Negotiation

During a salary negotiation, Jamie tells their manager, “I need at least $65,000 to stay.” Jamie has also received an offer from another company for $66,000. Jamie’s long-term goal is to grow within their current company in a leadership role.

Which of the following best represents Jamie's position in this situation?

• Grow within the company

• "I need at least $65,000 to stay"

• Accept the $66,000 offer

• Become a leader in the company

During a salary negotiation, Jamie tells their manager, “I need at least $65,000 to stay.” Jamie has also received an offer from another company for $66,000. Jamie’s long-term goal is to grow within their current company in a leadership role.

Which of the following best represents Jamie's interest in this situation?

• Make more than $66,000

• Desire for career growth within the company

• Get a higher salary

• Accept any offer above $60,000

During a salary negotiation, Jamie tells their manager, “I need at least $65,000 to stay.” Jamie has also received an offer from another company for $66,000. Jamie’s long-term goal is to grow within their current company in a leadership role.

Which of the following best represents Jamie's BATNA in this situation?

• Accept the $66,000 offer from another company.

• Stay in current job

• Take a pay cut

• Negotiate for a bonus instead

The Dual Concern Model explains how individuals manage conflict based on two key concerns. What are these concerns?

• Winning the argument, Avoiding the situation

• Concern for time, Concern for reputation

• Concern for self, Concern for others

• Being polite, Being persuasive

Taylor is respected by their team for their deep technical knowledge, and colleagues regularly seek their advice on complex issues. Which type of power is Taylor demonstrating?

• Reward power

• Coercive power

• Legitimate power

• Expert power

According to Box 10.1 "Building Relationships as a Negotiation Strategy" from our textbook, what type of relationship is considered most effective in a negotiation setting?

• A very close personal bond to build mutual trust

• No relationship at all to maintain objectivity

• A moderate level of collegiality-some connection, but not too much

• A deeply emotional connection to minimize conflict

Alex trusts their colleague because they share similar values and pursue common goals. Alex feels connected and believes their colleague will act in their best interest. Which type of trust best describes this situation?

• Identification-Based Trust (IBT)

• Identification-Based Distrust (IBD)

• Calculus-Based Trust (CBT)

• Calculus-Based Distrust (CBD)

In the Week 9 BFG negotiation, two parties consider working together to strengthen their position against a third party. This strategy is an example of:

• Compromise

• Distributive bargaining

• Integrative bargaining

• Coalition