6 Habits of Effective Negotiators - Answer-1) Neglecting the other side's problems
2) Letting Price bulldoze other interests
3)Letting positions drive out players interests
4) Searching too hard for common ground
5)Neglecting BATNAS (Best alt. to a negotiated agreement)
6)Failing to ...
Man320F Unit 3 Exam Questions and
Answers
6 Habits of Effective Negotiators - Answer-1) Neglecting the other side's problems
2) Letting Price bulldoze other interests
3)Letting positions drive out players interests
4) Searching too hard for common ground
5)Neglecting BATNAS (Best alt. to a negotiated agreement)
6)Failing to correct for skewed vision
Three Elements of Negotiation - Answer-1) Distributive Issues
2) Compatible Issues
3) Integrative Issues
Distributive Issues - Answer--Both parties are diametrically opposed
-anything one gains, the other loses
Compatible Issues - Answer--both parties have the same interests
-win-win scenario
Integrative Issues - Answer--more important to one party than it is to the other
Differences to think about when inventing negotiation options - Answer--different values
placed on time
-differences in risk preferences
-different predictions of uncertain future outcomes
Three Paradigms on diversity - Answer--Discrimination and fairness paradigm
-Access and legitimacy paradigm
-Integration and learning paradigm
Discrimination and fairness paradigm - Answer--We are all the same; differences do not
matter"
-moral imperative to eliminate discrimination
-seek to achieve recruitment and retention
-conflict is suppressed
-people can feel devalued and performance undermined
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