Question 1

All negotiations have a value stage, where parties decide who gets how much of what.
A) collaborating
B) comparison
C) claiming
D) coordinating
E) creating

Accepted Answer

The value stage in negotiations is often referred to as the "claiming" stage, where parties determine the distribution of resources or benefits.

Question 2

Intangibles frequently affect negotiation in a negative way.

Accepted Answer

Intangibles such as emotions, perceptions, and relationships can complicate negotiations, potentially leading to misunderstandings or conflicts that negatively impact the process.

Question 3

Negotiators need to work to prevent the other party from capturing a loose coalition for their purposes.

Accepted Answer

Negociators need to be aware of the possibility of other parties trying to manipulate or influence members of their team or coalition in order to gain an advantage in the negotiation. Therefore, they must work to prevent this from happening by building strong relationships and addressing potential concerns or issues that could create division within their coalition.

Question 4

Excellent negotiators understand that negotiation embodies a set of:
A) alternatives
B) values
C) paradoxes
D) BATNAs
E) principles

Accepted Answer

Negotiation involves managing paradoxes, such as cooperating while competing, and being empathetic while assertive, to reach a mutually beneficial agreement.

Question 5

With a "divide and conquer" strategy, negotiators try to increase dissent within the coalition by searching for ways to breed instability within the coalition.

Accepted Answer

The "divide and conquer" strategy involves creating divisions within a group to weaken its unity and effectiveness, which is applicable in negotiation contexts to destabilize coalitions.

Question 6

skills are called for in the value claiming stage.
A) Integrative
B) Both integrative and distributive
C) Paradox
D) Distributive
E) Balancing

Accepted Answer

In the value claiming stage, distributive skills are called for as this stage involves negotiating to maximize one's own share of the value, often seen as a competitive or win-lose scenario.

Question 7

The best way to identify the existence of intangible factors is to try to "see what is not there."

Accepted Answer

Intangible factors are often not directly observable, so identifying them involves recognizing their absence or indirect effects.

Question 8

Negotiators do not have to be aware of the effect of intangible factors on their own aspirations and behaviour.

Accepted Answer

Intangible factors, such as emotions, perceptions, and relationships, can significantly influence negotiators' aspirations and behavior, making awareness of these factors crucial for effective negotiation.

Question 9

At the root of many intangibles are:
A) expectations
B) hidden agendas
C) suppositions
D) strong emotions and/or values
E) aggressive behaviours

Accepted Answer

Strong emotions and/or values often underpin intangible factors, influencing perceptions and decisions.

Question 10

When negotiators are part of a coalition, communicating with the coalition is critical to ensuring that the power of the coalition is aligned with their goals.

Accepted Answer

Effective communication within a coalition ensures that all members are aligned and working towards common objectives, maximizing the coalition's influence and effectiveness.

Question 11

Negotiators need to be reminded that certain factors influence their own behaviour. What are those factors?
A) Weaknesses
B) Negotiables
C) Strengths
D) Tangibles
E) Intangibles

Accepted Answer

The answer of Negotiators need to be reminded that certain...

Question 12

Strong negotiators are aware of how both tangible and intangible factors influence negotiation, and they weigh both factors when evaluating a negotiation outcome.

Accepted Answer

Strong negotiators understand that both tangible factors (such as price, terms, and conditions) and intangible factors (such as relationships, reputation, and emotions) can significantly impact the negotiation process and outcome. They consider both to achieve a balanced and effective negotiation strategy.

Question 13

Getting the other party to reveal why he or she is sticking so strongly to a given point is an example of which of the following practices?
A) Actively manage coalitions
B) Master the key paradoxes
C) Remember that rationality and fairness is relative
D) Savour and protect your reputation
E) Remember the intangibles

Accepted Answer

Understanding the underlying reasons behind a party's position involves recognizing the intangible factors that influence their stance, such as emotions, values, and interests.

Question 14

Negotiators also need to remember that intangible factors influence their own behaviour (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea).

Accepted Answer

Intangible factors such as emotions, personal biases, and psychological influences can affect negotiators' behavior, often without them being consciously aware of these influences.

Question 15

Intangibles frequently affect negotiation in a:
A) positive way
B) resentful way
C) ambiguous way
D) superficial way
E) negative way

Accepted Answer

The answer of Intangibles frequently affect negotiation in a:
A) positive...

Question 16

Research suggests that too much knowledge about the other party's needs can lead to a:
A) dilemma of honesty
B) quick and positive outcome
C) groundwork for agreement
D) suboptimal negotiation outcome
E) negative effect on your reputation

Accepted Answer

Having too much knowledge about the other party's needs can lead to a suboptimal negotiation outcome because it may cause one to over-accommodate or misjudge the balance of power, leading to less favorable terms.

Question 17

Typically, the value stage will precede the value stage
A) integration; distribution
B) creation; claiming
C) claiming; creation
D) creation; balancing
E) paradox; balancing

Accepted Answer

The value creation stage typically precedes the value claiming stage in processes such as negotiations or business transactions.

Question 18

skills are useful in value creation.
A) Integrative
B) Paradox
C) Distributive
D) Balancing
E) Both integrative and distributive

Accepted Answer

The answer of skills are useful in value creation.
A) Integrative
B)...

Question 19

Often negotiators do not learn what intangible factors are influencing the other negotiator unless the other chooses to disclose them.

Accepted Answer

Negotiators may not be aware of intangible factors such as emotions, values, or hidden interests unless the other party explicitly shares this information.

Question 20

Winning, avoiding loss, looking tough or strong to others, not looking weak, or being fair are examples of:
A) integrative tactics
B) BATNAs
C) distributive tactics
D) intangibles
E) tangibles

Accepted Answer

These are examples of intangibles, which are underlying psychological motivations or perceptions that influence negotiation behavior and outcomes.

Quiz 14: Best Practices in Negotiations

All negotiations have a value stage, where parties decide who gets how much of what.

Intangibles frequently affect negotiation in a negative way.

Negotiators need to work to prevent the other party from capturing a loose coalition for their purposes.

Excellent negotiators understand that negotiation embodies a set of:

With a "divide and conquer" strategy, negotiators try to increase dissent within the coalition by searching for ways to breed instability within the coalition.

skills are called for in the value claiming stage.

The best way to identify the existence of intangible factors is to try to "see what is not there."

Negotiators do not have to be aware of the effect of intangible factors on their own aspirations and behaviour.

At the root of many intangibles are:

When negotiators are part of a coalition, communicating with the coalition is critical to ensuring that the power of the coalition is aligned with their goals.

Negotiators need to be reminded that certain factors influence their own behaviour. What are those factors?

Strong negotiators are aware of how both tangible and intangible factors influence negotiation, and they weigh both factors when evaluating a negotiation outcome.

Getting the other party to reveal why he or she is sticking so strongly to a given point is an example of which of the following practices?

Negotiators also need to remember that intangible factors influence their own behaviour (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea).

Intangibles frequently affect negotiation in a:

Research suggests that too much knowledge about the other party's needs can lead to a:

Typically, the value stage will precede the value stage

skills are useful in value creation.

Often negotiators do not learn what intangible factors are influencing the other negotiator unless the other chooses to disclose them.

Winning, avoiding loss, looking tough or strong to others, not looking weak, or being fair are examples of: