Deck 2: Preparation: Building the Foundation for Negotiating

Question 1

Substantive,relationship and process goals are interdependent.

Answer 1

True

Question 2

Considering questions such as,"Will you be negotiating a deal,settling a dispute or making a team decision? Will you negotiate with this party once or multiple times? Will you negotiate publicly or privately?" define the:

A)Obligations of the interaction.
B)Environment or context.
C)Nature of the interaction.
D)Resources and constraints.

Answer 2

C

Question 3

The bargaining mix,target points,BATNA and resistance points are determined during the ???__________ component of preparing for the negotiation.

A)Strategic planning.
B)Framework establishment.
C)Framework operationalizing.
D)Goal-setting.

Answer 3

C

Question 4

Which one of the responses to the following phrase is false? A Best Alternative To a Negotiated Agreement (BATNA):

A)Decreases your bargaining power.
B)Increases your bargaining power.
C)Helps negotiators determine their resistance points.
D)Can be quantified.

Question 5

Negotiation preparation includes obtaining information about the other party's needs,strategy and goals.

Question 6

Preserving the relationship is a desirable goal in all types of negotiations.

Question 7

The zone of possible agreement (ZOPA)is the range between:

A)Your BATNA and your opening offer.
B)Your resistance points.
C)Your BATNA and the other party's opening offer.
D)Your resistance point and the other party's resistance point.

Question 8

What percentage of the negotiation process should be devoted to preparation?

A)Twenty.
B)Forty.
C)Sixty.
D)Eighty.

Question 9

Testing assumptions refers to:

A)Meeting with the other party to validate the accuracy of information that you found in their public documents.
B)Meeting with a knowledgeable third party to validate the accuracy of information that you found in in the other party's public documents.
C)Meeting with your stakeholders to validate the accuracy of information that you found in the other party's public documents.
D)Meeting with the other party to validate the estimates and hunches you made during your analysis of the party.

Question 10

Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:

A)A distributive strategy.
B)An integrative strategy.
C)An interest-based strategy.
D)A principled strategy.

Question 11

A 'wise agreement' is one that:

A)Satisfies the interests of both parties.
B)Satisfies the demands of both parties.
C)Satisfies the goals of both parties.
D)Is implemented fairly.

Question 12

Electronic negotiations make testing assumptions:

A)A moot point.
B)Easier.
C)More difficult.
D)Even more critical than in face-to-face negotiations.

Question 13

To achieve the greatest gains,negotiators should stick to the script they created during the preparation phase.

Question 14

Labor markets,unemployment rates,workforce demographics and financial markets are examples of negotiation:

A)Issues.
B)Resources.
C)Constraints.
D)Context.

Question 15

Substantive and relationship goals help determine which strategy and tactics to use.

Question 16

Identifying the problem to be solved,opportunity to be mined,dispute to be settled or team decision to be made are all elements of:

A)Defining the situation.
B)Establishing goals.
C)Strategy formulation.
D)Defining your interests.

Question 17

The strategic planning stage of preparation includes:

A)Defining the situation,establishing the desired goals,formulating a strategy and creating a script.
B)Defining the situation,establishing the desired goals,formulating a strategy and deciding how to implement the strategy.
C)Defining the situation,establishing the desired goals,creating a script and deciding how to implement the strategy.
D)Defining the situation,establishing the desired goals,creating a script and deciding how to implement the negotiation outcome.

Question 18

Relative power influences the negotia___________ a negotiator chooses.

A)Resources.
B)Constraints.
C)Tactics.
D)Environment.

Question 19

The basic problem in most negotiations is:

A)Conflicting issues.
B)Conflicting positions.
C)Conflicting interests.
D)Conflicting goals.

Question 20

Issues are:

A)The points that must be addressed.
B)The points on which there is no agreement between parties.
C)Defined after the parties meet for the first time.
D)Not part of the bargaining mix.

Question 21

The party who needs the other most has the most bargaining power.

Question 22

It is possible for a Best Alternative To a Negotiated Agreement (BATNA)to be worse than not reaching an agreement with the other party.

Question 23

Explain how negotiators go about defining the situation during the preparation process.

Question 24

The dilemma of honesty argues that the other party may take advantage of you if you believe too much of what he or she tells you,but you may not be able to reach an agreement if you believe too little.

Question 25

What is the difference between a strategy and a tactic?

Question 26

Describe several sources of information that negotiators can use to analyze the other party.

Question 27

Aspiration levels or target points are artificially high goals that you use as a starting point for the negotiation.

Question 28

Explain why preparation is such a critical step in the negotiation process.

Question 29

Interests are the motives underlying your positions.