Question 1

Integrative bargaining commonly leads to which outcome?&#10;A) Win-lose&#10;B) Win-win&#10;C) Zero-sum&#10;D) Withdrawal from the negotiation&#10;E) None of the above

Accepted Answer

Integrative bargaining is a negotiation strategy in which both parties work collaboratively to create a mutually beneficial outcome. This type of negotiation often leads to a win-win solution, where both parties benefit instead of one party winning at the expense of the other. Therefore, choice B is the best answer.

Question 2

A target point can be defined as the:&#10;A) point at which concessions tend to be reciprocated.&#10;B) outcome the negotiator would like to achieve.&#10;C) option the negotiator believes is in his or her opponent's interests.&#10;D) final outcome of the negotiation process.&#10;E) none of the above

Accepted Answer

A target point is the outcome or goal that a negotiator would like to achieve through the negotiation process. It is the desired outcome that the negotiator will work towards during the negotiation.

Question 3

Tactics used in distributive bargaining include all of the following except:&#10;A) persuading your opponent of the impossibility of getting to his or her target point.&#10;B) arguing that your opponent's target is unfair, whereas yours is fair.&#10;C) attempting to get your opponent to feel emotionally generous toward you.&#10;D) using openness, trust, and flexibility to facilitate the negotiation process.&#10;E) all of the above

Accepted Answer

The tactics listed in options A, B, and C are all examples of distributive bargaining tactics, while option D is an example of integrative bargaining tactics. Therefore, the best choice is D, as it is the option that does not fit with the question's prompt.

Question 4

A resistance point can be defined as:&#10;A) the lowest outcome acceptable to a negotiator.&#10;B) a stage in the negotiation process where parties can not agree on a beneficial outcome.&#10;C) the point at which a negotiator believes his or her opponent will accept a less favorable settlement.&#10;D) the area between the settlement range and the aspiration range.&#10;E) none of the above

Accepted Answer

A resistance point is the lowest outcome acceptable to a negotiator, beyond which they would prefer no agreement to a bad one.

Question 5

Which of the following statements is not true concerning integrative bargaining?&#10;A) It is preferable over distributive bargaining.&#10;B) It helps builds long-term working relationships.&#10;C) It bonds negotiators.&#10;D) It leaves one party a loser.&#10;E) all of the above are true

Accepted Answer

Integrative bargaining aims to create win-win solutions that benefit both parties, so it does not leave one party a loser. Therefore, statement D is not true. Statements A, B, and C are all true.

Question 6

The general approaches to negotiation include:
I) distributive bargaining
II) integrative bargaining
III) systematic bargaining

A) I and II
B) II and III
C) I and III
D) I, II, and III

Accepted Answer

Distributive bargaining involves a zero-sum situation where one party's gain is another's loss, while integrative bargaining seeks win-win solutions. Systematic bargaining is not a commonly recognized general approach to negotiation.

Question 7

Which of the following is not a guideline for effective bargaining?&#10;A) Pay little attention to initial offers.&#10;B) Begin with a positive overture.&#10;C) Address problems, not personalities.&#10;D) Have a concrete strategy.&#10;E) All of the above are guidelines for effective negotiation.

Accepted Answer

All the options listed are guidelines for effective negotiation, so none of them is incorrect.

Question 8

The meaning of a zero-sum condition is:&#10;A) at least one settlement can create a win-win solution.&#10;B) the negotiation has a win-at-any-cost dynamic.&#10;C) any gain made by one party is at the other's expense.&#10;D) all are examples of a zero-sum condition&#10;E) none of the above

Accepted Answer

A zero-sum condition means that any gain made by one party is at the expense of the other. There is no possibility of a win-win solution, creating a win-win solution is not an example of a zero-sum condition, and not all negotiations with a win-at-any-cost dynamic necessarily have a zero-sum condition.

Deck 20: Negotiating