Chapter 3: Approaches to Conflict
ANSWERS TO TRUE/FALSE QUESTIONS FROM THE TEXT
1. T
ANSWERS TO MULTIPLE CHOICE QUESTIONS FROM THE TEXT
1. d (Threats are often an exertion of power to influence a change in outcome. Answers to a.
and b. are different than d. because the employees in those instances are exerting rights
conferred to them through processes available to them.)
2. a
SUGGESTED ANSWERS TO DISCUSSION QUESTIONS FROM THE TEXT
1. Allow students to share their experiences regarding whether the management style to which
they are accustomed adopts a rights-based or an interest-based approach to responding to
2. Distributive negotiation may be appropriate for long-arm negotiations between professional,
seasoned parties where such negotiations are expected (e.g., lawyers, business associates)
3. Students should consider the advantages and disadvantages of revealing information
regarding their bargaining positions and the effects of revealing such information too early or
SUGGESTIONS FOR THE CASE FROM THE TEXT
Case: Power, rights, and interests
Starting tips: Give students time to read the scenario on their own. Allow time for students to
Desired outcomes: Students should identify Tina and Joe’s responses as primarily power-based.
Although Tina has rights to pursue appropriate remedies, such as filing a discrimination suit, she
Suggested summary: Students should realize that although rights-based and power-based
approaches are often less effective in the long run compared to interest-based approaches, our
TEST QUESTIONS
True or False questions (each worth 1 or 2 points)
evolving from claims of discrimination.
Multiple Choice (worth 2 or 3 points each)
must decide the appropriate time in which to reveal the maximum amount she is
willing to spend. But she first wants to get the salesman to agree to provide as many
deals, add-ons, and incentives as possible. What Betty Lou is experiencing can best
be described as:
b. A “fixed pie” gambit
c. All the above, except c
workable solution could be achieved.
a. Both Kofi and Katie were pursuing a rights-based approach to resolving a
conflict.
negotiation?
c. The negotiator offers alternatives, which seem self-serving. When the other party
notes this, he scoffs and says they are much better than any alternative she has
suggested. He is otherwise flamboyant and gregarious.
Short Answer essay questions (each worth up to 10 points)
1. Describe distributive negotiation, and provide examples of this approach to negotiating.
Answer:
Distributive negotiation is the traditional form of bargaining where the parties generally
Some examples of distributive negotiation include many negotiations where price is the
only consideration, such as negotiations for a car, a home, or other product. Distributive
2. Describe integrative negotiation, and provide examples of this approach to negotiating.
Answer:
Integrative negotiation involves a more open bargaining process where the parties share
their interests and needs and explore how a resolution may be achieved that will satisfy both.
Examples of integrative negotiation include situations where the parties have interests
3. Describe the negotiator’s dilemma. How is it created? How can it be remedied?
Answer:
Negotiation theorists refer to the negotiator’s dilemma, which focuses on the question of how a
party can achieve the best result, or biggest piece of pie, he possibly can. To maximize his gains,
a negotiator’s natural instincts are to claim value by gaining as much as possible in the
