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Exam 1: The Nature of Negotiation

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Question 31

True/False

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The parties prefer to negotiate and search for agreement rather than to fight openly,have one side dominate and the other capitulate,permanently break off contact,or take their dispute to a higher authority to resolve it.

A) True
B) False

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Question 32

Multiple Choice

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An individual who pursues his or her own outcomes strongly and shows little concern for whether the other party obtains his or her desired outcomes is using another of the following strategies.Which one?

A) yielding
B) compromising
C) contending
D) problem solving
E) None of the above.

F) D) and E)
G) B) and C)

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Question 33

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The two-dimensional framework called the _______________________ postulates that people in conflict have two independent types of concern.

The mix of convergent and conflicting goals characterizes many ____________ relationships.

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

What are concessions?

A creative negotiation that meets the objectives of all sides may not require compromise.

The ____________ of people's goals,and the ____________ of the situation in which they are going to negotiate,strongly shapes negotiation processes and outcomes.

Define synergy?

Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful.

Which of the following statements about conflict is true?

In any industry in which repeat business is done with the same parties,there is always a balance between pushing the limit on any particular negotiation and making sure the other party-and your relationship with him-survives intact.

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

When one party accepts a change in his or her position,a ____________ has been made.

How much to believe of what the other party tells you

Negotiation situations have fundamentally the same characteristics.

What are the five major strategies for conflict management (as identified in the Dual Concerns framework)?

Which of the following contribute to conflict's destructive image?

Explain how conflict is a potential consequence of interdependent relationships.

Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of ____________.