Manager's Hot Seat: Negotiation: Thawing the Salary FreezeSkip to question

Manager's Hot Seat: Negotiation: Thawing the Salary Freeze

Conflicts in organizations can arise from many different sources: incompatible goals, scarce resources, unfair evaluations or reward systems, personality issues, and overlapping authority just to name a few. In order to resolve conflict, the parties can try to come up with a solution that is acceptable to both of them, known as negotiation. Sometimes, a third party is needed to come up with an acceptable solution. Mediators and arbitrators are third-party negotiators that help to facilitate conflict resolution and can make binding decisions.

Question 3

During the negotiation Katherine tries to bring down the temperature in the room and keep Alicia calm by saying she is happy to show her paystub while she is also offended by Alicia's accusations. Based on what you know about resolving impasses, what is Katherine focused on as she tries to calm Alicia down?

Multiple Choice

1) Emotional resolution

2) Behavioral resolution

3) Motivational resolution

4) Cognitive resolution

5) Inspirational resolution