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Exam 8: Interpersonal Negotiation

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Question 1

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Briefly describe a recent conflict.Discuss how upholding Fisher and Ury's four principles may have resulted in a more productive management of that conflict.Be sure to identify and explain each principle in your answer.

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A recent conflict that comes to mind is a disagreement between two departments in a company over resource allocation. The marketing department felt that they were not receiving enough support from the finance department, leading to tension and inefficiencies in their operations. If the parties involved had upheld Fisher and Ury's four principles of negotiation, the conflict may have been managed more productively. The first principle is to focus on interests, not positions. In this case, both departments could have focused on their underlying interests, such as the need for clear communication and collaboration, rather than taking rigid positions. The second principle is to separate the people from the problem. By acknowledging that the conflict was not personal but rather a result of differing perspectives and needs, the departments could have approached the situation with more empathy and understanding. The third principle is to generate options for mutual gain. Instead of viewing the conflict as a win-lose situation, the departments could have brainstormed creative solutions that would benefit both parties, such as implementing a clear communication protocol or establishing a joint resource allocation committee. The fourth principle is to insist on using objective criteria. By using data and objective measures to evaluate the impact of resource allocation on both departments, the conflict could have been approached with a more rational and fair mindset. Overall, upholding Fisher and Ury's principles could have led to a more collaborative and productive management of the conflict, ultimately resulting in a more positive outcome for the company as a whole.

Question 2

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Which of the following is NOT true of competitive bargainers?

A) They will make high opening demands and concede slowly.
B) They will recognize and enhance interdependence.
C) They will exaggerate the value of concessions that are offered.
D) They will try to resist persuasion on issues.
E) Competitive bargainers will do all of the above.

F) D) and E)
G) B) and E)

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Question 3

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Giving more power to one party is an effective way of managing power in a collaborative approach to negotiation.

In what ways is principled negotiation different form other forms or perspectives of negotiation?

All of the following are assumptions about collaborative negotiation EXCEPT?

"Tradeoffs" are a strategy used in competitive bargaining.

Recount a recent public conflict and identify the ways in which parties used destructive strategies in an attempt to equalize or at least come close to balancing power.

According to Hocker and Wilmot,true negotiating involves "active engagement," not avoidance.

In a conflict spectrum,negotiation is between which of the following two poles?

Your down-coat company is having an unusually large amount of business due to an extremely cold winter.Your boss expects you to keep up with your work,but won't allow overtime,due to cost-cutting throughout the company.You suggest that they hire another person,although you realize the large volume of business is temporary.When you discuss this with your boss,you both decide that your boss can help you temporarily,thus finding an inexpensive solution to your problem.This is an example of which communication pattern?

At the beginning of the chapter,your authors stated that you may not think of yourself as a "negotiator." What do you think now? Explain.Do you think you are more of a competitive or collaborative negotiator? Provide examples to support your answer.Finally,what communication skills do you have that help you negotiate with others?

Collaborative conflict management requires:

Negotiating conflict only involves labor and management in work settings,not personal situations.

Which of the following are potentially constructive ways to balance power in a negotiation?

Describe how cultural assumptions of negotiation can be problematic.What suggestions do you have for managing potential problems?

How does a person move from competitive to collaborative negotiations? What might you do if you take a collaborative stance and the other takes a competitive stance?

Distributive (competitive)bargaining focuses more on persuasion than a collaborative approach.

According to Hocker and Wilmot,parties can disagree without being "disagreeable."

From a competitive approach,Principled Negotiation may appear weak.According to the authors of your text,strength or toughness comes in the form of:

Which of the following is a disadvantage of collaborative bargaining?