Negotiation Skills Quiz

Study Notes

Conflicts can arise from ideas, thoughts, emotions, values, predispositions, or drives that are in conflict with each other.
Examples of intrapersonal conflicts include wanting an ice cream cone but knowing it's fattening, or being angry at a boss but afraid to express it.

Occurs within an individual, involving conflicting ideas, thoughts, emotions, values, predispositions, or drives.

Occurs between individuals, such as co-workers, spouses, siblings, roommates, or neighbors.

Occurs within a group, affecting the ability of the group to make decisions, work productively, resolve differences, and achieve its goals.
Examples include conflicts within teams, work groups, families, classes, living units, or tribes.

Occurs between organizations, ethnic groups, warring nations, or feuding families or within splintered, fragmented communities.
This level of conflict is complex due to the large number of people involved and the multiple ways they interact with each other.

A process by which two or more parties attempt to resolve their opposing interests.
A social process by which interdependent people with conflicting interests determine how they will allocate resources or work together in the future.
Aims to resolve points of difference, gain advantage, or craft outcomes to satisfy various interests.
Often involves making small concessions to achieve an agreement.
The degree of trust between parties is a major factor in determining negotiation success.

Defined as a discourse between two or more parties aimed at reaching an agreement on issues or to resolve conflict arising from disagreements.
Involves two or more parties with differing interests, values, varying stakes, and powers.
Aims to extract maximum benefit without offending the other party.
Also referred to as Negotiation Management.

Conflict can result from strongly divergent needs, misperceptions, or misunderstandings.
Can occur when parties work toward the same goal or have different outcomes in mind.
Defined as a "sharp disagreement or opposition, as of interests, ideas, etc."