Test 1

Question 1

between litigation and medication what costs more time and money

Answer 1

Litigation

Question 2

what are the levels to the Anatomy of a Conflict (bottom to top)

Answer 2

1. Underlying Interests
2. Position (about the issue)
3. Escalation

Question 3

At what point do people give up their ability to determine the outcome of the dispute

Answer 3

Once people switch from mediation to arbitration

Question 4

what are the 5 conflict modes (Thomas-Kilmann)

Answer 4

1. competing
2. collaborating
3. compromising
4. avoiding
5. accomplishing

Question 5

what are 3 approaches to resolving disputes

Answer 5

1. Reconciling underlying interests
2. determining rights
3. determining who has more power

GOES FROM LEAST TIME/MONEY TO MORE TIME/MONEY

Question 6

what is perception

Answer 6

the process of using senses to acquire information about a situation

Question 7

what is perceptual distortion

Answer 7

an error in interpreting information which is a major problem in effective resolution of a conflict

Question 8

what is psychological ownership

Answer 8

the extent to which a party in a conflict feels they have a personal stake in the offer

Question 9

what are the different modes of communication

Answer 9

1. non-verbal
2. verbal
3. para-verbal (tone, emphasis)

Question 10

what is active listening

Answer 10

neutrally restating in your own words what the speaker has said

Question 11

what is the rule of reciprocity

Answer 11

repaying in kind what another person has provided us

Question 12

what is Rejection-Then-Retreat

Answer 12

when you make a request larger than what you really want then follow it up with the request you actually want

Question 13

what is the principle of social proof

Answer 13

determining what is correct by finding out what other people think is correct

Question 14

what is a negotiation

Answer 14

a strategic communication process to get a deal done

Question 15

what is distributive bargaining

Answer 15

zero sum where one gains and the other loses

Question 16

what is integrative bargaining

Answer 16

cooperative bargaining where the solution helps both parties

Question 17

what is “saving face”

Answer 17

when people preserve their dignity/respectability in a social environment

PSYCHOLOGICAL NEEDS OF PARTIES IN A NEGOTIATION

Question 18

what is psychological ownership

Answer 18

the extent to which a party in a dispute feels the outcome was chosen by them

Question 19

who are value claimers vs creators

Answer 19

distributive vs integrative

Question 20

Negotiation is a _______

Answer 20

Mixed motive exchange

Question 21

what are Axelrod’s 4 steps to avoiding exploitation

Answer 21

1. Start cooperatively
2. Respond in kind
3. Forgive
4. Be clear

Question 22

what is the most important move in a negotiation process

Answer 22

Opening offer

Question 23

what are the 3 zones of WHAT the opening offer should be

Answer 23

1. zone of agreement
2. credible zone
3. insult zone

Question 24

how should the opening offer be made

Answer 24

Extreme, but soft
Reasonable, but firm

Question 25

what is the ZOPA

Answer 25

zone of potential agreement which is between the 2 resistance point

Question 26

what are hardball negotiation tactics

Answer 26

- anger - threats -aggressive behavior - Boulwarism (take it or leave it)

Question 27

what are the 3 domains of negotiation

Answer 27

1. substance 2. process 3. relationship

Question 28

what is integrative bargaining

Answer 28

- an interest based approach to negotiation - expand the pie and create value

Question 29

what are the 7 elements of integrative bargaining

Answer 29

1. alternatives 2. interests 3. options 4. standards of legitimacy 5. communication 6. relationship 7. commitment

Question 30

what are alternatives in integrative bargaining

Answer 30

the walk-away possibilities each party has (BATNA)

Question 31

what are options in integrative bargaining

Answer 31

all the possibilities which the parties might agree on

Question 32

what are standards of legitimacy in integrative bargaining

Answer 32

external criteria to measure possible agreements (industry standards)

Question 33

what type of move is a BATNA

Answer 33

a unilateral one (action you can take without consent of the other party)

Question 34

what is a "dirty trick"

Answer 34

a one sided hidden negotiation tactic about HOW the negotiation is being conducted

Question 35

what are negotiation ethics

Answer 35

broad social standards for what is right and wrong in situations

Question 36

what are morals

Answer 36

personal beliefs about what is right and wrong (reflect values)

Question 37

what are 4 approaches to ethical reasoning

Answer 37

1. end result 2. duty 3. social contract 4. personalistic

Question 38

what is "end result" in ethical reasoning

Answer 38

doing what is necessary to get the best outcome

Question 39

what is "duty" in ethical reasoning

Answer 39

having the duty to uphold appropriate rules and principles (not violating the law)

Question 40

what is "social contract" in ethical reasoning

Answer 40

doing what is considered appropriate in your community based on the norms and values

Question 41

what is "personalistic" approach in ethical reasoning

Answer 41

based on personal convictions what your conscience/morals tells you to do

Question 42

what is the definition of a lie by commission

Answer 42

a statement believed to be false made with the intent to deceive

Question 43

what is the definition of a lie by omission

Answer 43

intentionally withholding info that is relevant to the negotiation in order to gain an advantage

Question 44

what approach to resolving conflict takes the most time and money

Answer 44

determining who has more power

Question 45

which approach to resolving conflict takes the least amount of money and time

Answer 45

reconciling underlying interests

Question 46

what is advancing a false and highly distracting issue to bring pressure to the opposing party

Answer 46

red herring

Question 47

in distributive bargaining concessions get smaller as you reach the ____

Answer 47

settlement point