Question 1

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

Accepted Answer

Most negotiations involve both claiming value (competitive aspect) and creating value (collaborative aspect) to reach mutually beneficial agreements.

Question 2

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is what kind of a situation?

Accepted Answer

Mutual gains situations are those in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict.

Question 3

A zero-sum situation is also known as what kind of a situation?

Accepted Answer

A zero-sum situation is known as a distributive situation because the gain of one party is exactly balanced by the loss of another, meaning the total benefit is distributed between the parties.

Question 4

Negotiations often begin with statements of opening positions.

Accepted Answer

Negotiations typically start with each party presenting their initial demands or offers, which are known as opening positions. This sets the stage for further discussion and compromise.

Question 5

A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

Accepted Answer

A zero-sum situation is a situation in which one person's gain is another person's loss, meaning there is a negative correlation between goal attainments.

Question 6

Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of honesty and the dilemma of trust.

Accepted Answer

The dilemma of honesty involves deciding how much information to disclose, while the dilemma of trust involves determining how much to believe what the other party says. These are common challenges in negotiation.

Question 7

Satisfaction with a negotiation is determined by:

Accepted Answer

Satisfaction with a negotiation is influenced by both the process through which an agreement is reached and the actual outcome obtained, as these factors determine how fair and beneficial the negotiation feels to the parties involved.

Question 8

When one party refuses to accept a change in his or her position, it is called a concession.

Accepted Answer

A concession is when one party agrees to give up something or make a compromise, not when they refuse to accept a change.

Question 9

Negotiation requires little process, and is generally instantaneous.

Accepted Answer

Negotiation is a structured process that involves preparation, discussion, and compromise, and it typically takes time to reach an agreement.

Question 10

Concessions restrict the range of options within which a solution or an agreement will be reached.

Accepted Answer

Concessions involve giving up certain demands or positions, which can limit the possible outcomes or solutions in negotiations or agreements.

Question 11

The interdependence of people's goals, and the structure of the situation in which they are going to negotiate, has little effect on the negotiation processes and outcomes.

Accepted Answer

The interdependence of goals and the structure of the negotiation situation significantly influence negotiation processes and outcomes, as they determine the strategies and dynamics between parties.

Question 12

BATNA stands for:

Accepted Answer

BATNA stands for "Best Alternative to a Negotiated Agreement," which is the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached.

Question 13

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

Accepted Answer

The attractiveness of the best available alternative, known as BATNA (Best Alternative to a Negotiated Agreement), is a key factor in determining whether to agree to a negotiation or not.

Question 14

What are the two dilemmas of negotiation?

Accepted Answer

The two dilemmas of negotiation are the dilemma of honesty, which involves deciding how much information to disclose, and the dilemma of trust, which involves deciding how much to believe what the other party is saying.

Question 15

Which of the following concerns how much of the truth to tell the other party in a negotiation?

Accepted Answer

The answer of Which of the following concerns how much...

Question 16

When the teachers union finally completed the bargaining process with the province, both parties left the table feeling satisfied that they had achieved some of their objectives. This exemplifies which kind of situation?

Accepted Answer

In a mutual gains situation, both parties achieve some of their objectives, leading to a satisfactory outcome for both, which is what happened in this scenario.

Question 17

Interdependent parties' relationships are characterized by:

Accepted Answer

Interdependent parties have interlocking goals, meaning their objectives are connected and reliant on each other for success.

Question 18

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

Accepted Answer

Interdependent relationships often involve multiple parties with different objectives, leading to both shared and opposing goals.

Question 19

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

Accepted Answer

Interdependence implies that parties rely on each other to achieve their goals, necessitating conflict resolution to maintain a functional relationship.

Question 20

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-it is a competitive situation, also known as a zero-sum (or distributive) situation.

Accepted Answer

In a zero-sum situation, one person's gain is exactly balanced by another's loss, making it a competitive scenario where only one can achieve the goal.

Quiz 1: The Nature of Negotiation