NEGOTIATIONS AND CONFLICT MANAGEMENT

TECEP® Test Description for NEG-401-TE
NEGOTIATIONS AND CONFLICT MANAGEMENT
This exam assesses students’ understanding of the conceptual framework of negotiations as practiced in
the public and private sectors. Topics include: concepts, processes, strategies, and ethical issues related
to negotiations; the theory, processes, and practices of negotiation, conflict resolution, and relationship
management in a variety of situations; effective versus ineffective strategies; and patterns of negotiation
and conflict resolution in multicultural contexts.​ (3 credits)
● Test format: ​4 essays (20 or 30 points each)
● Passing score: ​70% (70/100 points). Your grade will be reported as CR (credit) or NC (no
credit).
● Time limit: ​2 hours
OUTCOMES ASSESSED ON THE TEST
● Appraising the theories, processes, and practices of negotiation, conflict resolution, and
relationship management.
● Evaluating the principles, strategies and tactics of effective negotiation and relationship
management.
● Assessing the various factors that impact negotiations.
● Synthesizing effective communication, problem-solving, and influence techniques to be
appropriate for a given situation.
● Discriminating the patterns of negotiation and conflict resolution strategies required in
multicultural contexts.
TOPICS ON THE TEST AND THEIR APPROXIMATE DISTRIBUTION
The table below indicates the main topics covered by this exam and the approximate percentage of the
exam devoted to each main topic. Under the main topic heading is a list of related–but more
specific–topics. It is important to review these topics to determine how much prior knowledge you have
and/or how much additional study is necessary.
TECEP Test Description for NEG-401-TE by Thomas Edison State University is licensed under a ​Creative Commons
Attribution-NonCommercial 4.0 International License​.

Topic Percentage
What is Negotiation?
● Objectives and disruptions
● Negotiation planning
● Managing conflict
● Analyzing disputes
● Improving decision-making
● Coping with conflict
10%
Negotiation Strategies and Biases
● Problem-solving
● Contending
● Yielding
● Compromising
● Building relationships
● Understanding cognitive, motivational and emotional bias
● Social perception
● Joint problem-solving
● Emotional intelligence
20%
Processes and Phases of Negotiation
● Distributive negotiation
● Positional bargaining
● Game theory
● Zero-sum, positive sum, and negative sum games
● Integrative negotiation
● Principled bargaining
● Phases of negotiation
20%
Types of Business Negotiations
● Multi-party
● Mergers and acquisitions
● Sales
● Suppliers
● Labor
● Negotiating for yourself
● Principals and agents
15%
Conflict Resolution
● Intra-organizational conflict
● Causes
● Mediation
● Arbitration
15%
Cross-Cultural Negotiation
● Communications in international negotiations
20%

TECEP Test Description for NEG-401-TE by Thomas Edison State University is licensed under a ​Creative Commons
Attribution-NonCommercial 4.0 International License​.

● Theories of cultural dimensions
● Fons Trompenaars
● Geert Hofstede
● Political and legal issues in international negotiations
● Bargaining ethics

STUDY MATERIALS
Below is a list of recommended study materials to help prepare you for your exam. Most textbooks in this
subject include the topics listed above and will prepare you for the test. If you choose another text, be
sure to compare its table of contents against the topic list to make sure all topics are covered.

Title
Lewicki, R., Barry, B., & Saunders, D. Essentials of Negotiation​ (current edition). New York, NY:
McGraw-Hill/Irwin.
Fisher, R., & Ury, W. Getting to Yes: Negotiating Agreement Without Giving In​ (current edition). New
York, NY: Penguin Books.

​​In addition to (or in place of) the texts listed above, you may wish to use the open resource listed below.
We encourage you to explore this resource to make sure that you are familiar with multiple perspectives
on the topics above. The resource is openly licensed, which means that it is free to be ​revised, remixed,
reused, redistributed, and retained​, so long as its unique terms are followed. You can learn more about
open licensing ​here​.

Resource Licensing Guide
Title License
BUS403: Negotiations and Conflict Management
​ [Saylor course]. Washington,
D.C.: Saylor Academy.
See terms

SAMPLE QUESTIONS
The questions below are designed to help you study for your TECEP. Answering these questions does
not guarantee a passing score on your exam.
TECEP Test Description for NEG-401-TE by Thomas Edison State University is licensed under a ​Creative Commons
Attribution-NonCommercial 4.0 International License​.
Please note that the questions below ​will not​ appear on your exam.
Sample essay question
1. Answer the questions below.
a. Describe the concept of “interests” in a negotiation. ​(8 pts)
b. What are the benefits of using interests to reach an integrative solution to a conflict?
Provide an example of how you would use interests in a negotiation. ​(12 pts)
TECEP Test Description for NEG-401-TE by Thomas Edison State University is licensed under a ​Creative Commons
Attribution-NonCommercial 4.0 International License​.
ANSWERS TO SAMPLE QUESTIONS
1a. Interests are the fundamental needs, wants, concerns, and fears that truly motivate the
negotiator’s decisions and behavior. There are four types of interests in a negotiation.
Substantive interests are the focus of the negotiation and involve tangible issues. Process
interests are associated with the way the parties go about reaching an agreement. Relationship
interests stem from either or both of the parties placing a value on preserving the relationship
itself. Interests in principles are intangible concerns about what is fair and ethical.

Criteria Points
Defining the concept of interests in a negotiation. 3 points
Understanding the relationship between interests and
motivating factors.
5 points

1b. Since interests relate to a party’s underlying needs or desires, they are more important to address
than the party’s position, or opening offer. Negotiating over positions may only produce a solution
that is a victory for one party and a loss for another. To achieve an integrative outcome that
meets the needs of both parties, one would need to devote time to the early phases of the
negotiation process, when the parties are building a relationship and gathering information.
During this time, a negotiator should gather information about the other party’s true interests,
which may not be entirely clear in their position.
For example, two new friends discuss dinner plans for a first date. Sarah suggests they go to
Olive Garden, but Andrew prefers Outback. This represents each party’s position. If they
negotiate solely on these positions, the best that can happen is that one will win and one will lose.
Things could go badly and they might fail to reach an agreement altogether. Sarah and Andrew
both need to find what motivated the other’s choice. If the two spend some time asking the other
about their needs and desires with regard to dinner, they will identify the interests that are truly
important to the negotiation. In this case, Sarah chose Olive Garden because she wanted to walk
to a restaurant near her apartment; Andrew chose Outback because he prefers a steak house to
Italian food. By taking the time to discover each other’s interests, Sarah and Andrew learn that
they can create an integrative solution that meets the desires of both parties by going to a steak
house near Sarah’s apartment.

Criteria Points
Identifying the factors relevant to an integrative
solution in a negotiation.
4 points
Developing a cogent and feasible application of
interests to an integrative bargaining scenario.
8 points

TECEP Test Description for NEG-401-TE by Thomas Edison State University is licensed under a ​Creative Commons
Attribution-NonCommercial 4.0 International License​.

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