EBSAB- CH 5 NEGOTIATION

What is the nature of power in organisations?

• Collaboration, compromise, and accommodation

• Intrapersonal, interpersonal, intragroup, and intergroup conflict

• Avoidance, diffusion, and confrontation

• Physical force, bribery, and punishment

What is the relationship between negotiation and communication in organisations?

• Negotiation and communication are unrelated

• Negotiation is a form of communication

• Communication is a form of negotiation

• Negotiation replaces the need for communication

What is the main objective of negotiation?

• To dominate the negotiation process

• To reach a compromise solution that satisfies all parties

• To avoid conflict at all costs

• To assert power over the other party

What is the primary focus in conflict resolution strategies?

• Avoiding any form of confrontation

• Diffusing the situation temporarily

• Confronting the issue head-on

• Finding a compromise solution

What is the purpose of diffusion strategies in conflict resolution?

• To assert dominance over the other party

• To avoid any form of negotiation

• To cool off the situation temporarily

• To escalate the conflict

What is the outcome of using power strategies in conflict resolution?

• One party wins while the other loses

• Increased cooperation between parties

• Mutually satisfying compromise

• Both parties avoid the conflict

What is the key characteristic of negotiation according to Schelling?

• Focus on the problem, not the people

• Emphasize common goals

• Focus on interests, not demands

• Create opportunities for joint gain

What is the primary goal of individual-level conflict management?

• To transfer employees to new positions

• To change the attitudes or behavior of those involved

• To fire the people involved

• To eliminate all forms of conflict

What is the purpose of group-level conflict management?

• To develop rules and standard operating procedures

• To physically separate work groups

• To deny the opportunity for interaction

• To negotiate at the group level

What is the result of handling conflict competitively?

• Increased cooperation between parties

• Focus on what is fair

• Manifest stage of conflict escalation

• Mutually satisfying compromise