Chat with AIExam 10: Workplace Negotiation
Contrast how high-context and low-context cultures would approach a negotiation.
(38) 
VerifiedHigh- versus low-context cultures refer to the communication practices involved. Negotiation in a high-context culture relies heavily on non-verbal sources of information to understand what is meant or intended. The context of the situation is very key to the nature of the negotiated solution. Negotiation in a low-context culture relies heavily is more straightforward and the exact wording is key to understand what is meant or intended. The context of the situation is not key to the nature of the negotiated solution; this method involves a more direct communication process.
Research by Mayer (2009) indicated what two skills were effective in leading to the resolution of even long-held disputes?
(26) VerifiedA
Analyze how integrative negotiation differs from distributive negotiation.
(37) VerifiedUnlike, distributive negotiation, which has the connotation of leading to "win/lose" outcomes, successful integrative negotiation delivers "win/win" agreements. Also, whereas distributive negotiation is rights-based, integrative negotiation seeks overlapping interests of the parties that comprise the entity. Lastly, distributive negotiation focuses on the here-and-now while integrative negotiation focuses on now and later.
Integrative negotiation is a systems approach to decision making, which implies that to meet the needs of one subsystem is meet the needs of the other. Integrative negotiation is inclusive and focuses on discussing both intangible long-term goals as well as discussing the tangible "how-to" issues that surround short-term goals and action plans. This high level construal nature, characterized by complex abstraction and important details, promotes problem solving and facilitates win/win agreements when integrative potential resides in underlying interests. The ultimate goals of integrative negotiation are to maximize time and resources by satisfying individual and shared interests.
Blaine typically makes use of heuristics and holds strongly stereotyped perceptions of his opponents when negotiating. He also tends to ignore information that contradicts his views and positions and he often fails to move away from his initial offer during negotiations. Blaine may score high in the psychological concept of _______________.
(35) _______________ negotiation emphasizes the overlapping interests of the parties seeking to resolve a conflict while seeking out a solution that provides joint benefit while producing increased satisfaction with the outcome.
(32) What is one key element of a quality negotiation and discuss how it produces high quality outcomes and solutions.
(34) What is the least expensive form of conflict resolution because it gives the parties the greatest control over the outcome?
(28) Suppose that you approach negotiation with the following assumptions: the two parties involve share interdependence in all things, negotiation is a collaborative process that seeks to uncover win-win agreements, and if someone loses, then everyone loses. This is representative of what type of mindset?
(24) In what type of culture are conflict resolution strategies concerned with face-saving behaviors while the negotiations less formal, more outcome focused, and the locus of control assumed to be at the personal level due personal autonomy being a key societal expectation?
(40) According to the authors, a best alternative to a negotiated agreement (BATNA) serves as this form of power.
(31) Larry, Darryl, and Darryl work in an environment where their work as graphic designers is in competition with each other for earning bonuses. Their boss believes this will increase the tension to a level to keep each from becoming complacent. What is the greatest danger caused by this continual exposure to a highly competitive environment?
(38) When communication between the parties in a negotiation relies heavily on nonverbal cues, body language, and gestures and conflict resolution makes only indirect references to the problem issue, it is certain that the negotiation is occurring in a/an ______________ culture.
(36) Discuss how one could use their sources of power at the negotiating table.
(40) Patrice is reviewing the literature to determine the best manner for communicating during a negotiation and he has identified and has identified four options: one-one live contact, live intergroup contact, paper advice, and electronic programs. Which should he choose to produce enlightened problem solving?
(33) Competitive approaches to negotiation encourage individuals to find positions for _______________ gain.
(26) Explain how the abundance mind-set differs from the scarcity mind-set during a negotiation.
(27) A manager is in an organization where there is a preference for high power distance between members in different positions and different levels of the organizational hierarchy. In what country is this manager most likely working?
(35) A process that is characterized by low levels of true, a belief that one side wins while the other loses, precedent, and involves little sharing of information about needs and interests is called _______________.
(34) Christoph is upset by how he was treated by Brad and B. J. His friend Diane recommends that he "try on" the thoughts, values, and practices of Brad and B. J. to better understand their assumptions and to broaden his own perspective. This is an example of _______________
(29) What type of mind-set guide is marked by beliefs that someone must lose, to the winner go the spoils, and focuses on the short-term?
(33) 
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