Tangible correct answers The price or terms of a negotiation.
Intangibles correct answers The underlying psychological motivations that may directly or indirectly influence the parties during a negotiation.
Negotiation correct answers Decision-making situations in which two or more interdepen...
MKT 353 Exam 1 || with 100% Errorless Solutions.
Tangible correct answers The price or terms of a negotiation.
Intangibles correct answers The underlying psychological motivations that may directly or
indirectly influence the parties during a negotiation.
Negotiation correct answers Decision-making situations in which two or more interdependent
parties attempt to reach agreement.
Characteristics of a Negotiation Situation correct answers 1. There are two or more parties.
2. There is a conflict of needs or desires between the parties
3. The parties negotiate because they think they can get a better deal by negotiation than simply
accepting what the other side will let them have
4. There is an expectation of a give and take process
5. The parties prefer to seek agreement rather than fight, allow one side to dominate, break off
contact, or bring the dispute to a higher authority
6. Successful negotiation involves the management of tangibles and the resolution of intangibles.
When you shouldn't negotiate correct answers When you could lose everything
When you're running at capacity
When the demands are unethical
When you do not care
When you do not have time
When the other party acts in bad faith
When you could improve your situation by waiting
When you are not prepared
Independent correct answers Parties are able to meet their own needs without the help and
assistance of others
Dependent correct answers Parties must rely on others for what they need
Interdependent correct answers Parties are characterized by interlocking goals
Distributive Situation correct answers When the goals of two or more people are zero-sum, so
that one can gain only at the other's expense.
Distributive Situation correct answers Also known as zero-sum situations. The purpose of the
negotiation is to claim value.
Integrative Situation correct answers When parties' goals are linked, but not zero-sum, so that
one person's goal achievement does not block the goal achievement of another.
Integrative Situation correct answers Also known as mutual gains situations. The purpose of the
negotiation is to create value.
, Best Alternative to a Negotiated Agreement (BATNA) correct answers The best alternative to a
negotiated agreement, which may be saying "no" and walking away.
Dilemma of Honesty correct answers How much of the truth to tell the other party.
Dilemma of Trust correct answers How much of what the other party discusses should the
negotiators believe
Conflict correct answers Sharp disagreement or opposition leading to a belief that the two parties
current aspirations cannot be achieved simultaneously. It can result from strongly divergent
needs of the parties or from misperceptions.
Four Levels of Conflict correct answers Intrapersonal, Interpersonal, Intragroup, Intergroup
Intrapersonal Conflict correct answers Occurs within the individual. Conflicting emotions, ideas,
values, motivations, etc. For example, we want to get good grades, but are more motivated to do
things besides studying.
Interpersonal Conflict correct answers Occurs between individuals. Conflict between strangers,
animals etc.
Intragroup Conflict correct answers Occurs within a group. Conflict within families, tribes,
organizations, etc.
Intergroup Conflict correct answers Occurs between groups. Conflict between nations, clans,
ethnic groups, etc. The most intricate form of conflict due to the large number of people involved
and multitude of interactions between participants.
Functions and Dysfunctions of Conflict correct answers Competitive, win/lose goals
Misperceptions and bias
Emotionality
Decreased communication
Blurred issues
Rigid communication
Magnified differences, minimized similarities
Escalation of conflict
Competitive, win/lose goals correct answers Belief that goals cannot be simultaneously achieved;
competitive processes are developed to obtain goals.
Misperceptions and bias correct answers Parties come to view issues consistently with their own
perspective of the conflict; thinking becomes stereotypical and biased.
Emotionality correct answers Leads to frustration, anxiety; overwhelms clear thinking.
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