Question 1

Avoidance could best be used when:

Accepted Answer

Avoidance should be used when the available alternatives are very strong. This means that there are other options that will lead to a better outcome than negotiating. In such cases, it is better to avoid negotiating altogether and pursue the stronger alternatives. Using avoidance in any other scenario (A, B, D, or E) would be inappropriate or ineffective.

Question 2

Characteristics of collaborative strategies include:

Accepted Answer

Collaborative strategies involve a long-term focus and efforts to find mutually satisfying solutions. Trust and openness are necessary for successful collaboration. The pursuit of goals is done jointly with others in order to achieve the best possible outcome. Therefore, all of the characteristics listed are part of collaborative strategies.

Question 3

____________ are potential hurdles that can move one in the wrong direction.

Accepted Answer

The answer of ____________ are potential hurdles that can move...

Question 4

Which of the following is not a reason that negotiations fail?

Accepted Answer

Understanding the strengths and weaknesses of their and the other party's positions is actually important for successful negotiations. Allowing insufficient time for planning, failing to set clear objectives, and depending on being quick and clever during negotiations are common reasons for failures.

Question 5

____________ is the most critically important activity in negotiation.

Accepted Answer

The answer of ____________ is the most critically important activity...

Question 6

In an accommodative negotiation, the relationships have:

Accepted Answer

Accommodative negotiations can have either a short-term or a long-term focus depending on the situation and the parties involved. The goal is typically to find a mutually acceptable solution, so the focus is on finding common ground and building a positive relationship, which can be beneficial in the short-term and long-term. Therefore, option C is the best choice.

Question 7

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

Accepted Answer

A competitive strategy focuses solely on achieving substantive outcomes, even at the expense of relationships or the other party's interests.

Question 8

In a ____________ negotiation, the other party may be less likely to disclose information, and/or may misrepresent their limits and alternatives.

Accepted Answer

The answer of In a ____________ negotiation, the other party...

Question 9

What are the most critical precursors for achieving negotiation objectives?

Accepted Answer

Effective strategizing, planning, and preparation are critical precursors for achieving negotiation objectives because they provide a solid foundation for the negotiation process, helps to identify potential challenges and barriers, and helps to develop effective strategies to achieve desired goals. Without effective planning, negotiators may not be able to frame the negotiation effectively, set goals or identify potential trading opportunities, which will make it difficult to achieve their objectives. While goal setting and defining frames are important, effective strategizing, planning and preparation lay the groundwork for success.

Question 10

A negotiator's goals:

Accepted Answer

Negotiators should set goals that are reasonably attainable in order to increase the chances of reaching a successful agreement. Setting unrealistic or unreasonable goals can lead to frustration and failed negotiations. While there may be some natural conflict between the negotiator's goals and their opponent's goals, it is not inherently true that they are in direct opposition to one another. Negotiators should also set boundaries and limits to their goals, which contradicts option B. Option C is too narrow of a definition as negotiators may have implicit, rather than explicit wishes.

Question 11

When the other side raises an unexpected issue the negotiator is completely unprepared to discuss, the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue.

Accepted Answer

The answer of When the other side raises an unexpected...

Question 12

Accommodative strategies emphasize:

Accepted Answer

The answer of Accommodative strategies emphasize:
...

Question 13

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

Accepted Answer

Building a relationship with the other party is an important step in the negotiation process as it helps establish trust and open lines of communication. By getting to know the other party and understanding their motivations and goals, negotiators can work towards finding common ground and reaching a mutually beneficial agreement. Preparation and information gathering are important steps as well, but relationship building is crucial in establishing a positive negotiation environment. Information using is not a key step in the negotiation process.

Question 14

Which is not a difference between strategy and tactics?

Accepted Answer

Goals are a common element between strategy and tactics, as both are aimed at achieving specific objectives. The difference lies in their scope, perspective, and immediacy, not the goals themselves.

Question 15

The general structure of a phase model of negotiations involves:

Accepted Answer

The answer of The general structure of a phase model...

Question 16

A strong interest in achieving only the relationship outcomes suggests one, if any, of the following strategies. Which one?

Accepted Answer

The strategy of accommodation involves prioritizing the relationship outcome over achieving personal goals. This aligns with a strong interest in achieving only the relationship outcomes. The other options are not relevant as they prioritize other goals over the relationship outcome.

Question 17

The less concrete and measurable goals are:

Accepted Answer

The answer of The less concrete and measurable goals are:
...

Question 18

Which is not a key step to an ideal negotiation process?

Accepted Answer

All the options listed (Preparation, Relationship Building, Information Gathering, and Bidding) are considered key steps in an ideal negotiation process. Each step plays a crucial role in ensuring a successful negotiation outcome.

Question 19

Which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image?

Accepted Answer

Accommodation is a win-lose strategy because one party gives up something to satisfy the other, just like in competition. However, it has a different image because it is seen as a more cooperative and conciliatory approach. Collaboration and engagement are win-win strategies, and avoidance is a lose-lose strategy.

Question 20

Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.

Accepted Answer

The answer of Having a sense of direction and the...

Quiz 4: Negotiation Strategy and Planning