Deck 4: Negotiation: Strategy and Planning

Question 1

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.

Answer 1

resistance point

Question 2

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

Answer 2

relationship building

Question 3

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

Answer 3

Intangible

Question 4

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 5

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

Question 6

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

Question 7

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

Question 8

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

Question 9

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

Question 10

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

Question 11

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

Question 12

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

Question 13

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

Question 14

Effective goals must be __________,__________,and __________.

Question 15

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

Question 16

____________ 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 17

____________ 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 18

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

Question 19

Multiple-issue negotiations lend themselves more to ____________ negotiations.

Question 20

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

Question 21

It is not possible to evaluate packages the same way as evaluating individual issues.

Question 22

Interests may be process-based and relationship-based.

Question 23

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Question 24

The pursuit of only a singular,substantive goal often tends to support the choice of a competitive strategy.

Question 25

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

Question 26

Large bargaining mixes allow many possible components and arrangements for settlement.

Question 27

The objective of "closing the deal" is to build commitment to the agreement.

Question 28

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 29

A competitive strategy would be appropriate when the relationship outcome is relatively more important to the strategizer than the substantive outcome.

Question 30

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

Question 31

Gathering information about the other party is a critical step in preparing for negotiation.

Question 32

It is important to set priorities and possibly assign points for both tangible and intangible issues.

Question 33

____________ is the most critically important activity in negotiation.

Question 34

Interests are what a negotiator wants.

Question 35

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

Question 36

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

Question 37

If what we want exceeds what the other party is capable of or willing to give,we must either change our goals or end the negotiation.

Question 38

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Question 39

Context issues (e.g.,history of the relationship)can affect negotiation.

Question 40

If intangibles are a key point of the bargaining mix,negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.

Question 41

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 42

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 43

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 44

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 45

It is sufficient to learn about the other party's interests and resources.

Question 46

In new bargaining relationships,discussions about procedural issues should occur after the major substantive issues are raised.
Multiple Choice Questions

Question 47

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 48

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 49

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 50

In a distributive negotiation,the other party may be less likely to disclose information about their limits and alternatives.

Question 51

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 52

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 53

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 54

Which is not a difference between strategy and tactics?

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

Question 55

Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Question 56

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 57

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 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

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 60

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 61

Which is not true of limits?

A) Limits are the point where you should stop the negotiation.
B) Limits are also called resistance points.
C) Establishing limits is a critical part of planning.
D) Limits should be ignored in a bidding war.
E) All of the above are true about limits.

Question 62

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 63

Define goal.

Question 64

What strategic negotiation purposes can be served by avoidance?

Question 65

How does short-term thinking affect our choice of strategy and limit our view?

Question 66

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

Question 67

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

Question 68

Define strategy and tactics.

Question 69

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 70

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 71

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

Question 72

What are the four types of initial strategies for negotiators?

Question 73

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 74

What is a drawback of accommodation strategies?

Question 75

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 76

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

Question 77

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 78

What are the most critical precursors for achieving negotiation objectives?

Question 79

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

Question 80

What are the three types of goals?