Communicating and Relationships in Negotiating
A negotiation must involve at least __________ people.
a group of two
Which of the following conflict management strategies are you applying if you are problem solving together with the other party?
collaborative (integrative) negotiation
Consider a win-lose negotiation only if you do not need to have an ongoing relationship with the other party.
Every conflict should be negotiated.
Which of the following conflict management strategies are you applying if you work to accommodate the other party’s needs?
In the ideal negotiation process, the actual negotiations begin in Step 2, which is called the Definition of Ground Rules.
Interpersonal conflict occurs between two individuals, such as co-workers, partners, family members, and neighbors.
Which of the following conflict management strategies are you applying if you are reluctantly working together with the other party to achieve a relatively acceptable outcome?
Which of the following conflict management strategies are you applying if you are a competitor, or if you feel very strongly about achieving your outcome?
The first step in planning for negotiation is gathering information about the other party.
Active listening is the best listening style in a negotiation situation.
Although there are exceptions, most girls learn to communicate in such a way as to maintain harmony in the group, while most boys learn that they must clearly communicate their position in the group.
Passive listening can be a successful strategy in a distributive bargaining situation if __________.
the other party is very talkative
Passive listening occurs when the listening party interjects short responses, such as “I see” or “hmmm,” while the other party is communicating.
Negotiations always take place in a face-to-face setting.
During _________, the listening party engages fully with the talking party, rephrasing and repeating what the talking party has said.
Smiles, hand gestures, voice tone and inflection, and body posture are just a few examples of the many ____________ symbols we use.
To provide for a positive virtual negotiation situation, the parties should agree on parameters _______________.
before the negotiations begin
With acknowlegement, there’s the risk that this style may send an erroneous message that the listening party is in agreement.
Which of the following strategies can be used to avoid sending short, dry email messages?
1) summarize and check accuracy first
2) limit the number of issues you address in a single email
3) build non-task “relationship enhancers” into your emails
Negotiations that involve listening, learning, and the exchange of authentic views among peers become the norm in most families.
Developing a work-around to deal with a damaged relationship can be a permanent solution to the conflict.
Which of the following are important aspects of a successful relationship?
1) values reguarding justice
When trying to resolve a conflict that has arisen in a negotiation, finding common ground is a good starting place.
Negotiations with related parties will always reach an end.
A _____________ is a gesture that shows respect and concern for the other party despite the disagreement.
Negotiations between related parties have the propensity to become emotionally charged.
If your goal is to resolve a conflict and change another’s behavior, you should _____________.
“beat up” issues, not the people attached to the issues
All negotiation considerations are the same, regardless of the parties involved.
The law of reciprocity is at work when negotiating with friends and families.
This management conflict strategy involves choosing not to negotiate showing silence and inaction toward the other party’s concession communicating your disapproval.
This type of conflict occurs in your own mind when you argue with yourself.
This type of conflict occurs between two individuals such as co-workers, partners, family members, and neighbors.
This type of conflict occurs within a group of people.
This type of conflict occurs when two separate groups experience conflict.
You may apply this conflict-management strategy if you are a competitor or if you feel very strongly about achieving your outcome. You will work hard to persuade the other party toward your desired outcome and push against any compromises and concessions the other party may offer.
Which conflict-management strategy are you applying if you work to accommodate the other party’s needs? There can be advantages to accommodating the other party, particularly when a long-term relationship is at stake.
This conflict-management strategy can be similar to choosing not to negotiate or it may be a strategy during the concession making process. By applying this strategy, you can communicate your disapproval.
This conflict-management strategy involves problem solving together with the other party and is a strategy that results in maximizing the outcome for both parties. This strategy requires cooperation from both parties and a high desire to achieve the best and most synergistic outcome possible together.
collaborative or integrative negotiating
This conflict-management strategy is distinguished from problem solving because the parties are not necessarily working together positively. The parties may reluctantly apply this conflict-management strategy during the concession-making process in order to continue the negotiation and achieve a relatively acceptable outcome.
The first step in planning is to ______________.
define your goal or your desired outcome
The second step to planning before you begin a negotiation is ____________.
researching the other party and their interests concerning the negotiation
The third step to planning is to ___________.
During the thrid step to planning you will ____________.
1) research the issues surrounding the item(s) being negotiated
2) prepare your references,
3) seek BATNAs (best alternative to the negotiated agreement)
Steps 1-3 in the negotiation process are the ___________ process.
Steps 4-6 in the negotiation process are the ___________ process.
Step 4 in the negotiation process is the ____________ phase.
Step 5 in the negotiation process is the ___________ phase.
Step 6 in the negotiation process is the ___________ phase.
closing the deal
Step 7 in the negotiation process is the ___________ phase.
implementation and agreement
This level of listening occurs when the listening party is providing no feedback as to whether he or she is listening.
This level of listening occurs when the listening party interjects short responses such as “I see” or “hmmm” while the other party is communicating.
This level of language in a negotiation situation involves the actual facts concerning the item(s) being negotiated.
This level of language in a negotiation situation contains the hints and inferred messages embedded in the communication style, syntax, and semantics.
Which of the following steps can be used to enhance virtual negotiating situations?
1) setting up a face-to-face meeting
2) telephone call
3) video or photograph accompanied by a podcast
The first part of the relationship theory is _________.
the negotiation process may take more time
The second part of the relationship theory is __________.
you will learn more about the other party’s interests
The third part of the relationship theory is __________.
the outcome will have a future impact on you and the relationship
The fourth part of the relationship theory is ________.
negotiations between related parties have the propensity to become extremely emotionally charged
The fifth part of the relationship theory is __________.
the negotiation may never end
Steps for making repairs to a relationship include:
1) take your emotions out of the driver’s seat.
2) take a look at the field from the other side.
3) make a repair and evaluate its effectiveness.
4) discuss repairs together