COM 312 Final Exam Study Guide ACTUAL UPDATED Questions
and CORRECT Answers
1. Tangible conflict is- Hard, physical or observable assets that are often scarce, such that conflicting
sues parties either get what they want or nothing at all
Win/lose
2. Examples of tangi- Money, land, space (master bedroom)
ble conflict issues
Kids in a divorce
3. Negotiation Exchange of proposals and counter proposals as a means or reaching a
satisfactory settlement
4. Confront conflict Agreeing to negotiate means agreeing to
Attempt to find
mutually acceptable
outcome
5. Minimax principle In negotiation, people try to minimize their losses and maximize their gains
6. Aspiration point What you want out of the negotiation
Ex. 4 weeks paid vacation
7. Resistance point What you're willing to give up; lowest you're willing to go in negotiation
Ex. 2 weeks paid vacation
8. Status quo point Position you were in prior to negotiation
Ex. Paid vacation automatically given to you
9. Bargaining range Zone of possible agreement between aspiration point and resistance point
Ex. 2-4 weeks
10. BATNA (Best Alter- If you stopped negotiating, where would you be?
native to a Negotiat-
ed Agreement) May change depending on other's offer
, COM 312 Final Exam Study Guide ACTUAL UPDATED Questions
and CORRECT Answers
Ex. Boss offers 3 weeks right away, resistance point is now 3 weeks and
aspiration is now 5 weeks
Does NOT always end in compromise
Ex. You want 4 weeks vacation, ask for 5, get 4, you have made a concession
but not compromise because you got your intended goal
11. Competitive negoti- Exchange in which one starts high, concedes slowly, exaggerates the value of
ation one's concessions, conceals information, argues forcefully, and outwaits the
other
-Conflict is a win/lose
-Best used with no interpersonal connection (Ex. car salesman)
12. Cooperative negoti- Formal bargaining techniques with many interpersonal skills such as listen-
ation ing, assertiveness, supportive communication and collaboration
-Win/win is possible
Rigid in goals pursuing, but flexible in means adopting for goals
13. Equifinality One cannot necessarily predict how something is going to turn out based on
the way it started
Parties' goals are a mutual gain, but they are open to a number of ways to
achieve a win-win
14. Cost cutting One party reduces the price of an item so that they other is more easily able
to afford it
15. Compensation One party provides something of value to make up for lasses caused by their
behavior
Usually monetary
16. Prioritizing
, COM 312 Final Exam Study Guide ACTUAL UPDATED Questions
and CORRECT Answers
Each side grants to the other those issues or objects that the other gives top
priority
Ex. You can have 1&2 on your list if I can have 1&2 on my list
17. Objective criteria Guidelines we apply across a variety of situations to ensure fairness
18. Fractionation Breaking the problem down into its smallest pieces and dealing with each
piece one at a time
19. Dispute A conflict that has reached a point where the parties are unable to resolve the
issue by themselves due to a breakdown in communication
Normal relations are unlikely until dispute is resolved
20. ADRs (Alternatives Arbitration
to Dispute Resolu- Adjudication
tion) Ombudsperson
Conciliation
Mediation
21. Arbitration "Neutral" 3rd party considers both sides of dispute and makes decision
Ex. Judge telling you the outcome/resolution if they didn't have lawyers. Both
parties speaking on own behalf
22. Adjudication "Neutral" judge or jury hears attorneys speak on someone's behalf and then
a decision is made
Ex. Law & Order trials
23. Ombudsperson When someone cuts through red tape on behalf of individuals who feel
abused by a government system
and CORRECT Answers
1. Tangible conflict is- Hard, physical or observable assets that are often scarce, such that conflicting
sues parties either get what they want or nothing at all
Win/lose
2. Examples of tangi- Money, land, space (master bedroom)
ble conflict issues
Kids in a divorce
3. Negotiation Exchange of proposals and counter proposals as a means or reaching a
satisfactory settlement
4. Confront conflict Agreeing to negotiate means agreeing to
Attempt to find
mutually acceptable
outcome
5. Minimax principle In negotiation, people try to minimize their losses and maximize their gains
6. Aspiration point What you want out of the negotiation
Ex. 4 weeks paid vacation
7. Resistance point What you're willing to give up; lowest you're willing to go in negotiation
Ex. 2 weeks paid vacation
8. Status quo point Position you were in prior to negotiation
Ex. Paid vacation automatically given to you
9. Bargaining range Zone of possible agreement between aspiration point and resistance point
Ex. 2-4 weeks
10. BATNA (Best Alter- If you stopped negotiating, where would you be?
native to a Negotiat-
ed Agreement) May change depending on other's offer
, COM 312 Final Exam Study Guide ACTUAL UPDATED Questions
and CORRECT Answers
Ex. Boss offers 3 weeks right away, resistance point is now 3 weeks and
aspiration is now 5 weeks
Does NOT always end in compromise
Ex. You want 4 weeks vacation, ask for 5, get 4, you have made a concession
but not compromise because you got your intended goal
11. Competitive negoti- Exchange in which one starts high, concedes slowly, exaggerates the value of
ation one's concessions, conceals information, argues forcefully, and outwaits the
other
-Conflict is a win/lose
-Best used with no interpersonal connection (Ex. car salesman)
12. Cooperative negoti- Formal bargaining techniques with many interpersonal skills such as listen-
ation ing, assertiveness, supportive communication and collaboration
-Win/win is possible
Rigid in goals pursuing, but flexible in means adopting for goals
13. Equifinality One cannot necessarily predict how something is going to turn out based on
the way it started
Parties' goals are a mutual gain, but they are open to a number of ways to
achieve a win-win
14. Cost cutting One party reduces the price of an item so that they other is more easily able
to afford it
15. Compensation One party provides something of value to make up for lasses caused by their
behavior
Usually monetary
16. Prioritizing
, COM 312 Final Exam Study Guide ACTUAL UPDATED Questions
and CORRECT Answers
Each side grants to the other those issues or objects that the other gives top
priority
Ex. You can have 1&2 on your list if I can have 1&2 on my list
17. Objective criteria Guidelines we apply across a variety of situations to ensure fairness
18. Fractionation Breaking the problem down into its smallest pieces and dealing with each
piece one at a time
19. Dispute A conflict that has reached a point where the parties are unable to resolve the
issue by themselves due to a breakdown in communication
Normal relations are unlikely until dispute is resolved
20. ADRs (Alternatives Arbitration
to Dispute Resolu- Adjudication
tion) Ombudsperson
Conciliation
Mediation
21. Arbitration "Neutral" 3rd party considers both sides of dispute and makes decision
Ex. Judge telling you the outcome/resolution if they didn't have lawyers. Both
parties speaking on own behalf
22. Adjudication "Neutral" judge or jury hears attorneys speak on someone's behalf and then
a decision is made
Ex. Law & Order trials
23. Ombudsperson When someone cuts through red tape on behalf of individuals who feel
abused by a government system
