CSR 344 Exam Questions with Complete Solutions

CSR 344 Exam Questions with Complete Solutions Negotiations occur for several reasons: - ANSWER To agree on how to share or divide a limited resource To create something new that neither party could attain on his or her own To resolve a problem or dispute between the parties describes the competitive, win-lose situation (hagling) - ANSWER Bargaining refers to win-win situations such as those that occur when parties try to find a mutually acceptable solution to a complex conflict. - ANSWER Negotiation Characteristics of a Negotiation Situation - ANSWER There are two or more parties There is a conflict of needs and desires between two or more parties Parties negotiate because they think they can get a better deal than by simply accepting what the other side offers them Parties expect a "give-and-take" process Characteristics continued - ANSWER Parties search for agreement rather than: Fight openly, Capitulate , Break off contact permanently, Take their dispute to a third party Successful negotiation involves: - ANSWER Management of tangibles (e.g., the price or the terms of agreement) Resolution of intangibles (the underlying psychological motivations) such as need to win, look good, save face, defend a principle, protect reputation, maintain a good relationship. Interdependence - ANSWER In negotiation, parties need each other to achieve their preferred outcomes or objectives Interdependent parties are characterized by - ANSWER interlocking goals. Having interdependent goals does not mean that - ANSWER everyone wants or needs exactly the same thing A mix of convergent and conflicting goals characterizes many ____ relationships - ANSWER interdependent Interdependence and the structure of the situation shape processes and outcomes: - ANSWER Zero-sum or distributive and Non-zero-sum or integrative Zero-sum or distributive: - ANSWER Competitive situation where there is only one winner. Non-zero-sum or integrative: - ANSWER Goals are linked to achieve a mutual gain. Evaluating interdependence depends heavily on the _______ - ANSWER alternatives to working together BATNA - ANSWER Best Alternative to a Negotiated Agreement ______ is one of the key causes of the changes that occur during a negotiation process. - ANSWER Mutual adjustment As parties act to influence each other in a negotiation, they engage in a _____ - ANSWER mutual adjustment When one party agrees to make a change in his/her position based on the other party's suggestion to do so, a _____ has been made - ANSWER concession Two Dilemmas that Negotiators face in Mutual Adjustment - ANSWER Dilemma of honesty, Dilemma of trust Dilemma of honesty - ANSWER Concern about how much of the truth to tell the other party Dilemma of trust - ANSWER Concern about how much should negotiators believe what the other party tells them