Question 1

What is the least expensive form of conflict resolution because it gives the parties the greatest control over the outcome?

Accepted Answer

Negotiation is the least expensive form of conflict resolution because it involves direct communication between the parties to resolve their issues without the need for intermediaries, which gives them the greatest control over the outcome.

Question 2

According to the authors, a best alternative to a negotiated agreement (BATNA) serves as this form of power.

Accepted Answer

A BATNA serves as a form of nuisance power because it provides an individual with an alternative option that can be used to push back or negotiate more effectively against proposals that do not meet their interests or needs. It essentially acts as a form of leverage or bargaining power in negotiations.

Question 3

Research by Mayer (2009) indicated what two skills were effective in leading to the resolution of even long-held disputes?

Accepted Answer

Mayer's research found that both active listening and assertive speaking were effective in resolving long-held disputes.

Question 4

Competitive approaches to negotiation encourage individuals to find positions for _______________ gain.

Accepted Answer

Competitive approaches to negotiation prioritize individual gain over collective or mutual gain. The focus is on getting the best deal for oneself, even if it means not considering the interests of the other party. Therefore, option B, individual gain, is the correct answer.

Question 5

What type of mind-set guide is marked by beliefs that someone must lose, to the winner go the spoils, and focuses on the short-term?

Accepted Answer

The beliefs of "someone must lose" and "to the winner go the spoils" are indicative of a zero-sum mentality, where resources are seen as finite and one person's gain must come at another's loss. This is characteristic of a scarcity mind-set. Additionally, the focus on short-term gains aligns with a scarcity mind-set's emphasis on immediate needs and concerns rather than long-term planning and collaboration.

Question 6

A process that is characterized by low levels of true, a belief that one side wins while the other loses, precedent, and involves little sharing of information about needs and interests is called _______________.

Accepted Answer

Distributive negotiation is characterized by a competitive approach where each party aims to maximize their own gain, often at the expense of the other. This involves low levels of trust, a win-lose mindset, reliance on precedent, and minimal sharing of information about needs and interests.

Question 7

_______________ negotiation emphasizes the overlapping interests of the parties seeking to resolve a conflict while seeking out a solution that provides joint benefit while producing increased satisfaction with the outcome.

Accepted Answer

The description given in the question best matches the definition of Integrative negotiation, where the parties seek to find a mutually beneficial solution by identifying shared interests and goals. Distributive negotiation, on the other hand, is a win-lose approach where the parties compete for a limited resource. Logical and Quality negotiations are not recognized negotiation strategies.

Question 8

Blaine typically makes use of heuristics and holds strongly stereotyped perceptions of his opponents when negotiating. He also tends to ignore information that contradicts his views and positions and he often fails to move away from his initial offer during negotiations. Blaine may score high in the psychological concept of _______________.

Accepted Answer

Blaine's tendency to use heuristics, hold stereotyped perceptions, and ignore contradicting information all point to a high level of cognitive closure. Cognitive closure refers to the need for individuals to arrive at quick and conclusive judgments based on limited information.

Question 9

Christoph is upset by how he was treated by Brad and B. J. His friend Diane recommends that he "try on" the thoughts, values, and practices of Brad and B. J. to better understand their assumptions and to broaden his own perspective. This is an example of _______________

Accepted Answer

The answer of Christoph is upset by how he was...

Question 10

Patrice is reviewing the literature to determine the best manner for communicating during a negotiation and he has identified and has identified four options: one-one live contact, live intergroup contact, paper advice, and electronic programs. Which should he choose to produce enlightened problem solving?

Accepted Answer

One-on-one live contact is often considered the best method for communication during negotiations because it allows for immediate feedback, personal connection, and the ability to read non-verbal cues, all of which can contribute to more enlightened problem solving.

Question 11

Larry, Darryl, and Darryl work in an environment where their work as graphic designers is in competition with each other for earning bonuses. Their boss believes this will increase the tension to a level to keep each from becoming complacent. What is the greatest danger caused by this continual exposure to a highly competitive environment?

Accepted Answer

The answer of Larry, Darryl, and Darryl work in an...

Question 12

Suppose that you approach negotiation with the following assumptions: the two parties involve share interdependence in all things, negotiation is a collaborative process that seeks to uncover win-win agreements, and if someone loses, then everyone loses. This is representative of what type of mindset?

Accepted Answer

The assumptions stated indicate an abundance mindset, which focuses on the idea of creating value for all parties and finding win-win solutions rather than competing for limited resources.

Question 13

When communication between the parties in a negotiation relies heavily on nonverbal cues, body language, and gestures and conflict resolution makes only indirect references to the problem issue, it is certain that the negotiation is occurring in a/an ______________ culture.

Accepted Answer

In a high-context culture, communication often relies heavily on nonverbal cues and indirect references, with the meaning of the message being implied through context and shared understanding. In contrast, low-context cultures tend to rely more on direct communication and clear verbal expression. The other options, abundance mindset and collective culture, do not accurately describe the communication style in this scenario.

Question 14

A manager is in an organization where there is a preference for high power distance between members in different positions and different levels of the organizational hierarchy. In what country is this manager most likely working?

Accepted Answer

Japan is known for having a high power distance culture, where there is a strong emphasis on hierarchy and respect for authority. In Japan, it is common for employees to show deference to their superiors and avoid challenging their decisions. German, New Zealand, and the United States are known for having more egalitarian cultures where there is less emphasis on hierarchy and more emphasis on individualism and equality.

Question 15

In what type of culture are conflict resolution strategies concerned with face-saving behaviors while the negotiations less formal, more outcome focused, and the locus of control assumed to be at the personal level due personal autonomy being a key societal expectation?

Accepted Answer

The given culture is low context because the negotiations are more outcome-focused rather than reliant on implicit communication. The conflict resolution strategies are concerned with dignity, as saving face is not as important in individualistic cultures. Lastly, personal autonomy is a key societal expectation in individualistic cultures, meaning that the locus of control is at the personal level. Therefore, the answer is C) low context/dignity/individualist.

Question 16

Analyze how integrative negotiation differs from distributive negotiation.

Accepted Answer

The answer of Analyze how integrative negotiation differs from distributive...

Question 17

What is one key element of a quality negotiation and discuss how it produces high quality outcomes and solutions.

Accepted Answer

The answer of What is one key element of a...

Question 18

Discuss how one could use their sources of power at the negotiating table.

Accepted Answer

The answer of Discuss how one could use their sources...

Question 19

Explain how the abundance mind-set differs from the scarcity mind-set during a negotiation.

Accepted Answer

The answer of Explain how the abundance mind-set differs from...

Question 20

Contrast how high-context and low-context cultures would approach a negotiation.

Accepted Answer

The answer of Contrast how high-context and low-context cultures would...

Quiz 10: Workplace Negotiation