Question 1

Which negotiation styles are distributive?&#10;A) Competing and Compromising.&#10;B) Avoiding and Competing.&#10;C) Collaborating and Compromising.&#10;D) None.

Accepted Answer

Distributive negotiation, often associated with a "fixed-pie" scenario, involves parties competing to obtain the most benefit for themselves, which aligns with the Competing style. Compromising can also be seen as distributive when parties are trying to split differences or make concessions to reach a middle ground, which may involve distributing limited resources.

Question 2

The collaborative style is appropriate to every negotiation; because,&#10;A) It is the only one that creates a win on all sides.&#10;B) It is the only right way to behave.&#10;C) It is the hardest and must, therefore, be the best.&#10;D) There is no single style most appropriate across every negotiation.

Accepted Answer

The collaborative style is not universally appropriate for every negotiation because different situations may require different negotiation styles. The assertion that there is no single style most appropriate across every negotiation recognizes the complexity and variability of negotiation contexts.

Question 3

Collaborating is the most challenging negotiation approach; because,&#10;A) It requires creativity.&#10;B) It requires preparation.&#10;C) It requires emotional intelligence.&#10;D) All of the above.

Accepted Answer

Collaborating in negotiations is challenging because it demands creativity to find mutually beneficial solutions, preparation to understand all parties' needs and constraints, and emotional intelligence to manage and navigate the emotions and perspectives of all involved.

Question 4

The biggest downside of using an accommodating approach is that&#10;A) No-one gets what they really want.&#10;B) It requires a lot of preparation.&#10;C) It requires much self control.&#10;D) There is no downside to accommodating.

Accepted Answer

The biggest downside of using an accommodating approach is that no one gets what they really want. This approach often involves one party giving in to the other's demands, leading to a solution that might not fully satisfy either party's needs or interests.

Question 5

The only negotiation approach and style that aim toward all parties winning is&#10;A) Avoiding.&#10;B) Compromising.&#10;C) Collaborating.&#10;D) None. It is not possible for all parties to win.

Accepted Answer

Collaborating is the negotiation approach and style that aims toward all parties winning, as it involves working together to find a mutually beneficial solution.

Question 6

Select the behaviors below that are characteristic of the avoidance style.&#10;A) Seeking to create solutions.&#10;B) Ignoring the conflict.&#10;C) Shutting down communication.&#10;D) Denying that a conflict exists.

Accepted Answer

The answer of Select the behaviors below that are characteristic...

Question 7

Which negotiation styles are integrative?&#10;A) All styles are integrative.&#10;B) Compromising.&#10;C) None of the styles are integrative.&#10;D) Collaborating is the only integrative style.

Accepted Answer

Collaborating is the only style that is inherently integrative, focusing on finding a win-win solution that benefits all parties involved.

Question 8

The negotiation style that is the most challenging to effect is&#10;A) Compromising.&#10;B) Avoiding.&#10;C) Collaborating.&#10;D) They are all easy.

Accepted Answer

Collaborating is the most challenging negotiation style because it requires understanding and addressing the interests of all parties involved, which can be time-consuming and complex. It aims for a win-win situation, demanding high levels of trust, communication, and problem-solving skills.

Question 9

The most important drawback of using a competitive approach is that&#10;A) It requires a lot of energy to keep fighting.&#10;B) Competing is not nice.&#10;C) It requires the manipulation of others.&#10;D) One party loses.

Accepted Answer

In a competitive approach, one party wins at the expense of the other, leading to a win-lose situation where one party loses.

Question 10

Sulking or making sarcastic comments is indicative of which negotiation style?&#10;A) Collaborative.&#10;B) Accommodating.&#10;C) Avoiding.&#10;D) None of the above.

Accepted Answer

Sulking or making sarcastic comments is indicative of the Avoiding negotiation style, where individuals may express their dissatisfaction indirectly rather than confronting the issue directly.

Deck 14: The Negotiation Process and Preparation