Negotiation: Definition and Process

What is the primary focus of lateral thinking?

Restructuring existing pieces (correct)
Assuming certain perceptions
Seeking to maintain the existing pieces
Playing with given pieces

In what way is lateral thinking similar to playing chess?

Both involve seeking creativity and insight restructuring
Both require assuming certain perceptions
Both focus on organized external world perception
Both start out with certain ingredients (correct)

What can be learned, practiced, and used?

Subconscious behavior
Entrepreneurial business
Lateral thinking (correct)
Mathematics

What does a healthy human brain do with automatic responses or behaviors?

It locks them into a subconscious process (D) Signup and view all the answers

According to Forbes Magazine, what might lead to not having heard of Edward de Bono or Lateral Thinking?

Being too engrossed in conventional ways of thinking (A) Signup and view all the answers

What is the definition of lateral thinking?

Generating new ideas and solving problems using unconventional thinking techniques (C) Signup and view all the answers

Who invented the term 'Lateral Thinking'?

Dr. Edward de Bono (D) Signup and view all the answers

What is the primary purpose of Lateral Thinking techniques?

To help individuals overcome patterns and be creative on demand (B) Signup and view all the answers

What is the main difference between lateral ('sideways') thinking and vertical ('logical') thinking?

Logical thinking carries a chosen idea forward, while sideways thinking provokes fresh ideas or changes the frame of reference (A) Signup and view all the answers

How does the Business Dictionary define lateral thinking?

An idea generation and problem-solving technique in which new concepts are created by looking at things in novel ways (B) Signup and view all the answers

What is negotiation?

A process of making decisions and managing disputes (C) Signup and view all the answers

Who are the potential participants in a negotiation?

Spouses, parents, employers, professionals, organizations, and agencies (B) Signup and view all the answers

What is a possible outcome of successful negotiations?

An exchange or promise between negotiators (B) Signup and view all the answers

What does negotiation require participants to do?

Identify issues about which they differ, educate each other about their needs and interests, generate possible settlement options, and bargain over the terms of the final agreement (B) Signup and view all the answers

How does negotiation help people redefine relationships?

By redefining old relationships that are not working to their satisfaction or establishing new relationships where none existed before (D) Signup and view all the answers

What is the primary objective of negotiation?

To reach an agreement on issues with differences in interest, goals, values, or beliefs (D) Signup and view all the answers

What is the greatest misconception about the negotiation process?

It is an adversarial process designed for trial and debate (B) Signup and view all the answers

What distinguishes negotiation from arbitration and other forms of decision making?

The decision-making power rests with the participants, not a third party (C) Signup and view all the answers

What advantage do negotiators gain from a common culture?

Common culture facilitates collective effort and reduces conflict (C) Signup and view all the answers

What defines right and wrong in negotiations?

Defined by the opponents in the negotiation (D) Signup and view all the answers