Conflict Escalation and Irrational People In negotiation, an effective strategy for negotiators in their attempt to move a rights- or power-based counterparty away from rights/power and back to interests is:

 
 
 
 
Other Questions Of This Category

Optimizing Conflict There are two types of conflict in teams: relationship conflict and task conflict. Relationship conflict is best described as conflict about______________________; task conflict is…

Interests, Rights and Power According to the interests, rights, and power model of disputing, a negotiator who uses a power-based approach is characterized by:

Win-Win Negotiation Which of the following is most true with regard to reaching win-win negotiation agreements?

Target Points and Anchoring In negotiation, the ZOPA, or zone of possible agreement, is the range:

Creating Value Sometimes, negotiations break down because negotiators have different beliefs, views, or forecasts regarding some future event that cannot be resolved at the present time. What type of…

Reputation and Ethics With regard to ethically questionable behavior in negotiation, which of the following statements is most true?

The Art of Concessions During a negotiation, suppose you make a concession to the other party and then you follow with yet another concession before the other party makes a concession. This…

Leadership Style When it comes to leadership, should managers focus on getting the work done or attending to the people? ______ leaders are highly agentic and focus on getting the work done, meeting…

Roles and Rules Consider Hackman’s model of leader-team responsibility and the 4 possible types of leader and team responsibility. In self-managing teams, the team members:

Mindset and Growth According to Carol Dweck, there are two fundamental mindsets that people have when it comes to looking at themselves and others. One mindset, known as a _____ mindset, is a belief…

Goal –setting To be successful, teams need 3 things: talented people, motivation, and to get the work done. These 3 key ingredients are best summarized by: _______.

Evidence-Based Management Making effective, unbiased decisions in teams is important. All of the following are key principles in leading your team to more effective decision making, except:

Who’s more creative, groups or individuals? When it comes to the question of whether individuals are more creative than teams, the research indicates that individuals are most often able to generate…

Emotional Intelligence Emotional intelligence is the ability to recognize emotions in ourselves and others and to use this emotional knowledge in a productive fashion. A person who has a strong…

Cultural Intelligence Culture is often described as the “personality of a group.” Cultural intelligence is best described as: