reach an agreement
What are some reasons for negotiations - 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 - 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 minimum preparation for negotiation is there - ANSWER Target point
Resistance point
Asking price, initial offer
BATNA
What is a resistance/reservation point? - ANSWER The point at which you are
indifferent to whether you achieve a negotiated agreement or walk away.
What is a zone of potential agreement - ANSWER is the space between two
parties reservation points that overlap
,What is BATNA - 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? - ANSWER is a cognitive bias that describes common
human tendency to rely too much on the first peace of information
What is an integrative negotiation - ANSWER Is a Win-win negotiation that
basically increases the size of the pie instead of increasing your piece
Four Hallmarks of integrative negotiation - ANSWER Value is created
value is claimed
other party feels good
Protect or enhance the negotiation relationship
What are some source of conflict at work - ANSWER Incompatible goals
differentiation
Interdependence
ambiguity
resources
group identification
What are some types of conflict? - ANSWER Task/ cognitive (assertiveness)
Affective/ relationship (cooperativeness)
Process
What is forcing? - ANSWER Satisfying personal needs at the expense of the
, other person
What is avoiding? - ANSWER Neglects interests of both parties by
sidestepping or postponing
What is accomodating/yielding? - ANSWER Satisfy other parties concerns but
neglect your own
What is comprimise? - ANSWER Seek partial satisfaction for both parties
What is collaborating/ problemsolving? - ANSWER Seek to address concerns
of both parties
What is power? - ANSWER THe capacity to achieve ones ends
What was the Milgram experiment? - ANSWER An authority figure tells
participants to administer shocks to the "learner" when learner gives wrong
answers
What are some sources of conflict - ANSWER Incompatible goals
differentiation
interdependence
ambiguity
resources
group identification
What are the three broad categories of conflict - ANSWER Task/Cognitive
Conflict (Assertiveness)
Affective/Relationship Conflict (Cooperativeness)
Complete Solution
What are negotiations? - ANSWER Decision making situations in which two
or more interdependent parties attempt to reach an agreement
What are some reasons for negotiations - 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 - 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 minimum preparation for negotiation is there - ANSWER Target point
Resistance point
Asking price, initial offer
BATNA
What is a resistance/reservation point? - ANSWER The point at which you are
indifferent to whether you achieve a negotiated agreement or walk away.
What is a zone of potential agreement - ANSWER is the space between two
parties reservation points that overlap
,What is BATNA - 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? - ANSWER is a cognitive bias that describes common
human tendency to rely too much on the first peace of information
What is an integrative negotiation - ANSWER Is a Win-win negotiation that
basically increases the size of the pie instead of increasing your piece
Four Hallmarks of integrative negotiation - ANSWER Value is created
value is claimed
other party feels good
Protect or enhance the negotiation relationship
What are some source of conflict at work - ANSWER Incompatible goals
differentiation
Interdependence
ambiguity
resources
group identification
What are some types of conflict? - ANSWER Task/ cognitive (assertiveness)
Affective/ relationship (cooperativeness)
Process
What is forcing? - ANSWER Satisfying personal needs at the expense of the
, other person
What is avoiding? - ANSWER Neglects interests of both parties by
sidestepping or postponing
What is accomodating/yielding? - ANSWER Satisfy other parties concerns but
neglect your own
What is comprimise? - ANSWER Seek partial satisfaction for both parties
What is collaborating/ problemsolving? - ANSWER Seek to address concerns
of both parties
What is power? - ANSWER THe capacity to achieve ones ends
What was the Milgram experiment? - ANSWER An authority figure tells
participants to administer shocks to the "learner" when learner gives wrong
answers
What are some sources of conflict - ANSWER Incompatible goals
differentiation
interdependence
ambiguity
resources
group identification
What are the three broad categories of conflict - ANSWER Task/Cognitive
Conflict (Assertiveness)
Affective/Relationship Conflict (Cooperativeness)
