Exam 9: Managing Conflicts of Interest

One of the most difficult and important aspects of conflict resolution is

What are the steps for integrative negotiations?

How does the norm of reciprocity affect negotiation?

The frequency of contact between members of different ethnic groups will result in less prejudice.

Explain the job of a mediator.

In integrative negotiation, the goal is to

What are superordinate goals and how do they help resolve conflict between antagonistic groups?

Explain why it is important to describe your feelings in negotiation.

What are the ingredients of a wise agreement?

Blake and Mouton found that intergroup conflicts tend to

Explain the difference between mediation and arbitration.

When people with shared and opposed interests attempt to come to agreement, that is

What are conflicts of interests?

It is a good practice to avoid conflict whenever possible. When the relationship is important but the goal is not, you should withdraw.

Which types of interdependences are inherent in any negotiation?

In a conflict, it is constructive to tell the other person how they should feel about the conflict.

Explain the premises of social identity and social categorization theory.

When neither the goal nor the relationship is important, a person would use which conflict management strategy?

Which is NOT a benefit of paraphrasing?

In on-going relationships, the quality of the relationship is more important than achieving the goal.