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Exam 1: The Nature of Negotiation

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Question 31

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A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is what kind of a situation?

A) Zero-sum
B) Win-win
C) Win-lose
D) Mutual gains

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Question 32

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Define "zero-sum" situation.

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Individuals are so linked toge...

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Question 33

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Compare a problem solving conflict management strategy to a compromising conflict management strategy.

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Which of the following concerns how much of the truth to tell the other party in a negotiation?

Negotiation requires little process, and is generally instantaneous.

Describe a "mutual-gains" situation.

A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

Satisfaction with a negotiation is determined by:

When the teachers union finally completed the bargaining process with the province, both parties left the table feeling satisfied that they had achieved some of their objectives. This exemplifies which kind of situation?

Sometimes people fail to negotiate because they do not recognize that they are in a negotiable situation.

Negotiating parties rarely negotiate by choice.

What are the three reasons negotiations occur?

When one party refuses to accept a change in his or her position, it is called a concession.

Negotiations occur for only one reason: to create something new that neither party could do alone.

What does the acronym BATNA mean?

What are the two dilemmas of negotiation?

When parties are interdependent they have to find a way to resolve their differences.

A zero-sum situation is also known as what kind of a situation?

One of the common characteristics of negotiation is that the parties prefer to negotiate and search for agreement rather than to fight openly.