55. Distributive negotiation is a collaborative approach to negotiation that is based on a win-win
assumption, whereby the parties want to come up with a creative solution that benefits both sides of
the conflict.
56. A competitive and adversarial negotiation approach in which each party strives to get as much as it
can, usually at the expense of the other party is called distributive negotiation.
57. For a win-win solution, stay focused on interests and not demands.
58. Social facilitation is the tendency for the presence of others to influence an individual’s motivation and
performance.
59. Much work in teams is interdependent, which means that individuals and departments rely on other
individuals and departments for information or resources to accomplish their work.
60. Teams run efficient meetings, whereas groups run meetings that encourage open-ended discussion.
61. Team trust dissolves when members hold one another accountable rather than relying on managers as a
source of accountability.
62. In the work team effectiveness model, team characteristics include size, diversity, and roles.
63. In most cases, team leaders do not play a significant role in shaping team effectiveness.