When Howard Announced a Change in the Way Hours Would

question 79

Multiple Choice

When Howard announced a change in the way hours would be billed at his law firm, the junior partners resisted and questioned the reason for the change. Instead of addressing their concerns, Howard said, "It's already been decided. It's going to happen." The junior partners ended up resenting the change instead of trying to see if it benefitted them. What change-specific reason contributed to the resistance?

• A)Misunderstanding
• B)Different assessments
• C)Peer pressure
• D)Self-interest
• E)Management tactics

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Definitions:

Acceptable Outcomes

Results or conclusions of actions, negotiations, or processes that are satisfactory to those involved or affected.

ZOPA

The zone of possible agreement, the area where two sides in a negotiation may find common ground.

BATNA

Stands for Best Alternative To a Negotiated Agreement, which refers to the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached.

Legally Binding

Agreements or contracts that are enforceable by law, obliging parties to fulfill their agreed-upon terms under legal jurisdiction.