Communication and Conflict Chapter
8 Interpersonal Negotiation questions
with verified answers
negotiation - correct answer ✔✔to settle a dispute by discussion and mutual agreement
win/lose perspective - correct answer ✔✔negotiating to win and have another lose
Competitive Negotiation - correct answer ✔✔one person wins, and the other person loses;
maximize gain and minimize loss
integrative negotiation - correct answer ✔✔mixed motives, separate needs, and
interdependent needs; assumes that creativity can transcend the win/lose aspect of
competitive negotiations
even playing field - correct answer ✔✔structuring a balance of power to begin negotiations
narrative (story) questions - correct answer ✔✔showing a level of helpful curiosity so that the
other party may be encouraged to ask open-ended questions as well
expanding the pie - correct answer ✔✔Encourages new integrative outcomes because most
conflicts are based on the perception of scarce resources; expanding the resources alters the
structure of the conflict.
nonspecific compensation - correct answer ✔✔a process in which one of the parties is "paid
off" with some creative form of compensation
8 Interpersonal Negotiation questions
with verified answers
negotiation - correct answer ✔✔to settle a dispute by discussion and mutual agreement
win/lose perspective - correct answer ✔✔negotiating to win and have another lose
Competitive Negotiation - correct answer ✔✔one person wins, and the other person loses;
maximize gain and minimize loss
integrative negotiation - correct answer ✔✔mixed motives, separate needs, and
interdependent needs; assumes that creativity can transcend the win/lose aspect of
competitive negotiations
even playing field - correct answer ✔✔structuring a balance of power to begin negotiations
narrative (story) questions - correct answer ✔✔showing a level of helpful curiosity so that the
other party may be encouraged to ask open-ended questions as well
expanding the pie - correct answer ✔✔Encourages new integrative outcomes because most
conflicts are based on the perception of scarce resources; expanding the resources alters the
structure of the conflict.
nonspecific compensation - correct answer ✔✔a process in which one of the parties is "paid
off" with some creative form of compensation
