Group 4 Chapter 9 Assessment

  • 1. Five basic strategies are used to manage conflicts.
  • 2. Win–lose dynamic
  • 3. Six basic steps in negotiating a workable solution to a problem that maximizes joint outcomes.
  • 4. Assertiveness
  • 5. Self-fulfilling prophecy
  • 6. Try, try again
  • 7. Conflict
  • a. Each person explains: a) what they want. b) how they feel. c). Exchange reason for position. e) Understand the other persons perspective. f) event options for mutual gain. g) reach a wise agreement.
  • b. Seeing the other group as belligerent, engaging in hostile behavior to defend itself by mounting a good offense, thereby provoking belligerence on the part of the other group, which confirms the original assumption.
  • c. Collaboration (problem-solving negotiations): Accommodation (smoothing): Confrontation (forcing or win-lose negotiations): Compromising Avoidance (withdrawing)
  • d. Behavior intended to express confidence or dominance.
  • e. It can be as small as a disagreement or as large as a war.
  • f. Seeing every action of the other group as a move to dominate, create an advantage, or win.
  • g. To be successful at negotiating in a problem-solving way, you must remember to try, try again.
Answer Key
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Group 4 Chapter 9 Assessment (Answer Key)

  • c 1. Five basic strategies are used to manage conflicts.
  • f 2. Win–lose dynamic
  • a 3. Six basic steps in negotiating a workable solution to a problem that maximizes joint outcomes.
  • d 4. Assertiveness
  • b 5. Self-fulfilling prophecy
  • g 6. Try, try again
  • e 7. Conflict
  • a. Each person explains: a) what they want. b) how they feel. c). Exchange reason for position. e) Understand the other persons perspective. f) event options for mutual gain. g) reach a wise agreement.
  • b. Seeing the other group as belligerent, engaging in hostile behavior to defend itself by mounting a good offense, thereby provoking belligerence on the part of the other group, which confirms the original assumption.
  • c. Collaboration (problem-solving negotiations): Accommodation (smoothing): Confrontation (forcing or win-lose negotiations): Compromising Avoidance (withdrawing)
  • d. Behavior intended to express confidence or dominance.
  • e. It can be as small as a disagreement or as large as a war.
  • f. Seeing every action of the other group as a move to dominate, create an advantage, or win.
  • g. To be successful at negotiating in a problem-solving way, you must remember to try, try again.

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