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Negotiation

1. Using 1your own words, definitively describe the key characteristic of negotiation known as interdependency.

2. Using your own words from the perspective as a business manager, definitively explain how the principles of negotiation that you have learned in this course apply to resolving conflicts within organizations.

3. As you have studied in this course, one of the negotiation skills needed in multi-party negotiations in an organizational setting is the ability to understand the role of influence and power.
A) True.
B) False.

4. Distributive bargaining is when there is a commitment to meet the needs of all involved parties.
A) True.
B) False.

5. As the CEO of your multinational enterprise, definitively describe to your Board of Directors how you can successfully use the Internet for your corporationâ??s international and cross-cultural negotiations. (Use 150 â?" 200 of your own words.)

6. Integrative bargaining is where the goals of one party are usually in direct conflict with the goals of the other party.
A) True.
B) False.

7. Being a successful manager allows you to understand that collaboration might be the right style for you to use in negotiating a conflict between employees over a personal issue.
A) True.
B) False.

8. Proponents of computer-mediated negotiations are working on extending the application of technology solutions to arbitration and litigation cases.
A) True.
B) False.

9. Negotiation is a social interaction where perception, communication, personality, and individual differences can impact the negotiation process.
A) True.
B) False.

10. Using your own words, correctly identify the five major negotiation intervention strategies discussed in this course and definitively describe the use of any one of them as a conflict management technique.

Solution Preview

I need help preparing this study guide to prepare for the final. Thanks for any help you can give.
Questions:

1. Using your own words, definitively describe the key characteristic of negotiation known as interdependency.

Interdependence refers to the fact that negotiators have interlocking goals that they cannot accomplish by themselves. Even though the negotiators may not want the same outcome, the interdependence can be either win-lose or win-win. It is the nature of interdependence which wil have an important impact on the nature of their relationship. Interdependency can be either positive or negative. Positive interdependence is a situation in which the goals are interlocked in such a way that if one side attaints its goals the chances that the other side also attains its goals. On the other side negative interdependence means that if the other side is successful the chance of the other sides' success decreases. This creates a competitive situation. In case o positive interdependency there is cooperation and cooperative approaches to negotiation . On the other side negative interdependency the fact that once party wins its goals means that the other party loses its goals.

2. Using your own words from the perspective as a business manager, definitively explain how the principles of negotiation that you have learned in this course apply to resolving conflicts within organizations.

From the perspective of a manager I can use the principles of negotiation that I have learned to resolve conflicts. When there is a conflict, I will be courteous and kind. I will not express anger with any party. I will also not be emotional. Further, I will not discuss the negotiations outside the negotiations table. Also, while resolving a conflict, I will not allow one party ...

Solution Summary

Negotiation is discussed in great detail in this solution.

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