Exam 14: Conflict and Negotiation

In a negotiation between a man and a woman, we would expect the woman to ________ than the man.

________ is a conflict-handling technique in which the parties in a conflict each desire to satisfy fully the concerns of all parties.

________ bargaining is negotiation that seeks to divide a fixed amount of goods or services.

In third-party negotiations, a conciliator is a trusted third party who provides an informal communication link between the negotiator and the opponent.

The potential for conflict increases when too much communication takes place.

Which of the following conflict-handling intentions is assertive and uncooperative?

The conflict-handling intention of collaborating is ________.

________ is defined as a process that begins when one party perceives another party has or is about to negatively affect something the first party cares about.

A popular stereotype is that men are more cooperative and pleasant in negotiations than women.

Describe the five conflict-handling intentions that are based on the dimensions of cooperativeness and assertiveness.

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

The home buyer wants to bring in a third party who will have the authority to dictate an agreement. This person will be a(n) ________.

Jeff has a reputation for shouting angrily while negotiating. In contrast, Anita is known for her soft-spoken agreeable approach to negotiations. Jeff is more likely to get the concessions he wants than Anita.

In the past, researchers ________.

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

A(n) ________ is a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives.

When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict, that person is using the conflict-handling intention of ________.

Negotiation is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.

Labor and management at Leo Trucking cannot seem to agree upon a contract for the truck drivers. As each side contends that they are bargaining fairly, no agreement seems to be possible. The drivers are threatening to go on strike, and management knows that such a strike would prove to be costly. -None of the parties involved in the dispute wants to reach a win-win agreement. They are each highly focused on their demands, which they would like to achieve, otherwise known as their ________ points.

What factor would most likely increase the negative impact of an arbitration session?