Deck 4: Negotiation Strategy and Planning

Question 1

____________ are other agreements negotiators could achieve and still meet their needs.

Answer 1

Alternatives

Question 2

____________ issues are often difficult to discuss and rank-order.

Answer 2

Intangible

Question 3

A "field analysis" is one way to assess all the key parties in a ____________.

Answer 3

negotiation

Question 4

Negotiation, like communication in problem-solving groups, proceeds through distinct ____________ or ____________.

Question 5

____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

Question 6

Tactics are subordinate to strategy; they are structured, directed and driven by ____________ considerations.

Question 7

Multiple-issue negotiations lend themselves more to ____________ negotiations.

Question 8

____________ are the points where you decide that you should stop the negotiation rather than continue, because any settlement beyond this point is not minimally acceptable.

Question 9

A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation, and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?

Question 10

A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.

Question 11

Effective goals must be ____________, ____________, and ____________.

Question 12

According to Greenhalgh's stage model of negotiation, ____________ is extremely critical to satisfactorily moving the other stages forward.

Question 13

____________ ____________ often requires considering how to package several issues and objectives.

Question 14

The dominant force for success in negotiation is in the ____________ that takes place prior to the dialogue.

Question 15

The decision to negotiate is closely related to the desirability of ____________ ____________.

Question 16

____________ strategies tend to create "we-they" or "superiority-inferiority" patterns, which often lead to distortions in judgment regarding the other side's contributions and efforts, and to distortions in perceptions of the other side's values, needs and positions.

Question 17

An initiation (or beginning) phase, problem-solving (or middle) phase and an ending (or resolution) phase are descriptive of ____________ negotiations.

Question 18

____________ is the process by which each party states their "opening offer."

Question 19

A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

Question 20

Without effective planning and target setting, results occur more by ____________ than by negotiator effort.

Question 21

Avoidance could best be used when:

A) negotiation is necessary to meet your needs
B) the time and effort to negotiate are negligible
C) the available alternatives are very strong
D) the only available negotiator is a senior manager.
E) all of the above

Question 22

Characteristics of collaborative strategies include:

A) long-term focus
B) trust and openness
C) efforts to find mutually satisfying solutions
D) pursuit of goals held jointly with others
E) all of the above

Question 23

____________ are potential hurdles that can move one in the wrong direction.

Question 24

Which of the following is not a reason that negotiations fail?

A) Allowing insufficient time for planning
B) Failing to set clear objectives
C) Understanding the strengths and weaknesses of their and the other party's positions
D) Depending on being quick and clever during negotiations

Question 25

____________ is the most critically important activity in negotiation.

Question 26

In an accommodative negotiation, the relationships have:

A) a short-term focus
B) a long-term focus
C) may be either short term or long term
D) none of the above

Question 27

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

A) collaborative
B) accommodating
C) competitive
D) avoidance
E) none of the above

Question 28

In a ____________ negotiation, the other party may be less likely to disclose information, and/or may misrepresent their limits and alternatives.

Question 29

What are the most critical precursors for achieving negotiation objectives?

A) Effective strategizing, planning and preparation
B) goal setting and target planning
C) defining frames and setting goals
D) framing and strategizing
E) none of the above

Question 30

A negotiator's goals:

A) are intrinsically in conflict with his opponent's goals
B) have no boundaries or limits
C) are explicitly stated wishes
D) must be reasonably attainable
E) all of the above

Question 31

When the other side raises an unexpected issue the negotiator is completely unprepared to discuss, the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue.

Question 32

Accommodative strategies emphasize:

A) Subordinating one's own goals in favor of those of others.
B) Secrecy and defensiveness
C) Abandonment of bad images and consideration of ideas based on merit
D) A key attitude of "I win; you lose"
E) All of the above

Question 33

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

A) preparation
B) information gathering
C) relationship building
D) information using
E) None of the above

Question 34

Which is not a difference between strategy and tactics?

A) Scale
B) Goals
C) Perspective
D) Immediacy

Question 35

The general structure of a phase model of negotiations involves:

A) Three phases: initiation; problem-solving; resolution
B) Four phases: pre-initiation; initiation; problem-solving; resolution
C) Two phases: problem-solving and resolution
D) None of the above

Question 36

A strong interest in achieving only the relationship outcomes suggests one, if any, of the following strategies. Which one?

A) competitive
B) accommodation
C) collaborative
D) avoidance
E) none of the above

Question 37

The less concrete and measurable goals are:

A) the harder it is to communicate to the other party what we want
B) the easier it is to understand what your opponent wants
C) the easier it is to determine whether a particular outcome satisfies our goals
D) the harder it is to restate what the initial goal was
E) all of the above

Question 38

Which is not a key step to an ideal negotiation process?

A) Preparation
B) Relationship Building
C) Information Gathering
D) Bidding
E) All of the above are key steps

Question 39

Which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image?

A) collaboration
B) avoidance
C) engagement
D) accommodation

Question 40

Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.

Question 41

Define goal.

Question 42

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information.

A) What facts support my point of view?
B) Whom may I consult or take with to help me elaborate or clarify the facts?
C) What is the other party's point of view likely to be?
D) How can I develop and present the facts so they are most convincing?
E) All of the above questions should be asked.

Question 43

Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

A) What agenda should we follow?
B) Where should we negotiate?
C) What is the time period of the negotiation?
D) What might be done if negotiation fails?
E) How will we keep track of what is agreed to?

Question 44

Effective planning requires hard work on the following points:

A) Defining the issues
B) Defining the bargaining limit
C) Defining interests
D) Defining limits and alternatives
E) All of the above

Question 45

What strategic negotiation purposes can be served by avoidance?

Question 46

Which represents the best deal we can possibly hope to achieve?

A) specific target point
B) resistance point
C) alternative
D) asking price
E) none of the above

Question 47

If the other party has a strong and viable alternative, he/she will

A) be dependent on achieving a satisfactory agreement
B) appear aggressive and hostile in negotiations
C) set and push for high objectives
D) have unlimited negotiating authority
E) all of the above

Question 48

Interests can be:

A) substantive, directly related to the focal issues under negotiation
B) process based, related to the manner in which we settle this dispute
C) relationship based, tied to the current or desired future relationship between the parties
D) based in the intangibles of the negotiation
E) all of the above

Question 49

Does any of the following represent the point at which we realistically expect to achieve a settlement?

A) specific target point
B) resistance point
C) alternative
D) asking price
E) none of the above

Question 50

What are the most critical precursors for achieving negotiation objectives?

Question 51

What are the three types of goals?

Question 52

What is a drawback of accommodation strategies?

Question 53

Which is not true of limits?

A) Are the point where you should stop the negotiation
B) Are also called resistance point
C) Establishing them is a critical part of planning
D) They should be ignored in a bidding war
E) All of the above

Question 54

Define strategy and tactics.

Question 55

How does the single episodic assumption affect our choice of strategy?

Question 56

Why is important for goals to be concrete, specific and measurable?

Question 57

Reactive strategies:

A) encourage negotiators to be more flexible and creative
B) can efficiently clear up confusion about issues
C) will lessen a negotiator's defensive posture
D) can make negotiators feel threatened and defensive
E) none of the above

Question 58

What is the dominant force for success in negotiation?

A) a distributive vs. integrative strategy
B) the planning that takes place prior to the dialogue
C) the discussions that precede planning sessions
D) the tactics selected in support of strategic goals
E) all of the above

Question 59

What is the primary goal in the use of the strategy of accommodation?

Question 60

What are the four types of initial strategies for negotiators?

Question 61

What elements of the negotiation protocol might it be useful to prenegotiate?

Question 62

Define Relationship building, a key step in an ideal negotiation.

Question 63

Research by Greenhalgh suggests there are seven key steps to an ideal negotiation
process. What are those seven steps?

Question 64

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

Question 65

What is the danger about making assumptions to predict the other party's negotiating behavior?

Question 66

What specific steps are entailed in effective planning?

Question 67

What are the advantages and disadvantages of large bargaining mixes?

Question 68

Why may bargainers want to consider "giving away something for nothing?"

Question 69

What are the advantages and disadvantages of limiting a negotiator's authority?

Question 70

What information do we need about the other party to prepare effectively?

Question 71

Why is it important to understand the typical steps or flow in a negotiation?

Question 72

What are the types of questions typically addressed by phase research?

Question 73

Which of the Greenhalgh seven steps of negotiation do Asian negotiators spend a great deal of time on?

Question 74

Why is note taking critical?

Question 75

Define bargaining mix.