Question 1

What occurs during the second stage of the negotiation process?

Accepted Answer

The answer of What occurs during the second stage of...

Question 2

Representatives of OPEC nations set oil prices for the cartel, but before they work out an agreement with each other, they must consult with and obtain agreement from leaders of the respective nations. This demonstrates _____ negotiations.

Accepted Answer

The negotiations involve representatives of different OPEC nations and their respective leaders, which suggests that they are taking place within an organization. Therefore, this is an example of intraorganizational negotiations.

Question 3

Rather than speak up about her concerns and upset the team, Kelli decides to agree with their decision so the program can move forward. Many of her coworkers feel that Kelli is weak because she fails to contribute her ideas. This is an example of the ____ style.

Accepted Answer

Kelli's behavior is an example of the accommodating style because she is putting aside her own concerns and agreeing with the team to maintain harmony, even at the expense of not contributing her own ideas. This style is characterized by a high level of cooperativeness.

Question 4

In Change Competency: The collapse of the auto market in 2008 and 2009 forced GM and UAW members to the bargaining table. What is the best way to describe these negotiations?

Accepted Answer

The question states that an agreement was reached, therefore options A and C can be eliminated. Additionally, the question implies that the negotiations did not take as long as previous negotiations, leading to the conclusion that option D is the correct choice. Option B is clearly false as an agreement was reached, and the question does not suggest that negotiations are ongoing.

Question 5

Manuel explained to his staff that in accordance with federal law, the company was unable to freely give stock to vested employees and negotiations for this were not valid. Which aspect of principled negotiations is Manuel relying on?

Accepted Answer

Manuel is relying on the principle of using objective criteria, as he is citing federal law as the reason why negotiations for freely giving stock to vested employees are not valid.

Question 6

_____ negotiations involve joint problem solving to achieve results that provide benefits to both parties.

Accepted Answer

Integrative negotiations focus on finding creative solutions that benefit both parties, rather than simply splitting a pie or dividing resources in a zero-sum game (distributive). Integrative negotiations also involve mutual respect, open communication, and a willingness to collaborate to achieve a win-win outcome. Attitudinal and principled negotiations are not commonly used terms in negotiation theory.

Question 7

The negotiator's dilemma occurs when

Accepted Answer

The negotiator's dilemma occurs when a negotiator favors self-serving outcomes that minimize mutual gain, which can hinder the negotiation process and make it difficult to reach a mutually beneficial agreement. This can happen when negotiators are more focused on achieving their own personal goals rather than finding a solution that benefits both parties.

Question 8

The union leaders told the corporate executives that if the new contract wasn't in place by Monday, the laborers would be forced to strike. The union is using a(n) _____ negotiations strategy.

Accepted Answer

The union's stated goal is to force the corporate executives to accede to their demands, indicating a distributive negotiations strategy where one side seeks to gain more than the other.

Question 9

Kellen is frustrated because the union won't listen to the reasons the company can't increase pay and Miranda is frustrated because the company won't listen to the reasons the union workers deserve a pay increase. It is suggested that a third party try to solve the dispute through

Accepted Answer

Mediation involves a neutral third party who helps both sides in a dispute communicate and come to a mutually agreeable solution. It is a potential solution in this case since neither side seems willing to listen to the other. Affiliation involves two organizations coming together to form a new organization, which is not applicable here. Accommodation involves one side giving in to the demands of the other, which is unlikely in this case. Privatization involves transferring ownership of a public company or service to private ownership, which is not applicable here. Therefore, mediation is the best option in this case.

Question 10

The process in which two or more interdependent individuals, who believe they both have common and conflicting goals, state and discuss ideas for possible agreement is called

Accepted Answer

The process described here involves two or more parties trying to come to an agreement despite having conflicting goals. This is the definition of negotiation, where both parties present ideas and make compromises in order to reach a mutually beneficial outcome. Therefore, the correct answer is D) negotiation.

Question 11

Jamal wanted to be proactive at the start of the negotiations and suggested to the people in the room, "Let's all try to be nice to one another and still achieve what we both want." His idea is an example of

Accepted Answer

Jamal's suggestion of being nice to one another and achieving a shared outcome indicates attitudinal restructuring, which involves trying to create a positive and cooperative environment for negotiations. Distributive negotiations (A) involve a win-lose approach, while the bottom line (B) refers to the minimum acceptable outcome for a negotiating party. The avoiding style (D) involves avoiding the negotiation altogether.

Question 12

While neither side in the negotiations between the furniture manufacturer and the lumber supplier felt the final result was equally acceptable, the final solution was advantageous to both sides. What type of negotiations strategy took place?

Accepted Answer

The fact that the final solution was advantageous to both sides implies that an integrative negotiation strategy took place, where both parties worked together to create value and find a mutually beneficial solution.

Question 13

When a third party is called in to help two (or more) other parties resolve a conflict, it is known as

Accepted Answer

Mediation is the process in which a neutral third party is called in to help resolve a conflict between two or more parties. Accommodation refers to giving in to the demands of the other party in order to resolve a conflict. Affiliation refers to social relationships between individuals or groups. Privatization refers to the process of transferring ownership or control of a public service or enterprise to a private entity.

Question 14

Raul realized it was probably better for the human resource manager to handle the conflict regarding annual bonuses so he didn't address the situation with his employees during their reviews. What type of conflict management style is Raul using?

Accepted Answer

Raul is using an avoiding conflict management style by choosing not to address the situation with his employees during their reviews and leaving it up to the human resource manager.

Question 15

Which style of conflict-handling is NOT used during the process of negotiation?

Accepted Answer

Avoiding is a conflict-handling style where an individual does not address the conflict, which is not conducive to the negotiation process where engagement and addressing differences are key.

Question 16

Attitudinal structuring refers to the _____ that influence communication during negotiations.

Accepted Answer

Attitudinal structuring refers to the feelings and relationships that influence communication during negotiations. This includes factors such as trust, rapport, empathy, and emotional reactions. Time constraints, laws and regulations, and subjective responses may also play a role, but they are not the primary focus of attitudinal structuring.

Question 17

In Self Competency: James Hardcastle notes that every time he asked for feedback on a report, his manager would never say anything constructive and James never knew where he stood. What type of conflict management style did his manager use?

Accepted Answer

James' manager shows an avoiding conflict management style by not giving any constructive feedback, which means he avoids the conflict or conversation altogether.

Question 18

The ____ style of conflict management encompasses unassertive and uncooperative behaviors.

Accepted Answer

Avoiding style of conflict management includes avoiding or ignoring the situation altogether, which is both unassertive and uncooperative behavior.

Question 19

During negotiation, it is critical for both parties to establish BATNA which refers to the negotiator's

Accepted Answer

BATNA stands for Best Alternative To a Negotiated Agreement, which refers to the negotiator's absolute bottom line or the best option they have if the negotiation fails. It is essential to establish a BATNA before entering into negotiation because it helps to determine the negotiator's boundaries and options. Knowing their BATNA enables the negotiator to assess whether or not the proposed agreement is better than their alternative, thereby making informed decisions during the negotiation process.

Question 20

Individuals who rely on the ____ style of conflict management will try to reduce stress and tension by providing support and covering up any personal feelings about the situation.

Accepted Answer

The accommodating style of conflict management involves minimizing the tension and reducing stress by providing support and covering up personal feelings about the situation.

Quiz 13: Managing Conflict and Negotiating Effectively