BCOR 370 - Content After Exam 3 - Dr. Houghton
/Questions With Complete Solutions
Quiz :Negotiation - √Answer :A form of communication between opposing
sides in a conflict in which offers and counteroffers are made and a solution
occurs only when both parties agree
Quiz :Positional Bargaining - √Answer :each side takes a position, argues for it,
and makes concessions to reach a compromise.
Quiz :Examples of Positional Bargaining - √Answer :"My gain is your loss",
"Win, lose", "Distributive Bargaining", "Tends to be inefficient", "Produces
unwise agreements", "Splitting the oranges evenly"
Quiz :Political example of Positional Bargaining - √Answer :Kennedy
administration negotiation, nuclear testing 10 times a year (U.S.) and 3 times a
year (Russia). There was no compromise and therefore no solution was offered.
Quiz :Consequences of Positional Bargaining - √Answer :A consequence of
this type of negotiation becomes a contest of wills that can damage or destroy a
relationships. "You must be crazy! Your mother didn't raise you right if you
really think that I would sell you this car for only $1,100!"
Quiz :Principled Negotiation - √Answer :"Win, Win", "Integrative Bargaining",
"Settlement involves no loss to either party"
Quiz :Getting to "Yes"! - √Answer :- Separate the people from the problem
- Focus on interests, not positions
- Invent options for mutual gains ( several options)
- Insist of some fair standard
Quiz :Benefits of Principled Negotiation - √Answer :Some benefits of this type
of negotiation are:
- Both parties win
- "What part of the oranges do you need? I only need the rinds, and you only
need the juice, maybe the best solution would be to share the rare oranges and
only take what we need from them. Since both of our situations are important, I
believe this will be the best solution!"
Quiz :Relationship Example of Positional Bargaining - √Answer :Manhattan
Transfer was going to be playing and Dr. Houghton wanted his girlfriend to go
with him. The event was an 45 min away, and they would only be able to leave
an hour in advance. Dr. Houghton suggested meeting her at the concert, and she
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