OBHR 317 Final Exam Questions With Correct
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What are negotiations? - (ANSWER)Decision making situations in which two or
more interdependent parties attempt to reach an agreement
What are some reasons for negotiations - (ANSWER)To agree how to share or
divide a limited resource
To create something new that neither party could attain on his or her own
To resolve a problem or dispute between parties
What are some characteristics of Distributive negotiation - (ANSWER)Goals of
one party are in fundamental direct conflict to another party
One person gains and the other loses
maximizing the share of one's resources is the goal
What minimum preparation for negotiation is there - (ANSWER)Target point
Resistance point
Asking price, initial offer
BATNA
,What is a resistance/reservation point? - (ANSWER)The point at which you are
indifferent to whether you achieve a negotiated agreement or walk away.
What is a zone of potential agreement - (ANSWER)is the space between two
parties reservation points that overlap
What is BATNA - (ANSWER)Best Alternative to a Negotiated Agreement
these are alternatives that fill the need that can be used instead of the
negotiation
What is anchoring? - (ANSWER)is a cognitive bias that describes common human
tendency to rely too much on the first peace of information
What is an integrative negotiation - (ANSWER)Is a Win-win negotiation that
basically increases the size of the pie instead of increasing your piece
Four Hallmarks of integrative negotiation - (ANSWER)Value is created
value is claimed
other party feels good
Protect or enhance the negotiation relationship
What are some source of conflict at work - (ANSWER)Incompatible goals
, differentiation
Interdependence
ambiguity
resources
group identification
What are some types of conflict? - (ANSWER)Task/ cognitive (assertiveness)
Affective/ relationship (cooperativeness)
Process
What is forcing? - (ANSWER)Satisfying personal needs at the expense of the other
person
What is avoiding? - (ANSWER)Neglects interests of both parties by sidestepping
or postponing
What is accomodating/yielding? - (ANSWER)Satisfy other parties concerns but
neglect your own
What is comprimise? - (ANSWER)Seek partial satisfaction for both parties
What is collaborating/ problemsolving? - (ANSWER)Seek to address concerns of
both parties
Answers 2025 | Complete Questions and Correct
Answers | Graded A+ | Verified Answers | Brand New
Version!
What are negotiations? - (ANSWER)Decision making situations in which two or
more interdependent parties attempt to reach an agreement
What are some reasons for negotiations - (ANSWER)To agree how to share or
divide a limited resource
To create something new that neither party could attain on his or her own
To resolve a problem or dispute between parties
What are some characteristics of Distributive negotiation - (ANSWER)Goals of
one party are in fundamental direct conflict to another party
One person gains and the other loses
maximizing the share of one's resources is the goal
What minimum preparation for negotiation is there - (ANSWER)Target point
Resistance point
Asking price, initial offer
BATNA
,What is a resistance/reservation point? - (ANSWER)The point at which you are
indifferent to whether you achieve a negotiated agreement or walk away.
What is a zone of potential agreement - (ANSWER)is the space between two
parties reservation points that overlap
What is BATNA - (ANSWER)Best Alternative to a Negotiated Agreement
these are alternatives that fill the need that can be used instead of the
negotiation
What is anchoring? - (ANSWER)is a cognitive bias that describes common human
tendency to rely too much on the first peace of information
What is an integrative negotiation - (ANSWER)Is a Win-win negotiation that
basically increases the size of the pie instead of increasing your piece
Four Hallmarks of integrative negotiation - (ANSWER)Value is created
value is claimed
other party feels good
Protect or enhance the negotiation relationship
What are some source of conflict at work - (ANSWER)Incompatible goals
, differentiation
Interdependence
ambiguity
resources
group identification
What are some types of conflict? - (ANSWER)Task/ cognitive (assertiveness)
Affective/ relationship (cooperativeness)
Process
What is forcing? - (ANSWER)Satisfying personal needs at the expense of the other
person
What is avoiding? - (ANSWER)Neglects interests of both parties by sidestepping
or postponing
What is accomodating/yielding? - (ANSWER)Satisfy other parties concerns but
neglect your own
What is comprimise? - (ANSWER)Seek partial satisfaction for both parties
What is collaborating/ problemsolving? - (ANSWER)Seek to address concerns of
both parties
