MAN 4401 EXAM STUDY QUESTIONS AND
100% CORRECT ANSWERS!!
Define negotiation
- a process in which two or more parties exchange information, goods, and/or services with the
intent to reach an agreement or some exchanged value
- a result of differences in opinion or perspective in the needs and desires of two or more parties
For what reasons do we negotiate?
- to agree on how to share or divide a limited resource
- to resolve a problem or dispute between parties
- to create something new that neither party could attain on his/her own
- parties search for agreement rather than: fight openly, capitulate, break off contact permanently,
and take their dispute to a third party
- successful negotiation involves: management of tangibles and resolution of intangibles
(winning, losing, saving face)
Why does negotiation occur? What purpose does it serve?
- 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
Tangible factors
, products or items
ex. the price or the terms of an agreement
Intagible factor
underlying psychological motivations
ex. winning, losing, saving face
Characteristics of a negotiation
- there are two or more parties
-there's a conflict between the parties based on needs and desires
-parties negotiate because they think they can get a better deal than by simply accepting what the
other side offers them
- the parties prefer a mutual agreement
- parties expect a "give-and-take" process
- negotiate over tangibles and intangibles components
- requires inter-dependence amongst parties
Conflict
process that begins when one party perceives that another party has negatively affected, or is
about to negatively affect, something that the first party cares about
Why does conflict occur?
- miscommunication
- differences in opinions/perspectives
- limited resources
- different objectives/goals
100% CORRECT ANSWERS!!
Define negotiation
- a process in which two or more parties exchange information, goods, and/or services with the
intent to reach an agreement or some exchanged value
- a result of differences in opinion or perspective in the needs and desires of two or more parties
For what reasons do we negotiate?
- to agree on how to share or divide a limited resource
- to resolve a problem or dispute between parties
- to create something new that neither party could attain on his/her own
- parties search for agreement rather than: fight openly, capitulate, break off contact permanently,
and take their dispute to a third party
- successful negotiation involves: management of tangibles and resolution of intangibles
(winning, losing, saving face)
Why does negotiation occur? What purpose does it serve?
- 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
Tangible factors
, products or items
ex. the price or the terms of an agreement
Intagible factor
underlying psychological motivations
ex. winning, losing, saving face
Characteristics of a negotiation
- there are two or more parties
-there's a conflict between the parties based on needs and desires
-parties negotiate because they think they can get a better deal than by simply accepting what the
other side offers them
- the parties prefer a mutual agreement
- parties expect a "give-and-take" process
- negotiate over tangibles and intangibles components
- requires inter-dependence amongst parties
Conflict
process that begins when one party perceives that another party has negatively affected, or is
about to negatively affect, something that the first party cares about
Why does conflict occur?
- miscommunication
- differences in opinions/perspectives
- limited resources
- different objectives/goals
