OBHR 317 FINAL EXAM REVISED QUESTIONS
AND ANSWERS LATEST 2025-2026 TREND
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 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 comprimise? - Answer-Seek partial satisfaction for both parties
What is collaborating/ problemsolving? - Answer-Seek to address
concerns of both parties
AND ANSWERS LATEST 2025-2026 TREND
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 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 comprimise? - Answer-Seek partial satisfaction for both parties
What is collaborating/ problemsolving? - Answer-Seek to address
concerns of both parties
