CSM 428 Exam 1 Questions and Answers 100% Accurate
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CSM 428 Exam 1 Questions and Answers 100% Accurate
What is at the heart of any approach to negotation?
-interest, rights, and power
-dispute: reconciling the interests of the parties, determining who is right, and determining who is more powerful.
What's negotiation?
the act of back-and-...
what is at the heart of any approach to negotation
how does a dispute begin when one person or org
what 3 factors do people decide to focus on in neg
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CSM 428 Exam 1 Questions and
Answers 100% Accurate
What is at the heart of any approach to negotiation? - answer-interest, rights, and power
-dispute: reconciling the interests of the parties, determining who is right, and
determining who is more powerful.
What's negotiation? - answer the act of back-and-forth communication intended to reach
agreement.
How does a dispute begin? - answer-when one person (or organization) makes a claim
or demand on another who rejects it.
-The claim may arise from a perceived injury or from a need or aspiration.
What 3 factors do people decide to focus on in negotiation? - answer They may seek to:
(1) reconcile their underlying interests (2) determine who is right
(3) determine who is more powerful
What's interest? - answer-needs, desires, concerns, fears—the things one cares about
or wants
What's another term for interests-based negotiation? - answer-Another term for
interests-based negotiation is problem-solving negotiation, so called because it involves
treating a dispute as a mutual problem to be solved by the parties.
What do we call negotiations that focus primarily on interests? - answer- "interests-
based,"
- in contrast to "rights-based" and "power-based" negotiations.
What's rights? - answer-to rely on some independent standard with perceived legitimacy
or fairness to determine who is right
-As a shorthand for such independent standards, we use the term rights.
-Some rights are formalized in law or contract. Other rights are socially accepted
standards of behavior, such as reciprocity, precedent, equality, and seniority.
-The prototypical rights procedure is adjudication, in which disputants present evidence
and arguments to a neutral third party who has the
-Power to hand down a binding decision.
What's power? - answer-the ability to coerce someone to do something he would not
otherwise do.
-Exercising power typically means imposing costs on the other side or threatening to do
so.
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