Future Business Leaders of America (FBLA) Business Management Practice Test

Under which conditions is negotiation and agreement most likely to occur?

1. When speed is essential and the change initiators are very powerful

2. When there is a need for feedback and power to resist

3. When a powerful group will be disadvantaged by the change

The correct answer is: When a powerful group will be disadvantaged by the change

Negotiation and agreement are most likely to occur when a powerful group perceives that they will be disadvantaged by a proposed change. In such circumstances, the group has vested interests in the outcome and is motivated to engage in discussions to reach a compromise or agreement. Recognizing that the change could negatively impact them, they are more likely to seek collaboration, find common ground, and negotiate terms that mitigate their disadvantages. This scenario often prompts all parties involved to discuss their needs, concerns, and potential solutions, fostering an environment where negotiation is not only possible but necessary. The power dynamics shift, compelling the involved parties to actively engage in dialogue to create an outcome that is acceptable to those who feel threatened by the change. In contrast, when speed is essential and change initiators possess significant power, there may be less room for negotiation since the powerful party may impose their decisions without seeking input. Similarly, a situation where there is a need for feedback alongside power to resist may result in conflict rather than cooperative negotiation, as the focus could shift towards opposing the change rather than seeking a collaborative resolution.