Deck 5: Negotiation Models, Strategies, and Tactics

Question 1

Which of the following best describes the "ethics of purpose" theory of ethics?

A) Any means used to achieve an end can be justified if it is believed to be rational.
B) The value of the means used to achieve an end can only be judged by the end.
C) It is inconsistent with human purpose to use bad means to achieve a good end.
D) Ethical actions are those that provide the greatest balance of good over evil.

Answer 1

C

Question 2

________ bargaining is a negotiation method described as a "win-lose" situation, in which resources are viewed as fixed and limited, and each side wants to maximize its share.

A) Relative
B) Distributive
C) Collaborative
D) Integrative

Answer 2

B

Question 3

John Stuart Mills, an English philosopher, believed that one could only judge the moral value of an action by its result. If an action benefits more people than it harms then it is a moral action. This approach to ethics is known as ethics of ________.

A) purpose
B) principle
C) consequence
D) equality

Answer 3

C

Question 4

The U.S. Supreme Court has ruled that if management rejects a union's proposal on grounds of inability to pay, ________.

A) the union must accept the management's counterproposal without question
B) the union must decrease the wage demand to accommodate the employer's figure
C) the employer must provide information about the financial condition of the company
D) the employer must demand a revised and more suitable proposal from the union

Question 5

Deep Check
Which of the following is considered to be an ethical bargaining tactic?
A) collaborative
A) distributive
A) misrepresenting factual information to support one's own position
A) promising benefits with no ability to deliver

A) the parties are negotiating the division of a single resource

Question 6

Which of the following is an example of a BATNA of a union negotiating with management?

A) the loss of all management and union jobs
B) the staging of a successful strike
C) the permanent closure of a facility
D) hiring contract workers to replace existing workers

Question 7

Which of the following actions exhibited by a party is likely to imply inflexibility?

A) asking the other party to present their proposals first
B) including several throwaway items in the list of issues
C) making the first offer to anchor the negotiation
D) immediately rejecting the other party's proposals

Question 8

Aristotle, a Greek philosopher, believed that the inherent nature of human beings was "good." He believed that a human being's ultimate nature was to try to realize a good end with the help of good means. Aristotle promoted a fairness or justice approach to ethics that is known as ethics of ________.

A) purpose
B) principle
C) consequence
D) equality

Question 9

________ is a negotiation tactic of putting a few items together and allowing both sides to achieve gains on one or more items to establish trust and decrease the number of unresolved issues.

A) Packaging
B) Caucusing
C) Framing
D) Posturing

Question 10

In the case of a negotiation, the resistance point is ________.

A) the starting point of the negotiation accepted by both the parties
B) the maximum or minimum level beyond which the negotiator will not accept a proposal
C) the midpoint of the settlement range accepted by both the parties
D) the most desired outcome or objective a negotiator sets for an issue

Question 11

In the case of a negotiation, the target point is ________.

A) the starting point of the negotiation accepted by both the parties
B) the maximum or minimum level beyond which the negotiator will not accept a proposal
C) the midpoint of the agreed-upon settlement range that is accepted by both the parties
D) the most desired outcome or objective a negotiator sets for an issue

Question 12

Which of the following is true of distributive bargaining?

A) Each party gains an equal amount or an amount in proportion to its contribution.
B) Both parties aim at maximizing self-interest and grab the largest share of a resource.
C) The parties view each other as collaborators and seek mutually beneficial options.
D) Both parties consider past and future negotiations as well as the current negotiation.

Question 13

The ________ clause in many collective bargaining agreements precludes reopening negotiations on any mandatory or permissive bargaining subject that could have been brought up at the negotiations table.

A) caucus
B) throwaway
C) zipper
D) equity

Question 14

The opening offer is also known as a(n) ________ because negotiation researchers have shown that people irrationally fixate on the first number put on the table in a negotiation regardless of how arbitrary it may be.

A) anchor
B) settlement point
C) fixed-pie
D) resistance point

Question 15

Which of the following should negotiators follow during a negotiation process?

A) They should avoid the use of trade-offs and throwaways.
B) They should avoid discussing the past relationship between the companies.
C) They should always try to present their proposals first.
D) They should only make large concessions if matched by the other party.

Question 16

In a negotiation, the reservation price is ________.

A) the midpoint of the zone of possible agreement between both parties
B) the first number or offer the negotiator presents as a written formal proposal
C) the most desired outcome or objective a negotiator sets for an issue
D) a maximum or minimum beyond which the negotiator will not accept a proposal

Question 17

The parties to a negotiation often break out into private sessions to discuss the various options discussed at the table. This practice is known as ________.

A) packaging
B) caucusing
C) posturing
D) framing

Question 18

The settlement range is the difference between the ________ points of both the parties involved in a negotiation.

A) target
B) anchor
C) resistance
D) initial

Question 19

Immanuel Kant, a German philosopher, believed that each person could, by reasoning, recognize that one should treat each person as he or she wished to be treated. Therefore, human beings would devise rational rules of conduct by which to live. This approach to ethics is known as ethics of ________.

A) purpose
B) principle
C) consequence
D) equality

Question 20

What is a BATNA?

A) It is a list of throwaway items to be used during the negotiation.
B) It is the settlement range that has been accepted by both the parties.
C) It is a list of common key issues that are critical for both the parties.
D) It is a negotiator's best alternative if no settlement is reached.

Question 21

Which of the following negotiation norms promotes the distribution of resources based on the proportional input of the parties?

A) equity norm
B) relational norm
C) need norm
D) reciprocity norm

Question 22

Which of the following sets of negotiators is least likely to follow the relational norm during negotiations?

A) The management and labor union of an automobile company are negotiating wage hikes for long-time workers.
B) Jim wants to sell his boat to his colleague Sam, but Sam cannot afford the price Jim wants.
C) A sports team is in talks with a player with a view to signing him on for the next three years.
D) Jan is in the process of buying a second-hand car from Sean, after seeing an advertisement online.

Question 23

Presenting an issue to the other side in a negotiation in a way that is convincing and causes the other side to "see" the proposal in a different light is known as ________.

A) satisficing
B) posturing
C) framing
D) slugging

Question 24

Every proposal received should be studied and responded to by acceptance or a counteroffer.

Question 25

The zipper clause in many collective bargaining agreements allows reopening negotiations on any mandatory or permissive bargaining subject that could have been brought up at the negotiations table.

Question 26

A negotiator's WATNA is his or her best alternative course of action if no settlement is reached.

Question 27

If negotiations reach an impasse and such an impasse is not the result of an employer's bad-faith negotiations then an employer can unilaterally implement its last offer.

Question 28

________ is the process of moving toward a middle point between the opening offers in a negotiation.

A) Satisficing
B) Caucusing
C) Framing
D) Bracketing

Question 29

The throwaway items in a negotiation have a higher priority than other issues.

Question 30

During negotiations, parties often conceal their real goals and objectives to enhance their opportunity for the best possible settlement.

Question 31

One's BATNA must be objectively "better" than the other party's BATNA to give one negotiating power.

Question 32

Which of the following statements is true of integrative bargaining?

A) Integrative bargaining is a "zero-sum" process.
B) In the case of integrative bargaining, resources are viewed as fixed and limited, and each side wants to maximize its share.
C) Integrative bargaining involves creating innovative solutions that meet some interests of both parties.
D) Integrative bargaining is also referred to in general as "win/lose" bargaining.

Question 33

People seek to minimize the difference between the benefits they provide others and the benefits received from others. This tendency to respond to the actions of others with equal or similar actions is the source of the ________ norm in negotiation.

A) fairness
B) relational
C) need
D) reciprocity

Question 34

Which of the following is a difference between interest-based bargaining and distributive bargaining?

A) In interest-based bargaining, negotiators do not have a BATNA, while in distributive bargaining they do.
B) In interest-based bargaining, negotiators reveal their reservation points at the beginning of the negotiation.
C) In interest-based bargaining, companies stake out their positions at the beginning of negotiations and rarely deviate from these positions.
D) Interest-based bargaining rarely begins with parties stating their anchor points, while distributive bargaining begins with parties stating opening prices.

Question 35

The face-saving process at the end of labor-management negotiations typically involves management claiming victory while the union negotiator remains silent.

Question 36

Which of the following is a form of the fairness norm in negotiations?

A) relational norm
B) reciprocity norm
C) equality norm
D) matrix norm

Question 37

Which of the following statements is true regarding the equality norm in negotiation?

A) The tendency to respond to the actions of others with equal or similar actions is the source of the equality norm.
B) The equality norm involves maintaining the status quo, or keeping all significant issues in their current state.
C) The equality norm is a form of the fairness norm in which both sides gain the same amount.
D) The equality norm promotes distribution of resources based on the proportional input of the parties.

Question 38

Parties involved in a negotiation have interdependent goals.

Question 39

Only undesirable proposals are taken to a caucus.

Question 40

Which of the following is expected of negotiators following the good-faith bargaining norm?

A) Each party must agree to the proposals made by the other.
B) A party cannot retract an offer once it is accepted.
C) Both parties must share all their sources of information.
D) Neither party may reject an offer made by the other.

Question 41

Opportunities for deception in negotiations about the matters under negotiation are fewer when the information disparity between the parties is great.

Question 42

Gaining information about the opponent by asking associates and contacts is an ethical bargaining tactic.

Question 43

In labor negotiations, good-faith bargaining is mandated as a part of the collective bargaining process by the National Labor Relations Act.

Question 44

Integrative bargaining is a negotiation method in which two parties strive to divide a fixed pool of resources, with each trying to maximize their share of the distribution.

Question 45

In the case of an integrative negotiation, only one issue is discussed at a time and each issue is settled separately.

Question 46

The settlement range is also known as the zone of possible agreement.

Question 47

In integrative bargaining, the objective of both parties is to maximize their self-interest.

Question 48

A distributive bargaining method results in a "win-win" situation.

Question 49

The final, negotiated settlement point usually is a point approximately in the middle of the two opening offers.

Question 50

Traditional methods that focus on defending stated positions are more likely than interest-based bargaining to break down because the parties become too invested in their positions instead of trying to uncover new option.

Question 51

The resistance point is a maximum or minimum beyond which the negotiator will not accept a proposal. This is the negotiator's bottom line.

Question 52

The equality norm is a form of the relational norm.

Question 53

The target point is the most desired outcome or objective a negotiator sets for an issue.

Question 54

If a negotiator must give the first opening offer, or choose to do so for strategic reasons, then they should choose the offer that is closest to their resistance point.

Question 55

Aristotle believed that it is inconsistent with "goodness" to use a "bad" means to achieve a good end, so both the means used and the ends achieved must be "good."

Question 56

Integrative bargaining is a "zero-sum" process.

Question 57

During a negotiation, the objective of each party is to achieve a settlement point as close as possible to its resistance point.

Question 58

Integrative bargaining is also known as an "expanded-pie approach."

Question 59

A last-minute demand by one party made to take advantage of the other party when they are about to reach an agreement is known as a nickel-and-diming tactic.

Question 60

When using the categorization method, the parties generally begin by proposing their opening offer or anchor on an issue.