OBHR 317 EXAM 140 QUESTIONS & CORRECT
ANSWERS LATEST 2025
What is integrative negotiation
An approach that assumes there is one or more outcomes that can benefit both
parties
What type of negotiation is a win-win
Integrative negotiation
What type of negotiation aims for collaboration
Integrative negotiation
What is negotiation
Decision making situations in which two or more interdependent parties attempt
to reach an agreement
Does integrative negotiation focus on commonalities or difference
Commonalities, mutual gain
What is distributive negotiation
Goals of one party are in direct conflict with another party
What are the two types of negotiation
Integrative and Distributive
One persons gain is another persons loss occurs in what type of negotiation?
Distributive
What is the target
Your goal in the negotiations
, What is the resistance point
The bare minimum of what you are willing to accept
What is the significance of the initial offer
Anchoring affects how people make judgments
What is the BATNA
best alternative to a negotiated agreement
What is an example of a target
Aiming for a $5,000 raise
The point where you are even willing to walk away from the negotiations
Resistance point
What is an example of a resistance point
Refusing to accept less then $50,000
Anchoring affect example
Expert estimate of $999, real price of $499 seems reasonable now.
Best Alternative to a negotiated agreement
BATNA
If you have a better BATNA your reservation point can be
higher
3 multiple choice options
BATNA example
Accepting another job offer
What are the types of conflict
Task/ Cognitive and Affective/Relationship
What is Task/ Cognitive conflict
ANSWERS LATEST 2025
What is integrative negotiation
An approach that assumes there is one or more outcomes that can benefit both
parties
What type of negotiation is a win-win
Integrative negotiation
What type of negotiation aims for collaboration
Integrative negotiation
What is negotiation
Decision making situations in which two or more interdependent parties attempt
to reach an agreement
Does integrative negotiation focus on commonalities or difference
Commonalities, mutual gain
What is distributive negotiation
Goals of one party are in direct conflict with another party
What are the two types of negotiation
Integrative and Distributive
One persons gain is another persons loss occurs in what type of negotiation?
Distributive
What is the target
Your goal in the negotiations
, What is the resistance point
The bare minimum of what you are willing to accept
What is the significance of the initial offer
Anchoring affects how people make judgments
What is the BATNA
best alternative to a negotiated agreement
What is an example of a target
Aiming for a $5,000 raise
The point where you are even willing to walk away from the negotiations
Resistance point
What is an example of a resistance point
Refusing to accept less then $50,000
Anchoring affect example
Expert estimate of $999, real price of $499 seems reasonable now.
Best Alternative to a negotiated agreement
BATNA
If you have a better BATNA your reservation point can be
higher
3 multiple choice options
BATNA example
Accepting another job offer
What are the types of conflict
Task/ Cognitive and Affective/Relationship
What is Task/ Cognitive conflict
