Com 312 exam 1 stuvia Study guides, Class notes & Summaries

Interpersonal Conflict and its parts - ANSWER-a problematic situation with... 1. interdependent conflicting sides 2. perceive that they seek incompatible goals 3. that incompatibility has the potential to hurt the relationship 4. sense of urgency to fix it 5 step process view of conflict - ANSWER-1. prelude (people involved) 2. triggering event 3. initiation phase (becomes known) 4. differentiation phase (conflict) 5. resolution phase (accept outcome) civility - ANSWER-attitude o...

Which alternate solution for Integrative Negotiation involves inventing new options that meet all their respective needs - Answer Finding a bridge solution Which is the value or figure that you do not want to pay more than in a negotiation - Answer Bottom Line When a negotiator says: "Gee that offer was much lower than I expected; perhaps i've misconstructed the value here and should reconsider my goals and tactics" is an example of which cognitive bias in negotiations: - Answer Anchori...

conflict - ANSWER-an expressed or unexpressed problematic situation between at least two interdependent parties who perceived incompatible goals, scarce resources, and interference components of conflict - ANSWER--expressed or unexpressed problematic situation -interdependence -perceived incompatible goals -perceived scarce resources -perceived interference expressed or unexpressed problematic situation - ANSWER--messages may or may not be exchanged -latent conflict: one or more parti...

Which alternate solution for Integrative Negotiation involves inventing new options that meet all their respective needs - ANSWER-Finding a bridge solution Which is the value or figure that you do not want to pay more than in a negotiation - ANSWER-Bottom Line When a negotiator says: "Gee that offer was much lower than I expected; perhaps i've misconstructed the value here and should reconsider my goals and tactics" is an example of which cognitive bias in negotiations: - ANSWER-Anchori...

COM 312 EXAM 1 MODULES 1 AND 2

COM 312 EXAM 1 MODULES 1 AND 2