All of the following are common mistakes people make in negotiations EXCEPT:

Engaging in log rolling during the negotiation.

Not paying attention to the other party's interests, perspective, and needs.

Failing to prepare before entering the negotiation.

Adopting a win-lose mentality in which one person must claim more value than the other.

Each of the following is a stage in the conflict process EXCEPT

Cognition and Personalization

Negotiation

Intentions

Behavior

Outcomes

Members within a group begin arguing with one another. This is an example of which locus of conflict?

1. Distributive
2. Intergroup
3. Intragroup
4. Integrative
5. Dyadic

Each of the following is a conflict-handling strategy EXCEPT

Accommodating

Compromising

Competing

Collaborating

Coercion

Two employees are arguing over how to divide bonus money at work. The more one gets, the less the other gets. Which type of bargaining are these employees engaging in?

Relational

Integrative

Collaborative

BATNA

Distributive

Dan and Greg have conflict between the two of them. This is an example of which locus of conflict?

1. Intragroup
2. Dyadic
3. Intergroup
4. Distributive
5. Integrative

______ is the least the individual should accept in an agreement (i.e., the walking away point).

The set point

The goal point

The anchor

ATLAS

BATNA

Laura plans to handle conflict at work by ignoring it and not discussing it with the other people involved. Which intention for handling conflict does she plan to use?

Compromising

Accommodating

Avoiding

Collaborating

Competing

Jayden plans to handle conflict at work by finding a solution or outcome that is in the best interest of all parties, without any parties having to give up what they need. Which intention for handling conflict does she plan to use?

Compromising

Competing

Accommodating

Collaborating

Avoiding

Which of the following is TRUE in a negotiation?

Focusing on your BATNA before a negotiation can make the negotiation more complicated than it needs to be.

You should determine and strengthen your BATNA before a negotiation.

You should anchor to your BATNA.

BATNA is your target point in a negotiation that you should aim high to reach.

You should play issues by ear in a negotiation (e.g., don't rank order preferences).

Keith pays attention to all of his employees, providing them with coaching, mentoring, and advice when they need it. Keith is exhibiting which facet of transformational leadership?

Personalized coaching

Intellectual stimulation

Individualized consideration

Idealized influence

Inspirational motivation

Anna is a servant leader, so she is likely to exhibit all of the following behaviors EXCEPT:

Developing followers potential

Empathizing

Persuading

Exchanging rewards for good performance

Listening