Sally's group found itself unable to handle a conflict. The group decides to bring in an outside consultant to discuss the conflict with both sides and work toward a resolution. The group is using
A) BATNA
B) a bargaining zone
C) mediation
D) integrative negotiation
E) distributive negotiation

Question

Quizplus · Accepted Answer

By bringing in an outside consultant to discuss the conflict and work toward a resolution, Sally's group is utilizing mediation. Mediation involves a neutral third party who helps to facilitate communication and negotiation between conflicting parties, in order to reach a mutually acceptable resolution. The other answer choices are not relevant to the situation described. BATNA refers to a person's best alternative to a negotiated agreement, and is a concept used in negotiation strategy. A bargaining zone is the range of possible agreements that both parties could accept, and is also used in negotiation strategy. Integrative negotiation involves the parties cooperating to achieve a mutually beneficial outcome, rather than competing to maximize individual gains. Distributive negotiation involves a fixed amount of resources being divided among the parties, and each party trying to maximize its share.

Sally's Group Found Itself Unable to Handle a Conflict