MAN 4441 Midterm 100% Graded
Questions And Answers 2025
Negotiation Definition - Answer - -a decision-making process necessary whenever we cannot achieve our
objectives single-handedly
-something we do daily to varying degrees of success
-differences in opinion or perspective in the needs and desires of two or more parties
Reasons we negotiate - Answer - -to agree on how to share or divide a limited resource
-to resolve a problem or dispute between the parties
-to create something new that neither party could attain on his/her own
Characteristics of a negotiation - Answer - -2 or more parties
-conflict of needs and desires between 2 or more parties
-parties negotiate because they think they can get a better deal than by simply accepting what the other
side offers them
-parties expect a "give-and-take" process
-negotiate over tangibles and intangibles
-parties search for agreement
Tangible Factors - Answer - items, goods, contracts, price, delivery time, warranty
Intangible Factors - Answer - the underlying psychological motivations
need to win, saving face, respect, trust, reputation, relationships
What is conflict? - Answer - -disagreement or opposition
-perceived divergence of interest
, -belief that the current aspirations of multiple parties' or ideas (even individual) cannot be achieved
simultaneously
Why does conflict occur? - Answer - -miscommunication
-differences in opinions or perspectives
-limited resources
-different objectives
4 types of conflict - Answer - intragroup, intergroup, intrapersonal, interpersonal
Intragroup Conflict - Answer - -conflict is within a group
-among team and committee members, within families, classes, etc.
Intergroup Conflict - Answer - -conflict can occur between groups, organizations, disagreeing nations,
feuding families, or within splintered, fragmented communities
-most complex negotiations
Intrapersonal Conflict - Answer - -conflict occurs within an individual
-we want an ice cream cone badly, but we know that ice cream is very fattening
Interpersonal conflict - Answer - -conflict is between individuals
-conflict between bosses, spouses, siblings, etc.
What does BATNA stand for - Answer - Best Alternative To a Negotiated Agreement
BATNA'a are - Answer - -not wishful, they are factual
-time sensitive
Negotiators should be willing to accept any set of terms ______ their BATNA - Answer - superior to
Questions And Answers 2025
Negotiation Definition - Answer - -a decision-making process necessary whenever we cannot achieve our
objectives single-handedly
-something we do daily to varying degrees of success
-differences in opinion or perspective in the needs and desires of two or more parties
Reasons we negotiate - Answer - -to agree on how to share or divide a limited resource
-to resolve a problem or dispute between the parties
-to create something new that neither party could attain on his/her own
Characteristics of a negotiation - Answer - -2 or more parties
-conflict of needs and desires between 2 or more parties
-parties negotiate because they think they can get a better deal than by simply accepting what the other
side offers them
-parties expect a "give-and-take" process
-negotiate over tangibles and intangibles
-parties search for agreement
Tangible Factors - Answer - items, goods, contracts, price, delivery time, warranty
Intangible Factors - Answer - the underlying psychological motivations
need to win, saving face, respect, trust, reputation, relationships
What is conflict? - Answer - -disagreement or opposition
-perceived divergence of interest
, -belief that the current aspirations of multiple parties' or ideas (even individual) cannot be achieved
simultaneously
Why does conflict occur? - Answer - -miscommunication
-differences in opinions or perspectives
-limited resources
-different objectives
4 types of conflict - Answer - intragroup, intergroup, intrapersonal, interpersonal
Intragroup Conflict - Answer - -conflict is within a group
-among team and committee members, within families, classes, etc.
Intergroup Conflict - Answer - -conflict can occur between groups, organizations, disagreeing nations,
feuding families, or within splintered, fragmented communities
-most complex negotiations
Intrapersonal Conflict - Answer - -conflict occurs within an individual
-we want an ice cream cone badly, but we know that ice cream is very fattening
Interpersonal conflict - Answer - -conflict is between individuals
-conflict between bosses, spouses, siblings, etc.
What does BATNA stand for - Answer - Best Alternative To a Negotiated Agreement
BATNA'a are - Answer - -not wishful, they are factual
-time sensitive
Negotiators should be willing to accept any set of terms ______ their BATNA - Answer - superior to
