COM 312 UPDATED EXAMS SCRIPT QUESTIONS AND
ANSWERS SURE A+
✔✔integrative negotiation - ✔✔assumes that both parties have diverse interests and
common interests and that creativity can transcend the win/lose aspect of competitive
negotiations
✔✔Assumptions of integrative negotiation - ✔✔-Common interests are valued and
sought
-Interdependence is recognized & enhanced
limited resources do exist
-the goal is a mutually agreeable solution that is fair
-negotiation world id controlled by enlightened self-interest
✔✔Aspects of integrative negotiation - ✔✔-balancing power
-reframing conflict
-creating new rituals
- expand the perception of scarce resources
✔✔Disadvantages to integrative negotiation - ✔✔-internal pressure
-external pressure
- lack of skill or ability (ineptitude)
- requires strong sense of mindfulness
✔✔7 elements of principled negotiation - ✔✔1. attend to the relationship
2. attend to all elements of communication
3. focus on interests, not positions
4. generate many options
5. find legitimate criteria
6. analyze the "best alternative to a negotiated agreement"
7. work with fair and realistic commitments
✔✔Expanding the Pie - ✔✔refers to increasing the resources as a solution to a problem
✔✔Necessary conditions for negotiation - ✔✔-both parties are willing to engage
-both parties avoid the use of dominating or avoidance tactics
-recognition of interdependence and willing to work on incompatible goals
✔✔3 types of outcomes in negotiation - ✔✔resolution, partial solution, impasse ( no
progress/deadlock)
✔✔What TRIP goals does interpersonal negotiation focus on in conflicts? -
✔✔Relational and Identity
, ✔✔Shuttle Diplomacy - ✔✔negotiations between parties carried on by a person who
travels back and forth with proposals
✔✔mediation settings - ✔✔-business disputes
-domestic disputes
-educational settings
-criminal justice system
-labor management conflicts
✔✔Mediation - ✔✔process where disputants attempt to resolve their differences with
assistance of a 3rd party whom they find acceptable
✔✔Mediation Process - ✔✔entry, diagnosis, negotiation, agreements, follow up
✔✔formal intervention - ✔✔requires specific training typically done by counselors,
mediators, coaches, arbitrators and the courts
✔✔Informal Intervention - ✔✔To interrupt a self-maintaining or escalating cycle to
initiate deescalation by friends, work associates, or family members
✔✔Cautions about informal intervention - ✔✔be certain parties want the help, avoid
becoming the enemy, remain aware of coalitions, exit relationship when the process is
done
✔✔Where does the mediator need to be an expert in, the process or the conflict? -
✔✔process
✔✔What is an advantage in adjudication? - ✔✔balances power in low power situations
✔✔Adjudication - ✔✔process in which parties present their cases before the judge or
jury
✔✔Aribitration - ✔✔settling a dispute by agreeing to accept the decision of an impartial
outsider
✔✔T or F According to the text, informal mediation isn't effective, conflicting parties
should always hired a trained professional. - ✔✔False
✔✔Mediation works best when conflicting parties ... - ✔✔are emotional mature
✔✔What is not an advantage of mediation? - ✔✔mediation allows the conflicting parties
to disagree on the settlement
ANSWERS SURE A+
✔✔integrative negotiation - ✔✔assumes that both parties have diverse interests and
common interests and that creativity can transcend the win/lose aspect of competitive
negotiations
✔✔Assumptions of integrative negotiation - ✔✔-Common interests are valued and
sought
-Interdependence is recognized & enhanced
limited resources do exist
-the goal is a mutually agreeable solution that is fair
-negotiation world id controlled by enlightened self-interest
✔✔Aspects of integrative negotiation - ✔✔-balancing power
-reframing conflict
-creating new rituals
- expand the perception of scarce resources
✔✔Disadvantages to integrative negotiation - ✔✔-internal pressure
-external pressure
- lack of skill or ability (ineptitude)
- requires strong sense of mindfulness
✔✔7 elements of principled negotiation - ✔✔1. attend to the relationship
2. attend to all elements of communication
3. focus on interests, not positions
4. generate many options
5. find legitimate criteria
6. analyze the "best alternative to a negotiated agreement"
7. work with fair and realistic commitments
✔✔Expanding the Pie - ✔✔refers to increasing the resources as a solution to a problem
✔✔Necessary conditions for negotiation - ✔✔-both parties are willing to engage
-both parties avoid the use of dominating or avoidance tactics
-recognition of interdependence and willing to work on incompatible goals
✔✔3 types of outcomes in negotiation - ✔✔resolution, partial solution, impasse ( no
progress/deadlock)
✔✔What TRIP goals does interpersonal negotiation focus on in conflicts? -
✔✔Relational and Identity
, ✔✔Shuttle Diplomacy - ✔✔negotiations between parties carried on by a person who
travels back and forth with proposals
✔✔mediation settings - ✔✔-business disputes
-domestic disputes
-educational settings
-criminal justice system
-labor management conflicts
✔✔Mediation - ✔✔process where disputants attempt to resolve their differences with
assistance of a 3rd party whom they find acceptable
✔✔Mediation Process - ✔✔entry, diagnosis, negotiation, agreements, follow up
✔✔formal intervention - ✔✔requires specific training typically done by counselors,
mediators, coaches, arbitrators and the courts
✔✔Informal Intervention - ✔✔To interrupt a self-maintaining or escalating cycle to
initiate deescalation by friends, work associates, or family members
✔✔Cautions about informal intervention - ✔✔be certain parties want the help, avoid
becoming the enemy, remain aware of coalitions, exit relationship when the process is
done
✔✔Where does the mediator need to be an expert in, the process or the conflict? -
✔✔process
✔✔What is an advantage in adjudication? - ✔✔balances power in low power situations
✔✔Adjudication - ✔✔process in which parties present their cases before the judge or
jury
✔✔Aribitration - ✔✔settling a dispute by agreeing to accept the decision of an impartial
outsider
✔✔T or F According to the text, informal mediation isn't effective, conflicting parties
should always hired a trained professional. - ✔✔False
✔✔Mediation works best when conflicting parties ... - ✔✔are emotional mature
✔✔What is not an advantage of mediation? - ✔✔mediation allows the conflicting parties
to disagree on the settlement
