A) Those who encounter anger during negotiation are likely to counter with an accommodation approach to negotiations.
B) Though men have a greater tendency to negotiate in a salary situation,they are no more successful than women in securing an increase.
C) Setting integrative goals is no more likely to improve the chances of arriving at an agreement than going into negotiations with adversarial goals.
D) Individuals who were unable to negotiate a deal in previous negotiation situations tended to have lower outcomes in subsequent negotiations than those who had initially negotiated deals in the past.
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True
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Two general categories of situations inc...View Answer
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A) the first phase of the negotiation process.
B) a delaying tactic in negotiation.
C) important to assisting you in deciding whether to accept an offer or not.
D) the process of making concessions in negotiation.
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A) supervising others
B) denying requests made by others
C) caring for others
D) all of the above
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Kareem might have used the avoidance style of conflict handling to have allowed this situation to escalate to this point.In short,he may have denied that the two individuals had a personality conflict or simply delayed handling it because it was so longstanding he felt it would resolve itself as it had in the past. Kareem might want to consider collaboration or compromise as his conflict handling style with Omar and Nejah but it will take time and patience to use either because of how much ill-will has built up between the two.In compromise,Kareem will need to find a middle ground for the two where he accounts for and assists the pair in recognizing the desires of each and how those wants can be expressed and then both rescinded a bit.Kareem must be cautious in making sure each party gives in the same amount as the other and that each party accepts and perceives the fallback in position to be equivalent.An alternative approach to this conflict scenario might be collaboration.In this scenario both parties will argue for their respective positions,personalities taken out of the mix,supporting each position with facts and rationale.Then,with Kareem's oversight,both sides will attempt to secure a win-win situation.Again the time and effort Kareem might invest in trying such a conflict resolution needs to be considered. The competition style of conflict handling would not be effective in this scenario since the two parties involved are already competitive.Adding Kareem's competitive style would only make it seem like he is playing favorites further escalating the situation.The accommodation style may also prove to be less effective in this scenario since it involves one side giving up a personal goal to facilitate the other.Since the feud between these two is so long-standing,this style might take so much time to initiate and carry through to fruition that it is a pointless exercise.
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A) consensus decision making
B) change the team composition to have more diversity
C) create a common opposing force
D) eliminate hierarchy
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A) occurs between two individuals.
B) occurs within the individual.
C) occurs between two departments.
D) occurs between team members.
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A) An adversarial stance is needed to begin integrative negotiation.
B) Focusing on a "fixed pie" in negotiations is a good approach because it controls the number of options to be considered.
C) Reviews of negotiation experiments indicate that in almost all those situations where an integrative approach to negotiations could be adopted,such an approach was utilized.
D) Listening is a key element in the integrative approach to negotiation.
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closure
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A) compromise
B) accommodation
C) competition
D) avoidance
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A) law enforcement
B) education
C) bartending
D) overnight gas station attendant
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A) a type of conflict between two people.
B) conflict that takes place between different groups such as between different departments.
C) a process that involves people disagreeing.
D) a type of conflict that arises when a person is uncertain about what is expected or wanted or has a sense of being inadequate to the task.
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A) increased creativity
B) accurate assumptions
C) enhanced volunteering behavior
D) individual task satisfaction
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A) investigation
B) presentation
C) determining BATNA
D) bargaining
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A) integrative approach
B) accommodating approach
C) distributive approach
D) concession approach
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Positive conflict outcomes include: cons...View Answer
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A) The five team members never have a negative word to say to each other; there never seems to be any conflict on the team.
B) The two members of the team are constantly bickering.One never says anything without the other disagreeing.
C) The team members seem to get along well enough,but on occasion they will argue about a number of issues.
D) The three partners have an interesting relationship.Partner A is almost always in agreement with Partner B,but fights constantly with Partner C.Partners B and C get along at times and fight at times.
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