Deck 4: Win-Win Negotiation

Question 1

Which of the following is most true with regard to reaching integrative negotiation agreements?

A)Compromise is a method for achieving maximum win-win between parties
B)Negotiators should reach agreement to prevent an impasse
C)Negotiators should reveal their interests ( p.7 8 )
D)Negotiators should not reveal their positions

Answer 1

C

Question 2

When both parties to negotiation have the same interests,but fail to capitalize on compatible interests,this situation is best termed:

A)naive conflict
B)the lose-lose effect
C)premature concessions
D)the propinquity effect

Answer 2

B

Question 3

Which of the following strategies is useful in helping negotiators avoid lose-lose agreements?

A)Negotiators should assume that their interests are opposed to the other party's interests
B)Negotiators should make some premature concessions to the other party
C)Negotiators should have plenty of negotiation experience
D)Negotiators should develop an accurate understanding of the other party's interests

Answer 3

B

Question 4

The strategy of making multiple equivalent simultaneous offers (MESO's)can be effective even with the most uncooperative of negotiators.The MESO strategy is best described as:

A)a negotiator acting less aggressively when anchoring an opening offer
B)a negotiator presenting the other party with at least two or more proposals of equal value
C)a negotiator revealing their BATNA to the counterparty
D)a negotiator inviting the counterparty to selectively choose the best parts from several offers

Question 5

By signaling their willingness to share information about their interests,but not their BATNA,a negotiator can capitalize on the powerful principle of reciprocity.Which of the following situations best illustrates the reciprocity principle?

A)A cab driver takes a customer to her hotel and picks up a new customer at the hotel
B)A woman compliments a friend about her purse and the friend says thank you
C)A car salesman shares information about the town where he grew up,and his customer shares that he also grew up near that town
D)An employee shares information about a project's progress with a coworker who is uncertain

Question 6

In negotiation,people often have faulty perceptions.The fixed-pie perception refers to:

A)simultaneously improving the outcomes for both parties
B)believing that the counterparty's interests are directly opposed to one's own interests
C)a fixed alternative agreement that improves one party's outcome
D)settling for outcomes that exceed parties' reservation points

Question 7

Pre-settlement settlements (PreSS)occur in advance of the parties undertaking full-scale negotiations and are designed to be replaced by a long-term agreement.Which of the following is a key characteristic of PreSS?

A)PreSS are informal and unenforceable
B)PreSS are formal and binding
C)PreSS address issues after all the main issues have been decided upon
D)PreSS address and resolve all outstanding issues

Question 8

Negotiators who are high in perspective-taking ability or consider the perspective of the counterparty often:

A)increase their sense of empathy but this often decreases their problem-solving abilities
B)limit the joint gains they can discover
C)identify and reach integrative outcomes in a negotiation
D)force the counterparty to make concessions

Question 9

What is a disadvantage of single-issue negotiations?

A)Allows negotiators to make trade-offs between issues
B)Decreases the chance of an impasse
C)Does not allow negotiators to logroll interests
D)Prevents the parties from being tempted to compromise

Question 10

A key benefit of post-settlement settlements in negotiation is that they:

A)increase anchoring aggressiveness
B)are unenforceable
C)allow the parties to establish an interim code of a practice deal before the consensus on a final agreement
D)allow both parties to mutually improve their outcomes

Question 11

Certain information can be beneficial in the search for integrative negotiation agreements.The types of helpful information that negotiators should share are their _____ and _____

A)BATNA's ; reservation prices
B)break-even points ; target points
C)preferences ; priorities
D)short term goals,urgency of need for the resources discussed

Question 12

What is meant by the "issue mix" of a negotiation?

A)The concessions each party is willing to make
B)The problems that one party has related to their BATNA
C)The union of both parties' issues
D)The end result of an agreement

Question 13

As compared to negotiators who focus on minimizing costs (loss-frame),negotiators who focus on maximizing gains are:

A)more likely to logroll or trade off issues in a win-win fashion
B)more likely to accept a contingent contract
C)less likely to use MESO's
D)under the illusion of transparency

Question 14

Win-win negotiations are also known as:

A)fair division negotiations
B)equal-concession negotiations
C)integrative negotiations
D)distributive negotiations

Question 15

In negotiation,the strategy of making concessions on low-priority issues in exchange for gains on high-priority issues is known as:

A)the fixed pie perception
B)logrolling
C)counterfactual thinking
D)consensus conflict

Question 16

Sometimes,negotiations break down because negotiators have different beliefs,views,or forecasts that cannot be resolved.Why type of strategy may be useful for crafting deals in these types of situations?

A)A contract in which both parties are confident of a positive outcome in any turn of events
B)A contract in which negotiators agree on the probability of future events
C)A contract wherein negotiators make bets based upon different world occurrences
D)A contract in which there is lots of room is left for ambiguity

Question 17

In negotiation,the illusion of transparency is best described as occurring when negotiators:

A)make predictions when information is in short supply
B)make judgments and decisions that differ from rational choices
C)make reasonable estimations based on a single known data point
D)believe they are revealing more than they actually are

Question 18

In negotiation,contingency contracts need to be carefully crafted so as to prevent misunderstanding.This involves several considerations including: enforceability,clarity,ability to be readily evaluated,and:

A)measurability
B)the ability for side-deals to be made
C)relational accommodation
D)ambiguity

Question 19

The post-settlement strategy is a method for improving the current negotiation agreement.How does a post-settlement settlement strategy work?

A)Negotiators make bets based upon different world occurrences
B)Occurs in advance of the parties undertaking full-scale negotiations and is designed to be replaced by a long-term agreement
C)Establishes a concrete framework for final negotiations
D)Negotiators agree to keep current agreement,but explore other options with the goal of finding another option that both prefer more than the current one

Question 20

Win-win negotiation does not pertain to how the pie is ____ but rather,to how the pie is _____ by negotiators.

A)enlarged ; divided
B)divided ; enlarged
C)envisioned ; distributed
D)built ; promoted

Question 21

What are some of the questions a negotiator should ask when attempting to assess the win-win (integrative)potential of a negotiation situation?

Question 22

What are some of the most common errors made by negotiators who are attempting to expand the pie of resources? What are some of the psychological principles underpinning these errors?

Question 23

Why is it important for a negotiator to ask the counterparty diagnostic questions about their underlying interests and priorities?

Question 24

What strategies should a negotiator keep in mind when presenting multiple offers of equivalent value simultaneously in a negotiation? What advantages are there to using this strategy?

Question 25

What "differences" can a negotiator effectively capitalize on when trying to expand the pie of resources?

Question 26

What are some of the misperceptions about the meaning of a win-win negotiation? Why do these misperceptions contribute to leaving money on the table in negotiation situations?

Question 27

What benefits can negotiators get from using the strategy of MESO's?

Question 28

What are some of the most commonly used win-win negotiation strategies?

Question 29

When a negotiator draws conclusions about the counterparty's true interests from their responses to packages of different offers,the negotiator can discover opportunities for joint gains through the process of:

A)substantiation
B)perceived power
C)inductive reasoning
D)the reciprocity principle
Discussion Questions