Deck 1: The Nature of Negotiation

Question 1

When one party refuses to accept a change in his or her position, it is called a concession.

Answer 1

False

Question 2

It is always a good time to negotiate.

Answer 2

False

Question 3

Negotiation requires little process, and is generally instantaneous.

Answer 3

False

Question 4

Independent parties are able to meet their own needs without the help and assistance of others.

Question 5

Most actual negotiations are a combination of claiming and creating value processes.

Question 6

Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available alternative.

Question 7

Successful negotiation involves the management of tangibles (e.g., the price or the terms of agreement) and also the resolution of intangibles.

Question 8

Good negotiators are made, not born.

Question 9

The interdependence of people's goals, and the structure of the situation in which they are going to negotiate, has little effect on the negotiation processes and outcomes.

Question 10

Negotiating parties rarely negotiate by choice.

Question 11

People negotiate all the time.

Question 12

Negotiation situations have fundamentally the same characteristics.

Question 13

Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.

Question 14

The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it.

Question 15

Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of honesty and the dilemma of trust.

Question 16

The mix of convergent and conflicting goals characterizes many interdependent relationships.

Question 17

Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby.

Question 18

A creative negotiation that meets the objectives of all sides may not require compromise.

Question 19

When parties are interdependent, they have to find a way to resolve their differences.

Question 20

Negotiations often begin with statements of opening positions.

Question 21

The violent protest by the Nova Scotia fishermen is an example of intergroup conflict.

Question 22

A zero-sum situation is also known as what kind of a situation?

A) integrative
B) distributive
C) win-win
D) negotiative
E) none of the answers are correct

Question 23

Are experienced negotiators always better, agree or disagree?

Question 24

Negotiations occur for several reasons except:

A) to agree on how to share or divide a limited resource
B) to create something new that neither party could do on his or her own
C) it can lead to better social skills
D) to resolve a problem or dispute between the parties
E) all of the answers are correct

Question 25

Even the most nervous and shy person has the potential to increase their confidence and ability through doing what?

A) extensive interviewing
B) careful study and practice
C) mentoring
D) arbitration
E) none of the answers are correct

Question 26

Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful.

Question 27

Interdependent parties' relationships are characterized by

A) interlocking goals.
B) solitary decision making.
C) established procedures.
D) rigid structures.
E) all of the answers are correct

Question 28

Satisfaction with a negotiation is determined by

A) the process through which an agreement is reached and the dollar value of concessions made by each party.
B) the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators.
C) the process through which an agreement is reached and by the actual outcome obtained by the negotiation.
D) the total dollar value of concessions made by each party.
E) none of the answers are correct

Question 29

It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles.

Question 30

Which of the following contribute to conflict's destructive image?

A) increased communication
B) misperception and bias
C) clarifying issues
D) minimized differences; magnified similarities
E) all of the answers are correct

Question 31

Which of the following is not an intangible factor in a negotiation?

A) the need to look good
B) final agreed price on a contract
C) the desire to book more business
D) fear of setting a precedent
E) all of the answers are correct

Question 32

BATNA stands for

A) best alternative to a negotiated agreement.
B) best action towards a negotiated agreement.
C) best alternative to a negative agreement.
D) best alternative to a negative action.
E) none of the answers are correct

Question 33

Why do parties negotiate by choice?

Question 34

A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

Question 35

What are the three reasons negotiations occur?

Question 36

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Question 37

What are the two dilemmas of negotiation?

A) the dilemma of cost and the dilemma of profit margin
B) the dilemma of honesty and the dilemma of profit margin
C) the dilemma of trust and the dilemma of cost
D) the dilemma of honesty and the dilemma of trust
E) none of the answers are correct

Question 38

When the goals of two or more people are interconnected so that only one can achieve the goal-such as running a race in which there will be only one winner-it is a competitive situation, also known as a non-zero-sum (or distributive) situation.

Question 39

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is what kind of a situation?

A) mutual gains
B) win-lose
C) zero-sum
D) win-win
E) none of the answers are correct

Question 40

Which of the following statements about conflict is true?

A) conflict is the result of tangible factors.
B) conflict can occur when two parties are working toward the same goal and generally want the same outcome.
C) conflict only occurs when both parties want a very different settlement.
D) conflict has a minimal effect on interdependent relationships.
E) all of the answers are correct

Question 41

Explain how conflict is a potential consequence of interdependent relationships.

Question 42

Describe a "mutual-gains" situation.

Question 43

Contrast and compare the dilemmas of honesty and trust.

Question 44

What are the three ways that characterize most relationships between parties?

Question 45

Describe the strategies and tactics a negotiator would employ in a distributive bargaining situation.

Question 46

Why should negotiators be versatile in their comfort and use of both value-claiming and value-creating strategic approaches?

Question 47

What role do concessions play when a proposal isn't readily accepted?

Question 48

Define "zero-sum" situation.

Question 49

What are concessions?

Question 50

What does BATNA stand for?

Question 51

What are tangible and intangible factors in negotiation?