Deck 1: The Nature of Negotiation

Question 1

Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _______.

Answer 1

alternative

Question 2

When one party accepts a change in his or her position,a ____________ has been made.

Answer 2

concession

Question 3

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

Answer 3

tangibles,intangibles

Question 4

Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of __________.

Question 5

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

Question 6

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

Question 7

The ____________ of people's goals,and the ____________ of the situation in which they are going to negotiate,strongly shapes negotiation processes and outcomes.

Question 8

Negotiating parties always negotiate by __________.

Question 9

Parties who employ the ____________ strategy maintain their own aspirations and try to persuade the other party to yield.
True / False Questions

Question 10

The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects.

Question 11

People ____________ all the time.

Question 12

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

Question 13

There are times when you should _________ negotiate.

Question 14

Most people initially believe that ____________ is always bad.

Question 15

The term ____________ is used to describe the competitive,win-lose situations such as haggling over price that happens at yard sale,flea market,or used car lot.

Question 16

Negotiations often begin with statements of opening __________.

Question 17

____________ ____________ is analyzed as it affects the ability of the group to make decisions,work productively,resolve its differences,and continue to achieve its goals effectively.

Question 18

Negotiation is a ____________ that transforms over time.

Question 19

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

Question 20

The two-dimensional framework called the ____________ ____________ ____________ postulates that people in conflict have two independent types of concern.

Question 21

The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.

Question 22

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension,and the horizontal dimension as the assertiveness dimension.
Multiple Choice Questions

Question 23

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

Question 24

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 25

In any industry in which repeat business is done with the same parties,there is always a balance between pushing the limit on any particular negotiation and making sure the other party-and your relationship with him-survives intact.

Question 26

Negotiation situations have fundamentally the same characteristics.

Question 27

Intragroup conflict occurs between groups.

Question 28

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

Question 29

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 30

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation,and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

Question 31

In contrast,non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

Question 32

Remember that every possible interdependency has an alternative;negotiators can always say "no" and walk away.

Question 33

Negotiation is a strategy for productively managing conflict.

Question 34

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-this is a competitive situation,also known as a non-zero-sum or distributive situation.

Question 35

The parties prefer to negotiate and search for agreement rather than to fight openly,have one side dominate and the other capitulate,permanently break off contact,or take their dispute to a higher authority to resolve it.

Question 36

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

Question 37

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 38

The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.

Question 39

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

Question 40

Differences in time preferences have the potential to create value in a negotiation.

Question 41

A zero-sum situation is also known by another name of a situation.Which of the following is that?

A)Integrative
B)Distributive
C)Win-lose
D)Negotiative
E)None of the abovE.

Question 42

What are the two dilemmas of negotiation?

A)The dilemma of cost and the dilemma of profit margin
B)The dilemma of honesty and the dilemma of profit margin
C)The dilemma of trust and the dilemma of cost
D)The dilemma of honesty and the dilemma of trust
E)None of the abovE.

Question 43

What are the three reasons negotiations occur?

Question 44

To most people the words "bargaining" and "negotiation" are

A)mutually exclusive.
B)interchangeable.
C)not related.
D)interdependent.
E)None of the abovE.

Question 45

Which perspective can be used to understand different aspects of negotiation?

A)Economics
B)Psychology
C)Anthropology
D)Law
E)All of the above perspectives can be used to understand different aspects of negotiation.

Question 46

An individual who pursues his or her own outcomes strongly and shows little concern for whether the other party obtains his or her desired outcomes is using another of the following strategies.Which one?

A)Yielding
B)Compromising
C)Contending
D)Problem solving
E)None of the abovE.

Question 47

BATNA stands for

A)best alternative to a negotiated agreement.
B)best assignment to a negotiated agreement.
C)best alternative to a negative agreement.
D)best alternative to a negative assignment.
E)BATNA stands for none of the abovE.

Question 48

Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes,and do not show much concern about whether the other party obtains his or her outcomes.Which of the ones listed below?

A)Contending
B)Compromising
C)Problem solving
D)Yielding
E)None of the abovE.

Question 49

In intragroup conflict,

A)sources of conflict can include ideas,thoughts,emotions,values,predispositions,or drives that are in conflict with each other.
B)conflict occurs between individual people.
C)conflict affects the ability of the group to resolve differences and continue to achieve its goals effectively.
D)conflict is quite intricate because of the large number of people involved and possible interactions between them.
E)None of the above describes intragroup conflict.

Question 50

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

A)Mutual gains
B)Win-lose
C)Zero-sum
D)Win-win
E)None of the abovE.

Question 51

Which is not a characteristic of a negotiation or bargaining situation?

A)Conflict between parties
B)Two or more parties involved
C)An established set of rules
D)A voluntary process
E)None of the above is a characteristic of a negotiation.

Question 52

Negotiators pursuing the yielding strategy

A)show little interest or concern in whether they attain their own outcomes,but are quite interested in whether the other party attains his or her outcomes.
B)pursue their own outcome strongly and shows little concern for whether the other party obtains his or her desired outcome.
C)shows little interest or concern in whether they attain their own outcomes,and does not show much concern about whether the other party obtains his or her outcomes.
D)show high concern for attaining their own outcomes and high concern for whether the other attains his or her outcomes.
E)Negotiators pursuing the yielding strategy demonstrate none of the above behaviors.

Question 53

In the Dual Concerns Model,the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the

A)cooperativeness dimension and the competitiveness dimension.
B)the assertiveness dimension and the competitiveness dimension.
C)the competitiveness dimension and the aggressiveness dimension.
D)the cooperativeness dimension and the assertiveness dimension.
E)None of the abovE.

Question 54

Which of the following contribute to conflict's destructive image?

A)Increased communication
B)Misperception and bias
C)Clarifying issues
D)Minimized differences;magnified similarities
E)All of the above contribute to conflict's destructive imagE.

Question 55

How much to believe of what the other party tells you

A)depends on the reputation of the other party.
B)is affected by the circumstances of the negotiation.
C)is related to how he or she treated you in the past.
D)is the dilemma of trust.
E)All of the abovE.

Question 56

Tangible factors

A)include the price or terms of agreement.
B)are psychological motivations that influence the negotiations.
C)include the need to look good in negotiations.
D)cannot be measured in quantifiable terms.
E)None of the above statements describe tangible factors.

Question 57

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

A)The need to look good
B)The need to arrive at the final agreed price on a contract
C)The need to defend an important principle
D)The need to win
E)All of the above are intangible factors.

Question 58

Which of the following statements about conflict is true?

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

Question 59

Interdependent parties' relationships are characterized by

A)interlocking goals.
B)solitary decision making.
C)established procedures.
D)rigid structures.
E)Interdependent relationships are characterized by all of the abovE.

Question 60

Satisfaction with a negotiation is determined by

A)the process through which an agreement is reached and the 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 by the actual outcome obtained by the negotiation.
D)the total dollar value of concessions made by each party.
E)Satisfaction with a negotiation is determined by none of the abovE.

Question 61

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

Question 62

What are concessions?

Question 63

What does BATNA stand for?

Question 64

Why do parties negotiate by choice?

Question 65

The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern.What are those two types of concerns?

Question 66

Name the four levels of conflict that are commonly identified.

Question 67

Define "zero-sum" situation.

Question 68

Where would you likely to find the concept of "yielding" on the dual concerns model?

Question 69

What are the three ways that characterize most relationships between parties?

Question 70

How does decreased communication contribute as one of the destructive images of conflict in a negotiation?

Question 71

Conflict also has productive aspects and one of those is that conflict encourages psychological development.Elaborate.

Question 72

What are tangible and intangible factors in negotiation?

Question 73

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

Question 74

What are the five major strategies for conflict management (as identified in the Dual Concerns framework)?

Question 75

Describe a "mutual gains" situation.

Question 76

Define synergy?

Question 77

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

Question 78

Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most people assume"?

Question 79

Explain how conflict is a potential consequence of interdependent relationships.