Exam 9: Managing Conflicts of Interest

In the self-fulfilling prophecy

In Sherif's study of intergroup conflict it was found that

When two groups are placed in the same room and given unrelated tasks, they often begin to

When negotiators feel that they should return the same benefit or harm to the other, they are feeling the

When you use one conflict strategy, it makes using the others less possible.

If you fail to negotiate a wise agreement, you should

In Sherif's study of intergroup conflict, the strategy that worked to eliminate rivalry was

Explain how the dilemma of trust affects negotiation.

When power among negotiators is unequal

Edye complains to Buddy that she doesn't have enough closet space. He finally agrees to let her have part of his closet space. That is an example of

Which action is NOT helpful in distributive negotiation?

Understanding the experiences of low-power groups will help awaken a sense of injustice in majority group members.

When you use one strategy, it makes the others

In one-step negotiations, whoever has the greatest need gets his/her way.

Constructive acts toward another do not yield exceptionally positive consequences; destructive acts

What are ways to invent creative options?

A mediator facilitates conflicts by

Superordinate goals are tasks that cannot be ignored but are beyond the skills of one side to accomplish.

What is paraphrasing and why is it important in negotiating?

To reach a wise agreement, you must be able to