Integrative negotiations - Study guides, Class notes & Summaries

Test 2: COM 312 Exam Review (New 2023/ 2024 Update) Questions and Verified Answers| 100% Correct| A Grade QUESTION Negotiate Answer: to settle a dispute by discussion & mutual agreement QUESTION integrative negotiation Answer: assumes that both parties have diverse interests and common interests and that creativity can transcend the win/lose aspect of competitive negotiations QUESTION Assumptions of integrative negotiation Answer: -Common inter...

TABLE OF CONTENTS: Chapter 1:The Nature of Negotiation Chapter 2:Strategy and Tactics of Distributive Bargaining Chapter 3:Strategy and Tactics of Integrative Negotiation Chapter 4:Negotiation: Planning and Strategy Chapter 5:Individual Differences: Know Yourself and Your Counterpart Chapter 6:Perception, Cognition, and Emotion Chapter 7:Communication Process and Outcomes Chapter 8:Negotiation Power and Persuasion Chapter 9:The Dynamics of Disputes and Third-Party Help Chapter 10:Confronting the...

TEST BANK for Essentials Of Negotiation (Canadian Edition) 4th Edition Lewicki, Tasa, Barry, Saunders. ISBN 9781260332902. (All 13 Chapters) A+ TABLE OF CONTENTS: Chapter 1:The Nature of Negotiation Chapter 2:Strategy and Tactics of Distributive Bargaining Chapter 3:Strategy and Tactics of Integrative Negotiation Chapter 4:Negotiation: Planning and Strategy Chapter 5:Individual Differences: Know Yourself and Your Counterpart Chapter 6:Perception, Cognition, and Emotion Chapter 7:Communication Pr...

TEST BANK for The Mind and Heart of the Negotiator 7th Edition by Thompson Leigh. ISBN 9780135198667, ISBN-13: 9780135641262. -TABLE OF CONTENTS_ PART 1: NEGOTIATION ESSENTIALS 1. Negotiation: The Mind and the Heart 2. Preparation: What to Do Before Negotiation 3. Distributive Negotiation: Claiming Value 4. Integrative Negotiation: Expanding the Pie PART 2: NEGOTIATION SKILLS 5. Understanding Personality and Motivation 6. Managing Emotions and Contentious Negotiations 7. Establishing Trust and B...

Integrative correct answer: win-win o Each party has a vested interest in the issue and the relationship with all parties o Look for mutual gains Distributive correct answer: win-lose o Issues matter more than the relationship lose-lose correct answer: Usually when everything starts going south in a negotiation- either you have rubbed the other party the wrong way or they have done something to prevent you from coming to an agreement negotiation correct answer: Negotiation is oft...

BUAD 304 Final Exam | Questions and Answers How jobs in a company are formally grouped, divided, and coordinated is called organizational structure Name the six aspects of organizational structure (hint SF DC WC) -span of control -formalization -departmentalization -chain of command -work specialization -centralization How wide or lean a company structure is referred to as its span of control How standardized a job is in an organization is called Formalization Just like how the army has a form...

What two dimensions of relationships are important in forming alliances? - Trust - Rapport What are important considerations in group negotiations? - Trustworthiness of key individuals - Binding agreement: collateral, written contract? - Nonverbal cues What did the eBay methods for encouraging removal of negative feedback show is effective? A short apology gained more removal of negative feedback than cash rebates. Power derives not only from control of resources, but ...

GSCM 411 Final Exam Practice Questions and Answers The two main kinds of negotiation are: - Ans:-Distributive and Integrative A "win-win" situations is considered what type of negotiation? A. Competitive B. Integrative C. Distributive D. Bad faith - Ans:-B With an integrative type of negotiation your task(s) might include: A. To create as much value as possible for you and for the other side B. To let the other side state their position at the beginning C. To claim value for you...

OAM 330 Exam Questions With Verified Answers. What are the psychological effects of holding power? - answerSelf-serving biases increase o "I got to the top on my own" ▪ More likely to hold stereotypes of those without power ▪ More likely to believe systems are just and fair basically become a bit of an ass What are the behavioral effects of holding power? - answer- Disinhibition: More likely to take up more time, interrupt, or express unsolicited opinions - self focus: Power lea...

(1) What stages do groups pass through? 1. Idea generation, implementation and termination. 2. Introduction, high productivity and decline. 3. Initiation, evolution, maturation and decline. 4. Forming, storming, norming, performing and adjourning. (2) How would you describe a work group? 1. A group whose individual efforts result in a performance that is greater than the sum of the individual inputs. 2. A group that primarily interacts to share information and to make decision...