Negotiation

Which of the following statements is true about parties involved in a negotiation?

Both parties can influence the outcomes and decisions of the other party.

Match the types of concerns a party to a conflict has according to the dual concerns model (in the left column) with the corresponding strategies (in the right column).

Strong concern for the other party's outcomes-Problem solving and yielding Weak concern for the other party's outcomes-Contending and inaction

Match the types of concerns people in conflict have according to the dual concerns model (in the left column) with the corresponding strategies (in the right column).

Strong concern for their own outcomes-Problem solving and contending Weak concern for their own outcomes-Yielding and inaction

Which strategy for conflict management is located right in the middle of the dual concerns model?

The compromising strategy

Select all that apply Identify the characteristics of a conflict that make it easy to resolve.

The conflict has consequences that are little and insignificant. A powerful, trusted, prestigious third party is available.

In the context of the dual concerns model, what strategy for conflict management is associated with threats, punishment, intimidation, and unilateral action?

The contending strategy

True or false: Negotiators should be able to use both approaches to negotiation in the same deliberation when most negotiation issues or problems have components of both claiming and creating values.

True

Jenna wants to use the obliging approach to handle an interpersonal dispute. In which of the following situations would it be most appropriate for her to use this style of handling interpersonal conflict?

When preserving her relationship with the other party is of utmost importance

When is the compromising style of handling interpersonal conflict appropriate? (Select all that apply.)

When the integrating or dominating style of handling interpersonal conflict is unsuccessful When the parties' goals are mutually exclusive

When two parties, in solving a conflict, actively pursue approaches to maximize their joint outcome from the conflict, they are most likely pursuing the _____ strategy for conflict management identified in the dual concerns model.

collaborating

In the context of the dual concerns model, actors who put moderate efforts to achieve their own outcomes and help the other party achieve his or her outcomes are pursuing the _____ strategy of conflict management.

compromising

"A sharp disagreement or opposition, as of interests and ideas amongst other things" best describes the term

conflict

According to Harold Kelley, the dilemma faced by a negotiator in deciding how much of the truth to tell the other party is called the _____.

dilemma of honesty

According to Harold Kelley, the dilemma that all negotiators face which concerns how much negotiators should believe what the other side tells them is known as the _____.

dilemma of trust

In a situation where other parties are committed to the successful implementation of an outcome, it is appropriate to use the _____ style of handling interpersonal conflict.

integrating

Karen and Lee, both employees of a US-based company, have been assigned the task of preparing a presentation for the company's latest product. While executing their responsibilities, Karen and Lee get into a dispute over which format to use for the PowerPoint presentation. This situation is an example of _____ conflict.

interpersonal

Ryan and Helen, employees of an automobile manufacturer, engage in a dispute over the design of the company's latest product. The conflict between Ryan and Helen is easy to resolve if _____.

it is possible to divide the issue at hand into small parts

An accurate statement about the yielding strategy for conflict management in the dual concerns model is that _____.

it is pursued by negotiators who are not very concerned about their own outcomes

It is most appropriate to use an integrating style of handling interpersonal conflict in a situation where _____.

one party cannot find the solution of the problem by its own

In the context of the dual concerns model of conflict management, a party pursuing the _____ strategy shows high concern for whether the other party attains his or her outcomes and high concern for attaining his or her own outcomes.

problem-solving

The dominating style of handling interpersonal conflict is used when _____.

the issue is important to a party

It is appropriate to use the avoiding style of handling interpersonal conflict when _____.

the issue is trivial

Lee decides to use the dominating style of conflict management to handle a certain interpersonal dispute. He is making the right choice if _____.

the parties have to make a quick decision

Generally, distributive bargaining between two parties is most appropriate when _____.

there is a limitation on time and resources

In the context of the dual concerns model of conflict management, identify a strategy in which a party prefers to do nothing, be silent, or retreat.

Avoiding

Identify an accurate statement about how negotiators should use the two major strategic approaches to negotiation.

Both approaches to negotiation must be employed with equal versatility.

Identify the accurate statements about conflict. (Select all that apply.)

Conflict can be effectively resolved through negotiation. The strongly divergent needs of two parties can lead to conflict.

_____ is the approach to negotiation in which negotiators employ win-lose strategies and tactics to beat the competition.

Distributive bargaining

In the context of elements that contribute to conflict's destructive image, what happens when the other party challenges a party in a negotiation?

Each negotiator starts to look at things from his or her own perspective.

Identify an accurate statement about how negotiators should use the two major strategic approaches to negotiation.

Identify an accurate statement about how negotiators should use the two major strategic approaches to negotiation.

When a conflict arises, one of the three parties involved in the conflict retreats and does nothing. It shows no interest in whether it can attain its own outcomes or whether the other parties can attain theirs. In the context of the dual concerns model, what strategy for conflict management has this party adopted?

Inaction

Match the different levels of conflict (in the left column) with their descriptions (in the right column).

Intragroup conflict- Occurs within a group Intergroup conflict-Occurs between groups Interpersonal conflict-Occurs between individuals Intrapersonal conflict- Occurs within an individual

What happens as a conflict escalates during a negotiation?

The negotiators tend to interpret people and events as being either with them or against them.

When is distributive bargaining between two parties generally most appropriate?

When there is no possibility of future interaction with the other party

While pursuing a particular strategy for conflict management, a negotiator shows little interest or concern in whether he attains his own outcomes but is quite interested in whether the other party attains his or her outcomes. In the context of the dual concerns model, identify the strategy the negotiator has adopted.

Yielding

An obliging style of handling interpersonal conflict is appropriate when _____.

a party is dealing from a position of weakness

The strategy of conflict management that is adopted by negotiators who show little concern for the other party's desired outcomes and want to concentrate on their own outcomes is called the _____ strategy.

contending

The purpose of _____ is to claim value

distributive bargaining

Attempting to find solutions so that both sides can do well and accomplish their goals is typical of the _____ approach to negotiation.

integrative

Creating value is the purpose of _____.

integrative negotiation

For an organization, employee salary is a permanent expense, while a signing bonus occurs only in the first year. Therefore, the organization may be more willing to concede on the amount of the bonus than on the salary. In the context of differences among negotiators, this scenario is most likely an example of differences in _____.

interests

Unlike a company with no cash flow problems, a company with cash flow problems is less open to expanding its operations. In the context of differences among negotiators, this scenario is most likely an example of differences in _____.

risk tolerance

Sarah decides to use the compromising style to handle an interpersonal conflict. She is making the right choice if _____.

the issue at hand is complex and a temporary solution is required

When the issue at hand is trivial and a cooling off period is needed, which of the following styles of handling interpersonal conflict should a negotiator use to handle the dispute?

An avoiding style