COM 312 Test #2 Questions and Answers 100% Accurate!!

Distributive - ANSWER-(Win/Lose, Zero-Sum bargaining) competitive negotiation strategy used to decide how to distributive limited resources. Integrative - ANSWER-(Win/Win, Non Zero-Sum bargaining) negotiation strategy where parties collaborate to develop a mutual beneficial agreement based on the interests of the other party. Identify the characteristics of a negotiation situation - ANSWER--Two or more parties involved -Conflict of interests between parties -Parties negotiating voluntarily -Parties expect a give & take process (modifying initial stance) -Search for agreement rather than fight openly -Involves management of tangibles (price, offer, terms of agreement) -As well as resolution of tangibles (underlying psychological motivators indirectly or directly influencing How does interdependence or relationship impact the type of negotiation employed ? - ANSWER--Zero sum, or distributive --- One winner - Non zero sum or integrative --- Mutual gains What is the dual concern model? - ANSWER-A two dimensional framework assuming that people engaging in conflict have two major underlying concerns: Concern for their own outcomes, Concern for other's outcomes. How do alternatives work in negotiation? - ANSWER-- Alternatives give the negotiator power to walk away from the negotiation - If alternatives are attractive, negotiators can: -- Set their goals higher -- Make fewer concessions -- If there are no attractive alternatives: -- Negotiators have much less bargaining power What is a BATNA? - ANSWER-Best Alternative to a Negotiation Agreement The dilemmas in mutual adjustment - ANSWER-Dilemma of honesty Dilemma of trust Describe the distributive bargaining/negotiation situation - ANSWER-Starting points (initial offers)