MQM 382 Final Exam Questions And
Answers 100% Pass
Distributive Bargaining - answer✔negotiation that seeks to divide up a fixed amount of
resources; a win-lose situation
generally a 1 time negotiation, divide dat pie, New Car
Integrative Bargaining - answer✔negotiation that seeks one or more settlements that can
create a win-win solution
Dual Concerns Model: Compromising - answer✔middle ground between concern with
others and concern with mine
Dual Concerns Model: Accomodating - answer✔very concerned with others and little
concern for me
Dual Concerns Model: Competing - answer✔very concerned with mine and not concerned
with others
Dual Concerns Model: Collaborating - answer✔Very concerned with both
Dual Concerns Model: Avoiding - answer✔little concern for mine and others
social value orientation - answer✔Measure of preferences for a certain pattern of outcomes
for the self and others
Social Value Orientation: Cooperative - answer✔balanced between both parties
Social Value Orientation: Competing - answer✔Maximizing the difference between the two
Shell Situation Matrix: Accommodation Style - answer✔low stakes; high relationship:
marriages, friendships, teams
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