A QUESTIONS AND ANSWERS APPROACH TO A+ IN COM
312 EXAM.
Aspiration point
is a person's preferred negotiation option that would maximize her or his gains.
bargaining range
consists of the distance between the resistance points and aspiration levels that exist
between negotiators.
batna
stands for the best alternative to a negotiated agreement
brainstorming
which is a means for creating solutions to problems, consists of a process that requires
people to list all possible solutions, irrespective of their initial feasibility.
commonalities
is a conflict management technique in which mediators help conflicting parties identify
the attitudes, values, behaviors, expectations, and goals they share, which can serve as
a basis for an agreement.
compensation
occurs when party a provides something of value (often monetary) to party b to make up
for losses caused by a's behavior or that resulted from a's demands.
competition
is a situation in which we have a desire to win by besting the other in an argument, a
game, or some kind of larger rivalry.
competitive negotiation
is anexchange in which one starts high, concedes slowly, overstates the worth of one's
concessions, conceals information, argues forcefully, and outwaits the other.
concession
(in negotiation) occurs when one person grants something of value to the other person
without asking anything in return, or when he or she drops a demand on the other.
consulting
means to seek input before taking action.
, control the process
means that the parties create the conditions for a fair and honest problem-solving
discussion, but they can't predict the outcome with certainty.
cooperative negotiation
s an integrative form that combines formal bargaining techniques with many skills taught
in basic interpersonal communication courses such as effective listening, assertiveness,
supportive communication, and collaboration.
cost cutting
means that one person will reduce the price of an item so that the other is more easily
able to accept and live with the solution.
equifinality
means that we cannot necessarily predict how something will turn out based on the way
it started, nor can we infer what the beginning stages of a process were based only on
our observation of its ending.
fractionation
is a conflict management technique that involves breaking down complex issues into
smaller, more manageable ones, and then dealing with each piece one at a time.
generating more options
refer to negotiation techniques that change the negotiators' perception of the conflict
situation so they can see more ways to resolve issues.
interests
are the same as needs that are satisfied by different positions.
language of cooperation
is "we-based."
minimax principle
means that people try to minimize their losses and maximize their gains.
negotiation
as a type of conflict management, consists of an exchange of proposals and counter-
proposals as a way to reach agreement.
objective criteria
312 EXAM.
Aspiration point
is a person's preferred negotiation option that would maximize her or his gains.
bargaining range
consists of the distance between the resistance points and aspiration levels that exist
between negotiators.
batna
stands for the best alternative to a negotiated agreement
brainstorming
which is a means for creating solutions to problems, consists of a process that requires
people to list all possible solutions, irrespective of their initial feasibility.
commonalities
is a conflict management technique in which mediators help conflicting parties identify
the attitudes, values, behaviors, expectations, and goals they share, which can serve as
a basis for an agreement.
compensation
occurs when party a provides something of value (often monetary) to party b to make up
for losses caused by a's behavior or that resulted from a's demands.
competition
is a situation in which we have a desire to win by besting the other in an argument, a
game, or some kind of larger rivalry.
competitive negotiation
is anexchange in which one starts high, concedes slowly, overstates the worth of one's
concessions, conceals information, argues forcefully, and outwaits the other.
concession
(in negotiation) occurs when one person grants something of value to the other person
without asking anything in return, or when he or she drops a demand on the other.
consulting
means to seek input before taking action.
, control the process
means that the parties create the conditions for a fair and honest problem-solving
discussion, but they can't predict the outcome with certainty.
cooperative negotiation
s an integrative form that combines formal bargaining techniques with many skills taught
in basic interpersonal communication courses such as effective listening, assertiveness,
supportive communication, and collaboration.
cost cutting
means that one person will reduce the price of an item so that the other is more easily
able to accept and live with the solution.
equifinality
means that we cannot necessarily predict how something will turn out based on the way
it started, nor can we infer what the beginning stages of a process were based only on
our observation of its ending.
fractionation
is a conflict management technique that involves breaking down complex issues into
smaller, more manageable ones, and then dealing with each piece one at a time.
generating more options
refer to negotiation techniques that change the negotiators' perception of the conflict
situation so they can see more ways to resolve issues.
interests
are the same as needs that are satisfied by different positions.
language of cooperation
is "we-based."
minimax principle
means that people try to minimize their losses and maximize their gains.
negotiation
as a type of conflict management, consists of an exchange of proposals and counter-
proposals as a way to reach agreement.
objective criteria
