Deck 1: The Nature of Negotiation

Question 1

Dependent parties never rely on others for what they need.

Answer 1

False

Question 2

Good negotiators are made, not born.

Answer 2

True

Question 3

Most individuals in Western culture do not negotiate enough.

Answer 3

True

Question 4

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

A) Final agreed price on a contract
B) The need to look good
C) Fear of setting a precedent
D) The desire to book more business

Question 5

One of the common characteristics of negotiation is that the parties prefer to negotiate and search for agreement rather than to fight openly.

Question 6

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 7

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

Question 8

Negotiation is about resolving:

A) Conflict
B) Interdependence
C) Independence
D) Harmony

Question 9

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

A) Extensive interviewing
B) Arbitration
C) Careful study and practice
D) Mentoring

Question 10

It is always a good time to negotiate.

Question 11

Intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation.

Question 12

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

Question 13

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

Question 14

Negotiation situations have fundamentally the same characteristics.

Question 15

Sometimes people fail to negotiate because they do not recognize that they are in a negotiable situation.

Question 16

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 17

Negotiating parties rarely negotiate by choice.

Question 18

Negotiations occur for only one reason: to create something new that neither party could do alone.

Question 19

Negotiations occur for several reasons except:

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

Question 20

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

Question 21

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

Question 22

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) Zero-sum
B) Win-win
C) Win-lose
D) Mutual gains

Question 23

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

A) Loss-loss
B) Distributive
C) Win-win
D) Integrative

Question 24

Negotiations often begin with statements of opening positions.

Question 25

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 26

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

Question 27

Satisfaction with a negotiation is determined by:

A) The total 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 the dollar value of concessions made by each party.
D) The process through which an agreement is reached and by the actual outcome obtained by the negotiation.

Question 28

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

Question 29

Negotiation requires little process, and is generally instantaneous.

Question 30

Concessions restrict the range of options within which a solution or an agreement will be reached.

Question 31

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 32

BATNA stands for:

A) Best action towards a negotiated agreement.
B) Best alternative to a negative action.
C) Best alternative to a negative agreement.
D) Best alternative to a negotiated agreement.

Question 33

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 34

What are the two dilemmas of negotiation?

A) The dilemma of honesty and the dilemma of trust
B) The dilemma of trust and the dilemma of cost
C) The dilemma of honesty and the dilemma of profit margin
D) The dilemma of cost and the dilemma of profit margin

Question 35

Which of the following concerns how much of the truth to tell the other party in a negotiation?

A) Dilemma of trust
B) Dilemma of independence
C) Dilemma of morality
D) Dilemma of honesty

Question 36

When the teachers union finally completed the bargaining process with the province, both parties left the table feeling satisfied that they had achieved some of their objectives. This exemplifies which kind of situation?

A) Mutual gains
B) Win-win
C) Zero-sum
D) Win-lose

Question 37

Interdependent parties' relationships are characterized by:

A) Established procedures
B) Interlocking goals
C) Rigid structures
D) Solitary decision making

Question 38

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

Question 39

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

Question 40

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 zero-sum (or distributive) situation.

Question 41

Contrast and compare the dilemmas of honesty and trust.

Question 42

All of the following are major strategies for conflict management that have been identified in the dual concerns model, except:

A) Action
B) Problem Solving
C) Yielding
D) Compromising

Question 43

What are the three characteristics of most relationships between parties?

Question 44

Actors pursuing the inaction strategy show little interest in whether they attain their own outcomes, as well as little concern about whether the other party obtains his or her outcomes.

Question 45

Define "zero-sum" situation.

Question 46

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

Question 47

What are concessions?

Question 48

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

Question 49

Describe tangible and intangible factors in negotiation?

Question 50

What are the three reasons negotiations occur?

Question 51

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

Question 52

How does choice motivate negotiation?

Question 53

Which of the following statements about conflict is true?

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

Question 54

In which of the following conflict management strategies do actors show high concern for attaining their own outcomes and high concern for whether the other party attains his or her outcomes?

A) Yielding
B) Inaction
C) Problem solving
D) Contending

Question 55

What does the acronym BATNA mean?

Question 56

Negotiator perceptions of situations tend to be biased toward seeing problems as more distributive or competitive than they really are.

Question 57

Experience always makes a negotiator better at bargaining. Do you agree or disagree with this statement?

Question 58

Which of the following contribute to conflicts' destructive image?

A) Clarifying issues
B) Increased communication
C) Minimized differences; magnified similarities
D) Misperception and bias

Question 59

Describe a "mutual-gains" situation.

Question 60

As a conflict management strategy, compromising represents a strong effort to pursue our own outcomes and a moderate effort to help the other party achieve his or her outcomes.

Question 61

Explain how conflict is a potential consequence of interdependent relationships.

Question 62

Compare a problem solving conflict management strategy to a compromising conflict management strategy.

Question 63

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

Question 64

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