©BRAINBARTER EXAM SOLUTIONS 2024/2025
ALL RIGHTS RESERVED.
COM4800 Exam Study Guide.
Steps of negotiation
Step 1
Preparation & planning - answer✔Make sure goal stays in focus
- deliberately looking ahead
- what am i going to get done
Put goals in writing
- more committed, focused, less tangents
Develop range of outcomes (acceptable outcomes)
Asses what you believe are the party's goals
Use gathered information to develop a strategy
- indirect and direct
Steps of negotiation
Step 2
1|Page
, ©BRAINBARTER EXAM SOLUTIONS 2024/2025
ALL RIGHTS RESERVED.
Definition of ground rules - answer✔Parties exchange initial proposals or demands
Lay out ground rules, procedures, expectations of negotiation
- *Process* not outcome
Steps of negotiation
Step 3
Clarification & justification - answer✔Both parties
- explain
- amplify (foot in the door technique)
- clarify
- justify
Original demands/proposals
Steps of negotiation
Step 4
Bargaining & problem solving - answer✔Parties need to make concessions
How does this look differently in:
- Distributive
- Integrative
2|Page
, ©BRAINBARTER EXAM SOLUTIONS 2024/2025
ALL RIGHTS RESERVED.
Steps of negotiation
Step 5
Closure & Impactions - answer✔Formalizing the agreement
Developing procedures for implementation and monitoring
Ethical disagreement - answer✔Express disagreement
- Can't hide disagreement
Express disagreement in a timely way
Express disagreements with rhetorical sensitivity
React to disagreement with a spirit of inquiry
Groupthink - answer✔Tendency of highly cohesive groups not to evaluate thoroughly and
critically all aspects of a decision or problem
Symptoms of Groupthink - answer✔1. Group overestimates its power and morality
- "of course were right"
2. Group becomes closed minded
- Thinking in a silo - ex. When you think your paper is genius but someone critiques it
3. Group members experience pressure to conform ("just go with it")
- Internal
3|Page
ALL RIGHTS RESERVED.
COM4800 Exam Study Guide.
Steps of negotiation
Step 1
Preparation & planning - answer✔Make sure goal stays in focus
- deliberately looking ahead
- what am i going to get done
Put goals in writing
- more committed, focused, less tangents
Develop range of outcomes (acceptable outcomes)
Asses what you believe are the party's goals
Use gathered information to develop a strategy
- indirect and direct
Steps of negotiation
Step 2
1|Page
, ©BRAINBARTER EXAM SOLUTIONS 2024/2025
ALL RIGHTS RESERVED.
Definition of ground rules - answer✔Parties exchange initial proposals or demands
Lay out ground rules, procedures, expectations of negotiation
- *Process* not outcome
Steps of negotiation
Step 3
Clarification & justification - answer✔Both parties
- explain
- amplify (foot in the door technique)
- clarify
- justify
Original demands/proposals
Steps of negotiation
Step 4
Bargaining & problem solving - answer✔Parties need to make concessions
How does this look differently in:
- Distributive
- Integrative
2|Page
, ©BRAINBARTER EXAM SOLUTIONS 2024/2025
ALL RIGHTS RESERVED.
Steps of negotiation
Step 5
Closure & Impactions - answer✔Formalizing the agreement
Developing procedures for implementation and monitoring
Ethical disagreement - answer✔Express disagreement
- Can't hide disagreement
Express disagreement in a timely way
Express disagreements with rhetorical sensitivity
React to disagreement with a spirit of inquiry
Groupthink - answer✔Tendency of highly cohesive groups not to evaluate thoroughly and
critically all aspects of a decision or problem
Symptoms of Groupthink - answer✔1. Group overestimates its power and morality
- "of course were right"
2. Group becomes closed minded
- Thinking in a silo - ex. When you think your paper is genius but someone critiques it
3. Group members experience pressure to conform ("just go with it")
- Internal
3|Page
