NEGOTIATION

Question 0

VARIABLES OF MANAGING A CONFLICT

Answer 0

WHO
STAKES
SITUATION

Question 1

SOURCES OF CONFLICT

Answer 1

COMMUNICATION
INTEREST
STRUCTURAL
PERSONAL BEHAVIOR
WORLD VIEW

Question 2

5 CONFLICT MANAGEMENT STYLES

Answer 2

COMPETING
ACCOMMODATING
AVOIDING
COMPROMISING
COLLABORATING

Question 3

ACCOMMODATING MANAGEMENT STYLE

Answer 3

STATE LOW, SITUATION HAVE TIME, LOSE/WIN, YIELD

Question 4

COMPETING CONFLICT MANAGEMENT

Answer 4

STATE HIGH, SITUATION URGENT, WIN/LOSE, ONE WAY

Question 5

AVOIDING CONFLICT MANAGEMENT

Answer 5

STATE LOW, SITUATION HAVE TIME, LOSE/LOSE, DO NOT ENTER

Question 6

COMPROMISING CONFLICT MANAGEMENT

Answer 6

STATE LOW, SITUATION HAVE TIME, WIN LOSE / WIN LOSE, 4 WAY STOP

Question 7

COLLABORATING CONFLICT MANAGEMENT

Answer 7

STATE -LOW,
SITUATION -HAVE TIME
WIN / WIN
MERGE

Question 8

CATEGORIES OF NEGOTIATION

Answer 8

DISTRIBUTIVE, INTEGRATIVE

Question 9

DISTRIBUTIVE

Answer 9

RESOURCES ARE LIMITED, SINGLE ISSUE NEGOTIATIONS AND CONSIDERED ZERO SUMS,
WITH THREE STRATEGIES
ACCOMMODATE, COMPETING, COMPROMISE

Question 10

INTEGRATIVE NEGOTIATION CATEGORY

Answer 10

WIN-WIN , RESOURCES NOT NECESSARILY FIXED, RESOURCE MUST BE DISTRIBUTED BUT NOT NECESSARY FIZED - highly cooperative relationship

COLLABORATE

Question 11

ACTIVE LISTENING

Answer 11

MINIMAL ENCOURAGEMENT, PARAPHRASING, EMOTION LABELING, MIRRORING/REFLECTING, OPEN-ENDED QUESTIONS, EYE MESSAGES, EFFECTIVE PAUSES

Question 12

COOPERATIVE NEGOTIATION STRATEGY

CNS

Answer 12

STEP 1: POSITIONS
STEP 2: INTERESTS
STEP 3: BATNA
STEP 4: BRAINSTORMING
STEP 5: SOLUTIONS

Question 13

PRE NEGOTIATION

Answer 13

STEP 1: POSITION
STEP 2: INTEREST
STEP 3: BATNA

Question 14

DURING NEGOTIATION

Answer 14

STEP 4: BRAINSTORMING

STEP 5: SOLUTIONS

Question 15

BATNA

Answer 15

BEST ALTERNATIVE TO A NEGOTIATED AGREEMENT

Question 16

LOW CONTEXT CULTURES

Answer 16

US, CONNECTIONS HAVE NOT ALONG TIME, EXTENSIVE COMMUNICATION

Question 17

HIGH CONTEXT

Answer 17

JAPAN , TO SOCIETAL GROUPS OR CULTURE WHOSE CLOSE WITH ONE ANOTHER

Question 18

CONSTRUCTIVE CONFLICT

Answer 18

LEADS TO SOLUTIONS , RESOLUTIONS, AND HIGH LEVALS OF UNDERTSTANDING

Question 19

DESTRUCTIVE CONFLICT

Answer 19

CREATES BARRIERS TO COOPERATION COMMUNICATION AND IMPACTS MORAL

Question 20

zopa

Answer 20

zone of possible agreement

Question 21

zopa

Answer 21

the area between the most and the least, bargaining range

Question 22

WHAT CAN CONFLICT BE

Answer 22

CONSTRUCTIVE OR DISTRUCTIVE