Negotiation/Conflict Resolution Fall 2020

Merrill and Reid's four social styles organize how people communicate in terms of their and .

assertiveness responsiveness

Which social style tends to be the angriest?

Amiable Expressive Director None of these answers are correct.

Consider this quote from Nice Girls Don't Ask: "Observing these inequities, women become disenchanted with their employers. When a better offer comes along, rather than using that offer as a negotiating tool, women may take it and quit." Which Thomas-Kilmann conflict mode is most consistent with this behavior?

Avoiding

What does BATNA stand for?

Best Alternative To Negotiated Agreement

Match each definition of Alternative Dispute Resolution to the matching term on the right.

Both parties directly communicate to settle on a decision. Negotiation Uses a neutral third party to help both parties design and settle on a decision. Mediation Uses a neutral third party to make a final and binding decision for both parties. Arbitration

How can your opponent's biases and irrationality hurt your negotiations according to Bazerman? Mark all that apply.

By lacking creativity in exploring options. By holding out for unrealistic or impossible deals. By making mistakes.

Name the bias demonstrated in the scenario below. Jim opens Netflix to pick a movie to watch, and then spends the next 20 minutes scrolling through dozens of titles before closing Netflix.

Choice Overload

Which conflict mode does Makoto demonstrate in the scenario below? Taylor wants to go Ibiza for their vacation, but Makoto says he wants to go to Canada. After some back and forth, Makoto asks Taylor why he wants to go to Ibiza. Taylor explains that he's never been to a beach and really wants the experience. Makoto explains he always worries about extreme weather, and the thought of being on a small island terrifies him. Instead, he would like to go to Canada because he's never been there before. Taylor asks Makoto if he wants to go Canada or if he just wants to go to a new country. After a thoughtful pause, Makoto explains that he just wants to see a new country. After some research, Makoto and Taylor plan a trip to Brazil, a country Makoto has never seen with beautiful beaches for Taylor.

Collaborating

Which conflict mode does Makoto demonstrate in the scenario below? Taylor wants to go Ibiza for their vacation, but Makoto wants to go to Canada. They go back and forth: Taylor found a great discount offer for Ibiza that he doesn't want to miss. Makoto has been to Ibiza too many times, but never gone to Canada. Without exploring Taylor's reasoning further, Makoto calmly explains why they should vacation in Canada: it's still cheaper than Ibiza even after the discount, their vacation can be longer in Canada, etc. Makoto eventually persuades Taylor to take the trip to Canada.

Competing

You are looking to purchase a house and you find the perfect dream home for $150,000. Through your careful research, you know that this is much, much cheaper than similar properties in the area. Even though the price the seller is asking is way under market value, you quickly accept the seller's asking price at the first opportunity. Which conflict mode describes your behavior in this situation?

Competing

Match each description below with the corresponding conflict mode on the right.

Compromising - You settle the negotiation by making some concessions or splitting the difference. Your goal is to quickly reach a resolution where an acceptable number of your needs are met. Collaborating - You settle the negotiation by working on each other's interests. Your goal is to find solutions that satisfy all of your needs and all of their needs. Avoiding - You settle the negotiation by withdrawing from or sidestepping the source of conflict altogether. Competing - You settle the negotiation by using power and position. Your goal is to meet your needs regardless of the consequences for the other party. Accommodating - You settle the negotiation by working with the other party. Your goal is to find solutions that satisfy all of their needs.

Name the bias demonstrated in the scenario below. Sam is having a heated argument with their roommate, Taylor, about whether all cats are black. Taylor is adamant that they have seen gray cats, white cats, and calico cats. With exasperation, Sam googles the term "black cats" and then shows Taylor all the images of cats that are in fact black.

Confirmation Bias

Once we form an opinion about someone's character based on their culture or identity, we tend to "pay attention to the "facts" that support our preconceived ideas" and dismiss evidence that doesn't fit the narrative we created in our minds (Rubin & Sanders, 1991). Which cognitive bias are we committing in this situation?

Confirmation Bias

Name the bias demonstrated in the scenario below. Dominique wants to buy a custom dress to wear to her best friend's wedding. She calls a local shop to make her order. The tailor asks her to make decisions about about color, cut, length, and fabric. Eventually, Dominique just starts picking options at random.

Decision Fatigue

Negotiators with higher emotional intelligence (EQ) tend to excel at integrative bargaining and negotiators with higher cognitive ability (IQ) tend to excel at distributive bargaining.

False

Match each description on the right with either Interests, Rights, or Power on the left.

Necessary for integrative negotiation. - Interests Focuses on "fairness," contract, or law. - Rights Parties try to use force to coerce concessions from each other. - Power Focuses on *underlying* needs, desires, or concerns. Interests

Match the definition on the left with the correct principle of persuasion on the right.

People can be persuaded to act when they feel they are returning a favor. Reciprocity People can be persuaded to want more of something when there is less of that thing to be had. Scarcity People can be persuaded to act when those actions are endorsed by a credible expert. Authority People can be persuaded to act when not acting would be at odds with their previous behavior. Consistency People can be persuaded to say yes to people they find similar, cooperative, or who pay them compliments. Liking People can be persuaded to act when they feel an action is being performed by many others, too. Consensus

Name the bias demonstrated in the scenario below. Kalyani found that people started ordering more from her bakery once she started scenting the lamp posts outside her shop with vanilla and almond.

Priming

Rubin and Sanders (1991) argue that cultural differences are too often used to explain negotiation behavior when multiple other factors are just as likely to play a role. Which of the following are some of these other factors they listed? Mark all that apply.

The specific interaction between you and your negotiating partner. The unique personality of your negotiating partner. The nature of the conflict itself

Which definition of "reciprocity" most closely matches how Lytle, Brett, and Shapiro (1999) use the term?

The tendency for individuals to mirror the type of interests, rights, or power statements they hear from their counterpart in a negotiation.

Distributive negotiation can work when parties are not concerned with maintaining a long-term relationship.

True

What should you do if your opponent makes the opening offer first during distributive negotiations? Mark all that apply.

Try to ignore your opponent's first offer. Immediately counteroffer.

Which of the following is true of integrative negotiations? Mark all that apply.

Useful for long-term relationships. Try to find areas where you and your negotiating partner have different interests. Try to "expand the pie." Aim for a win-win outcome.

Basira wants to purchase a copy of My Sister's Keeper for no more than $35 from her local bookstore. The owner of the bookstore, John, wants to sell the book for no less than $22. Basira also did some research and found a used copy of the book online for $30, although it may take more than a week for the book to be delivered. Basira and John start negotiating the price. What is John's BATNA in this scenario?

Wait to sell the book to another patron

Simons and Tripp start The Negotiation Checklist with asking you to determine your overall goal. Which of the following is not an example question they provide for determining your goal?

What is your target price point?

Wheeler (2002) gives us five standards we can use to assess whether we're negotiating ethically. Match each definition below with the corresponding standard on the right.

Would I want others to treat me or someone close to me this way? Reciprocity Would I be comfortable if my actions were fully and fairly described in a newspaper? Publicity Would I be comfortable telling my best friend, spouse, or children what I am doing? Trusted Friend Would I advise anyone else in my situation to act this way? Universality Does this action reflect how I want to be known and remembered? Legacy

One of the tips from 10 Tips to Ensure Win-Win Outcomes is to be willing to walk away from a deal. Which of the following should you research beforehand to help determine when you should walk away?

Your reservation point.

You're negotiating the sale of a property and have a pretty good offer from a buyer that you've tentatively accepted. Your boss is happy, but tells you to go back to the buyer and ask for a little more to get "buy-in" back at the office. You are extremely uncomfortable with the idea, but you've also had this job less than a year and want to be on good terms with your boss. Instead of raising your concerns, you quietly agree to go back to the buyer to ask for more. Which conflict mode describes your behavior in this interaction with your boss?

Accommodating

Which of the following is true of integrative negotiations? Mark all that apply.

Aim for a win-win outcome. Useful for long-term relationships. Try to "expand the pie."

Alison is talking to her employee, Erin, about some new job responsibilities. Erin feels the new responsibilities should come with a pay increase since they are outside the scope of their current job description. Alison can tell that Erin is angry. But Alison refuses to bring it up; she needs to stay objective, and anger has no place in this conversation. Alison has come to you as her manager for coaching on what she may have done wrong in this situation. What would you tell her?

Alison is trying to ignore Erin's emotions.

What is "substantive fairness?"

A way people try to determine how equitably an agreement distributes resources.

Which conflict mode does Makoto demonstrate in the scenario below? Taylor wants to go Ibiza for their vacation, but Makoto wants to go to Canada. Taylor brings up a great discount offer for Ibiza that they shouldn't miss. Makoto is tired of going to Ibiza, and starts making passive-aggressive comments about Taylor's ideas. But Makoto figures they can make the trip worthwhile since he already knows which tourist traps to avoid, which restaurants to pick, etc. Makoto agrees to take the trip to Ibiza. Taylor is hurt by the things Makoto said, but excited for the upcoming vacation.

Accommodating

Name the bias demonstrated in the scenario below. Trevor is researching bank firms during his job search. The first review he reads is a bank teller bashing their current employer. Trevor immediately scratches that bank off his list of potential jobs.

Anchoring

Basira wants to purchase a copy of My Sister's Keeper for no more than $35 from her local bookstore. The owner of the bookstore, John, wants to sell the book for no less than $22. Basira also did some research and found a used copy of the book online for $30, although it may take more than a week for the book to be delivered. Basira and John start negotiating the price. What does the $35 in this scenario represent?

Basira's reservation price

What approaches do Ury and Fisher recommend in Getting to Yes when your negotiating partner won't use principled negotiation? Mark all that apply.

Continue to use principled negotiation yourself. Bring in a third party to draft a proposal. Deflect attacks from the other party back onto the problem.

What approaches do Ury and Fisher recommend in Getting to Yes when your negotiating partner won't use principled negotiation? Mark all that apply

Deflect attacks from the other party back onto the problem. Continue to use principled negotiation yourself. Bring in a third party to draft a proposal.

Bazerman (2004) describes "three related psychological phenomena that afflict negotiators." Match each definition below with the correct phenomenon on the right.

Endowment Effect - You overvalue a thing because you already own it. Sacredness Effect - You overvalue a thing because you view it as significant or personally meaningful. Status Quo Bias - You overvalue a thing because you resist change.

According to Negotiation Tutorial - Integrative bargaining tactics, you should try to find ways to compromise to facilitate interest-based negotiations.

False

Kotter argues that managers who are effective at influencing others work to avoid viewing their behavior as "using power to influence people."

False

When done ethically, distributive negotiations can be win/win for both parties.

False

You may have to change your reservation point/resistance point if you discover your opponent has a stronger BATNA during negotiations.

False

How does a high level of emotional intelligence (EQ) make a negotiator more effective? Mark all that apply.

High EQ negotiators tend to be more self aware. High EQ negotiators tend to have higher levels of self-control and likability.

As Cialdini uses the term, consistency refers to . . .

Influencing people by getting them to act in ways that are consistent with their past behavior.

Which of the following is not one of Meyer's (2015) rules for cross-cultural negotiations?

Insist on getting it in writing.

A key part of understanding the difference between distributive and integrative negotiations is understanding the difference between positions and interests. Interests are your underlying needs or wants that you hope to accomplish by negotiating, while Positions are the stances you take or lines you draw during a negotiation.

Interests Positions

An effective threat in negotiations includes which of the following?

Is specific and credible. Harms interests the other party highly values. Provides a way to return to interests. All of these answers are correct.

Which of Cialdini's principles of persuasion best supports building affective trust?

Liking

What does Paul McGee mean when he talks about "the gift of the gap?"

Pausing and listening to the other person when they're speaking with the goal of understanding them.

One of the sources of anxiety we experience during negotiations comes from a lack of feedback. We often wonder: Did I ask for too much? Not enough? Did I damage my relationship with this person? Which cognitive bias best describes this source of anxiety?

Regret Aversion

What do Ury and Fisher state are the four principles of effective negotiating, in Getting to Yes? Mark all that apply.

Separate the people from the problem Insist the agreement be based on objective criteria. Focus on interests instead of positions. Generate a variety of options before making an agreement.

What do Ury and Fisher state are the four principles of effective negotiating? Mark all that apply.

Separate the people from the problem Focus on interests instead of positions. Generate a variety of options before making an agreement. Answer Insist the agreement be based on objective criteria.

How does Bazerman describe competitive irrationality?

Shared behavior where two negotiators respond to each other's hostility with more hostility.

Which ethical dimension best explains why more parents picked their children up late from daycare after a fee was introduced in the Framing video?

Substantive fairness

Name the bias demonstrated in the scenario below. Kevin has spent the past few weeks negotiating a bulk order on behalf of his company and is starting to get desperate as the deadline for shipments draws near. The day before the deadline, Kevin is shocked by the concessions he's making, but he feels he needs to close this deal.

Sunk Cost Fallacy

Which of the following does Korobkin describe as the source of a negotiator's relative bargaining power?

The ability to threaten leaving the negotiation without a deal

What is the purpose of ADR?

To avoid going to court.

Bazerman believes negotiators should try to identify biases so they can help the other party be less biased.

True

Rights and power statements are threats.

True

Ury, Brett, and Goldberg (1993) believe that any dispute will contain elements of power, interests, and rights.

True

Which of the following questions is not part of the negotiation "warm-up" exercise in Negotiating with Emotions?

What can you do to distance yourself from emotions?

Which type of opening do Lytle, Brett, and Shapiro (1999) identify as the least risky?

With interests

What are "upgraders?"

Words that are used to strengthen a statement.

Leary, Pillemer, and Wheeler (2013) identified three main reasons why people feel anxiety about negotiations:

lack of control unpredictability absence of control

Leary, Pillemer, and Wheeler (2013) identified three main reasons why people feel anxiety about negotiations: , , and .

lack of control unpredictability absence of feedback

The key to the principle of reciprocation is to be the first to give, and to ensure that what you give is and ."

personalized unexpected

Fill in the missing parts of this quote from Ury and Fisher: "Your is something you have decided upon. Your are what caused you to so decide."

position interest

The Platinum Rule: Treat other people the way

they want to be treated

Imagine that you are managing a hotel and want to increase the number of guests who reuse their towels. You decide to do this by placing a card in every room on top of the fresh towels for guests when they arrive. What should you put on that card to best take advantage of the Consensus principle, according to Cialdini?

"75% of people who have stayed in this room have reused their towel."

Basira wants to purchase a copy of My Sister's Keeper for no more than $35 from her local bookstore. The owner of the bookstore, John, wants to sell the book for no less than $22. Basira also did some research and found a used copy of the book online for $30, although it may take more than a week for the book to be delivered. Basira and John start negotiating the price. What is John's reservation price in this scenario?

$22

Basira wants to purchase a copy of My Sister's Keeper for no more than $35 from her local bookstore. The owner of the bookstore, John, wants to sell the book for no less than $22. Basira also did some research and found a used copy of the book online for $30, although it may take more than a week for the book to be delivered. Basira and John start negotiating the price. What is the bargaining zone in this scenario?

$22 - $35

Basira wants to purchase a copy of My Sister's Keeper for no more than $35 from her local bookstore. The owner of the bookstore, John, wants to sell the book for no less than $22. Basira also did some research and found a used copy of the book online for $30, although it may take more than a week for the book to be delivered. Basira and John start negotiating the price. What is Basira's reservation price in this scenario?

$35

Which of Kotter's four sources of power best supports building cognitive trust?

Belief in a Manager's Expertise

A key part of understanding the difference between distributive and integrative negotiations is understanding the difference between positions and interests. ["Positions", "Interests"] are your underlying needs or wants that you hope to accomplish by negotiating, while ["Positions", "Interests"] are the stances you take or lines you draw during a negotiation.

Answer 1:Interests Answer 2:Positions

McGee presents four questions to ask ourselves to help us engage with others. Which of the questions below is not one of his questions?

Are they listening to me?

What are some ways to facilitate perspective-taking (where each party better understands the other's interests) in integrative negotiations? Mark all that apply.

Ask diagnostic questions (What, When Where, Why, Who, and How). Discover areas where each party wants something different. Give your partner some information about your wants or needs.

"Belief in a manager's expertise" is one of the four types of power described by Kotter (1977). Which of Cialdini's principles of persuasion best aligns with this type of power?

Authority

In Nice Girls Don't Ask, we learned that even managers who may consciously want to reward men and women equally may unintentionally give women less because they do not realize men are asking for more. Which cognitive bias could be influencing these well-meaning managers?

Availability Heuristic

Name the bias demonstrated in the scenario below. Sam sees a cat for the first time. It is a black cat, so Sam determines that all cats are black.

Availability Heuristic

Basira wants to purchase a copy of My Sister's Keeper for no more than $35 from her local bookstore. The owner of the bookstore, John, wants to sell the book for no less than $22. Basira also did some research and found a used copy of the book online for $30, although it may take more than a week for the book to be delivered. Basira and John start negotiating the price. What does the $22 in this scenario represent?

John's reservation price

What does Funsten identify as the three roots of conflict? Limited Unmet Different

Limited - Resources Unmet - Needs Different - Values