OBHR 317 FINAL EXAM 2025 GRADED A+ LATEST WITH
CORRECT QUESTIONS AND ANALYSED ANSWERS
What are negotiations? - CORRECT ANSWER_Decision making situations in
which two or more interdependent parties attempt to reach an agreement
What are some reasons for negotiations - CORRECT 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 - CORRECT
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 - CORRECT
ANSWER_Target point
Resistance point
,Asking price, initial offer
BATNA
What is a resistance/reservation point? - CORRECT 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 - CORRECT ANSWER_is the space
between two parties reservation points that overlap
What is BATNA - CORRECT 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? - CORRECT 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 - CORRECT ANSWER_Is a Win-win
negotiation that basically increases the size of the pie instead of increasing
your piece
Four Hallmarks of integrative negotiation - CORRECT 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 - CORRECT ANSWER_Incompatible
goals
differentiation
Interdependence
ambiguity
resources
group identification
What are some types of conflict? - CORRECT ANSWER_Task/ cognitive
(assertiveness)
Affective/ relationship (cooperativeness)
Process
What is forcing? - CORRECT ANSWER_Satisfying personal needs at the
expense of the other person
What is avoiding? - CORRECT ANSWER_Neglects interests of both parties by
sidestepping or postponing
What is accomodating/yielding? - CORRECT ANSWER_Satisfy other parties
concerns but neglect your own
What is comprimise? - CORRECT ANSWER_Seek partial satisfaction for both
parties
What is collaborating/ problemsolving? - CORRECT ANSWER_Seek to address
concerns of both parties
CORRECT QUESTIONS AND ANALYSED ANSWERS
What are negotiations? - CORRECT ANSWER_Decision making situations in
which two or more interdependent parties attempt to reach an agreement
What are some reasons for negotiations - CORRECT 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 - CORRECT
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 - CORRECT
ANSWER_Target point
Resistance point
,Asking price, initial offer
BATNA
What is a resistance/reservation point? - CORRECT 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 - CORRECT ANSWER_is the space
between two parties reservation points that overlap
What is BATNA - CORRECT 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? - CORRECT 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 - CORRECT ANSWER_Is a Win-win
negotiation that basically increases the size of the pie instead of increasing
your piece
Four Hallmarks of integrative negotiation - CORRECT 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 - CORRECT ANSWER_Incompatible
goals
differentiation
Interdependence
ambiguity
resources
group identification
What are some types of conflict? - CORRECT ANSWER_Task/ cognitive
(assertiveness)
Affective/ relationship (cooperativeness)
Process
What is forcing? - CORRECT ANSWER_Satisfying personal needs at the
expense of the other person
What is avoiding? - CORRECT ANSWER_Neglects interests of both parties by
sidestepping or postponing
What is accomodating/yielding? - CORRECT ANSWER_Satisfy other parties
concerns but neglect your own
What is comprimise? - CORRECT ANSWER_Seek partial satisfaction for both
parties
What is collaborating/ problemsolving? - CORRECT ANSWER_Seek to address
concerns of both parties
