Exam 14: Conflict and Negotiation

What is BATNA? Discuss the significance of BATNA.

Discuss distributive bargaining.

What is the overall goal of conflict management?

In which stage of the conflict process does conflict become visible?

________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

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

Discuss the effects of personality traits on effectiveness of negotiations.

Angelina feels that her cubicle neighbor talks loudly on the phone, but in other ways she is a great neighbor. Angelina gets annoyed every time her neighbor's phone rings, but she has decided it's simply not worth the trouble to talk to her neighbor. Angelina's conflict-handling intention is called ________.

Discuss the effects of gender on effectiveness of negotiations.

You have decided to try to find a win-win situation to help labor and management resolve their differences. You are attempting to engage in ________.

The conflict-handling intention of collaborating is ________.

People from which country are most likely to involve a third party to resolve disputes?

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

Define and describe the interactionist view of conflict.

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

________ conflict supports the goals of the group while ________ conflict hinders group performance.

The conflict-handling intention of accommodating is ________.

At first, the disputing parties resist your offer to help create a win-win situation for both groups. They are each highly focused on their demands in the negotiation, otherwise known as their ________.

Men and women negotiate differently.

When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is ________.