Question 1

In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable-the point below which the party would break off negotiations rather than accept a less favorable settlement.

Accepted Answer

A)Each party in a negotiation has a target point that defines what he or she would like to achieve.Each also has a resistance point, which marks the lowest outcome that is acceptable, or the point below which the party would break off negotiations rather than accept a less favorable settlement.

Question 2

Distributive bargaining attempts to create a win-win solution for both the parties.

Accepted Answer

Distributive bargaining operates under zero-sum conditions.The essence of distributive bargaining is negotiating over who gets what share of a fixed pie.Distributive bargaining involves a win-lose situation.

Question 3

Negotiation is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.

Accepted Answer

We can define negotiation as a process that occurs when two or more parties decide how to allocate scarce resources.

Question 4

In the case of a distributive bargaining, the ________ point indicates what a person would like to achieve out of the negotiation.

Accepted Answer

C)Each party in a negotiation has a target point that defines what he or she would like to achieve.Each also has a resistance point, which marks the lowest outcome that is acceptable, or the point below which the party would break off negotiations rather than accept a less favorable settlement.

Question 5

The two general approaches to negotiation are ________ bargaining and ________ bargaining.

Accepted Answer

C)There are two general approaches to negotiation: distributive bargaining and integrative bargaining.In distributive bargaining, negotiation seeks to divide up a fixed amount of resources into a win-lose situation.With integrative bargaining, negotiation seeks one or more settlements that can create a win-win solution.

Question 6

In terms of intraorganizational behavior, all things being equal, why is integrative bargaining preferable to distributive bargaining?

Accepted Answer

The answer of In terms of intraorganizational behavior, all things...

Question 7

The terms negotiation and ________ are used interchangeably.

Accepted Answer

B)Negotiation can be defined as a process that occurs when two or more parties decide how to allocate scarce resources and agree on an exchange rate for the resources.The terms negotiation and bargaining can be used interchangeably.

Question 8

The management has decided to try to find a win-win solution to help both parties resolve their differences. Management is attempting to engage in ________ bargaining.

Accepted Answer

A)In integrative bargaining, the parties try to expand the pie so that both parties are satisfied and reach a win-win agreement.

Question 9

As both sides agree that they are competing over a fixed amount of resources, each side feels that what one side wins, the other loses. Based on this information, we can say that the two sides are engaged in ________.

Accepted Answer

B)The essence of distributive bargaining is negotiating over who gets what share of a fixed pie.When the pie is fixed, or parties believe it is, they tend to bargain distributively.Probably the most widely cited example of distributive bargaining is labor management negotiations over wages.

Question 10

________ bargaining is negotiation that seeks to divide a fixed amount of goods or services.

Accepted Answer

A)The essence of distributive bargaining is negotiating over who gets what share of a fixed pie.Fixed pie refers to a set amount of goods or services to be divided up.When the pie is fixed, or parties believe it is, they tend to bargain distributively.

Question 11

In a negotiation between a man and a woman, we would expect the woman to ________ than the man.

Accepted Answer

C)Compared to men, women tend to behave in a less assertive, less self-interested, and more accommodating manner.In addition, men tend to value economic outcomes more than women.

Question 12

None of the parties involved in the dispute wants to reach a win-win agreement. They are each highly focused on their demands, which they would like to achieve, otherwise known as their ________ points.

Accepted Answer

E)With distributive bargaining, each party has a target point that defines what he or she would like to achieve.Each also has a resistance point, which marks the lowest outcome that is acceptable, or the point below which the party would break off negotiations rather than accept a less favorable settlement.

Question 13

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining.

Accepted Answer

In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining because the former builds long-term relationships.

Question 14

Describe the first step of the negotiation process. How does this step affect negotiating parties' relationship? How does the negotiating parties' relationship help determine the kind of bargaining that will be done (integrative or distributive)?

Accepted Answer

The answer of Describe the first step of the negotiation...

Question 15

Which of the following statements is true regarding distributive bargaining?

Accepted Answer

A)Distributive bargaining operates under zero-sum conditions.The essence of distributive bargaining is negotiating over who gets what share of a fixed pie.

Question 16

Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

Accepted Answer

C)The most widely cited example of distributive bargaining is labor-management negotiations over wages.

Question 17

Which of the following is true regarding negotiation outcomes?

Accepted Answer

A)Studies show that overall agreeableness is weakly related to negotiation outcomes.

Question 18

During a negotiation, making an initial offer leads to the ________ bias.

Accepted Answer

D)During a negotiation, making an initial offer leads to the anchoring bias.People tend to fixate on initial information.Once that anchoring point is set, they fail to adequately adjust it based on subsequent information.

Question 19

Discuss the effects of agreeableness on the effectiveness of negotiations.

Accepted Answer

The answer of Discuss the effects of agreeableness on the...

Question 20

Which of the following statements is true regarding integrative bargaining?

Accepted Answer

C)Integrative bargaining involves high information sharing and attempts to create a win-win solution.In terms of intraorganizational behavior, all things being equal, integrative bargaining is preferable to distributive bargaining because the former builds long-term relationships.

Quiz 14: Conflict and Negotiation