MAN 4441 Exam 1 2025 Guaranteed
A+ Solved Solutions
Accommodation approach to negotiation - Answer - adoption of a lose-win strategy because the
relationship is more important than the substantive terms of the deal
appreciative move - Answer - a strategy that negotiators use to capture applicable synergies and thereby
overcome non-productive negotiation tactics and irrelevant issues
avoidance approach to negotiation - Answer - hands-off approach to conflict management
collaborative approach to negotiation - Answer - substantial importance is attached to both the
relationship and the substantive terms of the outcome for both parties
competitive approach to negotiation - Answer - adoption of a win-lose strategy because the substantive
terms of the outcome are more important than the relationship
compromising approach to negotiation - Answer - negotiating outcome in which both parties get
something they wanted but neither is fully satisfied
distributive negotiating - Answer - a competitive process for determining how to distribute or allocate
scarce resources
dual concerns model - Answer - posits five approaches for handling conflict and negotiation:
competition, accomodation, avoidance, compromising, and collaboration
final stage of negotiation - Answer - typically includes implementing agreements as intended
initial stage of negotiation - Answer - typically includes pre-negotiation preparation, rapport building and
additional info gathering
, integrative approach to negotiation - Answer - collaborative process for creating value to help the parties
satisfy their interest
interest-based approach to negotiation - Answer - substantial importance is attached to both the
relationship and the substantive terms of the outcomes for both parties
lose-win approach - Answer - negotiating party cares more about preserving the relationship with the
other party than winning
middle stage of a negotiation - Answer - typically includes formulating arguments and counterarguments,
exchanging offers and counteroffers and closing the deal
mixed-motive negotiation - Answer - negotiators must cooperate enough to reach an agreement and
compete enough to claim sufficient value for themselves
mutual gains approach to negotiation - Answer - collaborative process for creating value to help the
parties satisfy their own needs
negotiation - Answer - social process by which interdependent people with conflicting interests
determine how they will allocate resources or work together in the future
positional negotiation - Answer - competitive process for determining how to distribute or allocate
scarce resources
principled approach to negotiation - Answer - collaborate process for creating value to help the parties
satisfy their interests
shadow negotiation - Answer - subtle games negotiators play that underlie the substantive aspects of the
negotiation, including strategic movies, strategic turns and appreciate moves
strategic moves - Answer - tactics that persuade the other party to come the bargaining table and to give
your interests and arguments a fair hearing
A+ Solved Solutions
Accommodation approach to negotiation - Answer - adoption of a lose-win strategy because the
relationship is more important than the substantive terms of the deal
appreciative move - Answer - a strategy that negotiators use to capture applicable synergies and thereby
overcome non-productive negotiation tactics and irrelevant issues
avoidance approach to negotiation - Answer - hands-off approach to conflict management
collaborative approach to negotiation - Answer - substantial importance is attached to both the
relationship and the substantive terms of the outcome for both parties
competitive approach to negotiation - Answer - adoption of a win-lose strategy because the substantive
terms of the outcome are more important than the relationship
compromising approach to negotiation - Answer - negotiating outcome in which both parties get
something they wanted but neither is fully satisfied
distributive negotiating - Answer - a competitive process for determining how to distribute or allocate
scarce resources
dual concerns model - Answer - posits five approaches for handling conflict and negotiation:
competition, accomodation, avoidance, compromising, and collaboration
final stage of negotiation - Answer - typically includes implementing agreements as intended
initial stage of negotiation - Answer - typically includes pre-negotiation preparation, rapport building and
additional info gathering
, integrative approach to negotiation - Answer - collaborative process for creating value to help the parties
satisfy their interest
interest-based approach to negotiation - Answer - substantial importance is attached to both the
relationship and the substantive terms of the outcomes for both parties
lose-win approach - Answer - negotiating party cares more about preserving the relationship with the
other party than winning
middle stage of a negotiation - Answer - typically includes formulating arguments and counterarguments,
exchanging offers and counteroffers and closing the deal
mixed-motive negotiation - Answer - negotiators must cooperate enough to reach an agreement and
compete enough to claim sufficient value for themselves
mutual gains approach to negotiation - Answer - collaborative process for creating value to help the
parties satisfy their own needs
negotiation - Answer - social process by which interdependent people with conflicting interests
determine how they will allocate resources or work together in the future
positional negotiation - Answer - competitive process for determining how to distribute or allocate
scarce resources
principled approach to negotiation - Answer - collaborate process for creating value to help the parties
satisfy their interests
shadow negotiation - Answer - subtle games negotiators play that underlie the substantive aspects of the
negotiation, including strategic movies, strategic turns and appreciate moves
strategic moves - Answer - tactics that persuade the other party to come the bargaining table and to give
your interests and arguments a fair hearing
