chapter 9

Question 1

cognitive conflict

Answer 1

task oriented conflict

Question 2

affective conflict

Answer 2

emotion conflict aimed at a person (not cognitive)

Question 3

ways to solve conflict (5)

Answer 3

forcing
problem solving
avoiding
yielding
compromising

Question 4

concilator

Answer 4

third party (trusted) so provides an informal link between the negotiator and the opponent

Question 5

mediator

Answer 5

neutral third party (without power)

Question 6

arbitrator

Answer 6

neutral third party (has power and authority to dictate an agreement)

Question 7

negotiation

Answer 7

process where two (or more) parties exchange goods and services and agree on a fair trade

Question 8

distributive bargaining

Answer 8

negotiation where you divide up fixed resources Win-Lose

Question 9

integrative bargaining

Answer 9

win-win situation

Question 10

BATNA

Answer 10

best alternative to a negotiated agreement