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UGBA 105 (negotiation/conflict)- Questions & Answers
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UGBA 105 (negotiation/conflict)- Questions & Answers
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UGBA 105 (negotiation/conflict)-Questions & Answers
We are most prone to confirmation bias when we believe we have _____ and strongly believe
our opinions Correct Ans-good information
type of heuristic -
Tendency to believe in your ability to be correct/accurate more often than is really true
o When people say they are 100% sure of an outcome, they tend to be 70-85% correct
o Most likely to occur outside our area of expertise
o Those whose intellectual/interpersonal abilities are *weakest are most likely to overestimate*
their own performance/ability
Fail to adequately consider risks or prepare plan B Correct Ans-overconfidence
relational process by which parties share info and use problem solving to achieve mutually
beneficial solutions; achieving agreement or resolving conflict through discussion and
influence Correct Ans-negotiation
____ has changed negotiation for the better Correct Ans-The internet
get all the pie you can, win or lose, focus on positions, low info sharing, short-term relationships
(negotiation)
*negotiator*: Extreme opening offers, shows no concern for the other side, doesn't ask
questions or reveal info, few concessions Correct Ans-distributive negotiation
expand the pie, win-win, focus on interests, high info sharing, long-term relationships
(negotiation)
, *negotiator*: reasonable opening offers, shows concern for the other side, asks questions and
reveals information, makes trade-offs of priorities Correct Ans-integrative negotiation
Prior: *research* other party values/interests/protocols
*Opening offer* (anchoring) ANY negotiation (besides salary) YOU make the opening offer
statement (84% likely this will be result) so if you prep you will be happy with outcome
*Resistance point* (bottom line)
*BATNA* (best alternative) it is a perception NOT a reality, people often underestimate their
own and overestimate others
*issues and interests* (expands the pie/attracts)
Objective criteria (power of info) Correct Ans-negotiation preparation
a process that begins when one party perceives that another party has negatively affected, or is
about to negatively affect, something the first party cares about Correct Ans-conflict
(view) all conflict is harmful and should be avoided Correct Ans-traditional view
belief that conflict is not only a positive force in a group but that it's necessary for a group to
perform effectively (view)
types:
Task conflict: Conflicts over content and goals of the work, low to moderate levels of this type
are functional
Relationship conflict: Conflict based on interpersonal relationships; almost always dysfunctional
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