OBHR 317 Final Exam Questions
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,Terms in this set (115)
Decision making situations in which
What are
two or more interdependent parties
negotiations?
attempt to reach an agreement
To agree how to share or divide a
limited resource
What are some To create something new that
reasons for neither party could attain on his or
negotiations her own
To resolve a problem or dispute
between parties
Goals of one party are in
fundamental direct conflict to
What are some
another party
characteristics
One person gains and the other
of Distributive
loses
negotiation
maximizing the share of one's
resources is the goal
What minimum Target point
preparation for Resistance point
negotiation is Asking price, initial offer
there BATNA
, What is a The point at which you are
resistance/reser indifferent to whether you achieve a
vation point? negotiated agreement or walk away.
What is a zone is the space between two parties
of potential reservation points that overlap
agreement
Best Alternative to a Negotiated
Agreement
What is BATNA
these are alternatives that fill the
need that can be used instead of
the negotiation
is a cognitive bias that describes
What is common human tendency to rely
anchoring? too much on the first peace of
information
What is an Is a Win-win negotiation that
integrative basically increases the size of the
negotiation pie instead of increasing your piece
Value is created
Four Hallmarks value is claimed
of integrative other party feels good
negotiation Protect or enhance the negotiation
relationship
With Correct Answers 2025 |
Complete Questions and Correct
Answers | Graded A+ | Verified
Answers | Brand New Version!
Save
Practice questions for this set
Learn
Studied 7 terms
Nice work, you're crushing it
Continue studying in Learn
,Terms in this set (115)
Decision making situations in which
What are
two or more interdependent parties
negotiations?
attempt to reach an agreement
To agree how to share or divide a
limited resource
What are some To create something new that
reasons for neither party could attain on his or
negotiations her own
To resolve a problem or dispute
between parties
Goals of one party are in
fundamental direct conflict to
What are some
another party
characteristics
One person gains and the other
of Distributive
loses
negotiation
maximizing the share of one's
resources is the goal
What minimum Target point
preparation for Resistance point
negotiation is Asking price, initial offer
there BATNA
, What is a The point at which you are
resistance/reser indifferent to whether you achieve a
vation point? negotiated agreement or walk away.
What is a zone is the space between two parties
of potential reservation points that overlap
agreement
Best Alternative to a Negotiated
Agreement
What is BATNA
these are alternatives that fill the
need that can be used instead of
the negotiation
is a cognitive bias that describes
What is common human tendency to rely
anchoring? too much on the first peace of
information
What is an Is a Win-win negotiation that
integrative basically increases the size of the
negotiation pie instead of increasing your piece
Value is created
Four Hallmarks value is claimed
of integrative other party feels good
negotiation Protect or enhance the negotiation
relationship
