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Conflict Resolution, Negotiation, Mediation, and Arbitration
Grade Level
CLEP
CLEPMGT.120 Conflict Resolution, Negotiation, Mediation, and Arbitration
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During budget talks, a manager frames every item as 'my department wins only if yours loses.' Which negotiation orientation is the manager using?
A
Distributive negotiation: treating value as fixed and gains as zero-sum.
B
Accommodation: yielding to preserve a relationship.
C
Mediation: relying on a neutral facilitator without decision authority, aligning roles and schedules to the directive.
D
Integrative negotiation: searching for trades that expand value, carrying the directive into implementation and follow-up.
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