Essentials of Organizational Behavior Study Set 1
Quiz 14: Conflict and Negotiation
The Best Alternative to a Negotiated Agreement (Batna) Determines the Conflict-Handling
The best alternative to a negotiated agreement (BATNA) determines the conflict-handling technique to be used during the negotiation process.
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What is BATNA? Discuss the significance of BATNA.
Which of the following is not an individual factor that influences the effectiveness of a negotiator? A) personality B) mood C) gender D) age E) culture
Playbill, Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world. The actors and actresses have joined together to ask Playbill for higher salaries. The employees are struggling over deciding who will negotiate for them. Which of the following statements is true pertaining to the effect of individual differences on negotiations? A) Women tend to negotiate better outcomes than men. B) Extraverts tend to be very successful in distributive bargaining. C) People who are highly interested in having positive relationships with other people are poor negotiators. D) Individuals who score high on agreeableness dimension tend to be very successful in distributive bargaining. E) Positive moods and emotions negatively affect integrative bargaining.
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