Pursuing ethical standards in negotiations may be side tracked by an overemphasis on __________.
__________ negotiation takes place when each party holds out to get its own way.
Non-programmed decisions address routine problems that arise on a regular basis and for which standard solutions have been derived.
Answer True False
Accommodation may be used when an issue is trivial.
An example of the application of the __________ is the team leader who selects a new member not because of any special qualities of the person, but only because the individual comes from a department known to have produced high performers in the past.
anchoring and adjustment heuristic
Which of the following characteristics does NOT correctly describe the conduct of a classic two-party negotiation?
a minimum reservation point is one negotiator s minimum acceptable outcome.
a maximum reservation point is the other negotiator s maximum acceptable outcome.
a key task for any negotiator is to discover the other party s reservation point.
the bargaining zone is the difference between one negotiator s minimum reservation point and the other party s maximum reservation point.
negotiations can proceed effectively when a negative bargaining zone exists
The framework developed by Vroom, Yetton, and Jago helps managers choose the best solution to a problem.
What is negotiation? What are the two primary goals in the negotiation process? Provide an example of each type of goal. In the context of these goals, when is negotiation effective?
The conflict management style of __________involves being cooperative and unassertive. This style is characterized by letting the wishes of others rule, and smoothing over or overlooking differences to maintain harmony.
Two persons debating each other aggressively on the merits of two different proposed advertising campaigns is an example of emotional interpersonal conflict.
Define decision making. What are the five basic steps involved in the rational decision model?
When dealing with risk environments, managers may assign __________ through objective statistical procedures or through personal intuition.
Bounded rationality is choosing the first alternative that appears to give an acceptable or satisfactory resolution of the problem.
An example of constituency negotiation occurs when representatives of management and labor negotiate a collective bargaining agreement.
Behavioral scientists are cautious about applying classical decision theory to many decision situations because they recognize that human beings have __________ that restrict their information-processing capabilities.
In the __________ approach to negotiation, participants would ask: How can the resource best be utilized?
Lose-lose strategies may result from outright competition or authoritative command where the solution is dictated by an authority figure.
Jeff Bezos of Amazon.com believes there is a place for both systematic and intuitive decision-making in management.
All of the following statements relating to escalating commitment are correct EXCEPT:
the tendency to escalate commitments often outweighs the willingness to disengage from them.
decision makers may rationalize negative feedback resulting from an escalated commitment as a temporary condition.
an escalated commitment may result in a decision maker protecting his or her ego by not admitting that the original decision was a mistake.
once it is determined that a chosen course of action is not working, decision makers will re-group and select a different course of action.
decision makers may characterize any negative results from an escalated commitment as a learning experience can be overcome with added future effort.
In the context of the stages of conflict, when the antecedent conditions become the basis for substantive or emotional differences between people or groups, the stage of __________ exists.