Question 1

It is not possible to evaluate packages the same way as evaluating individual issues.

Accepted Answer

Evaluating packages involves assessing a collection of issues or features together, which can be done using similar criteria as evaluating individual issues, such as impact, severity, or relevance, but with an added layer of considering how these issues interact or affect each other within the package.

Question 2

Interests may be process-based and relationship-based.

Accepted Answer

Interests can be process-based, meaning someone may be interested in the method or approach to achieving a goal or outcome, or relationship-based, meaning someone may be interested in developing and maintaining meaningful connections with others.

Question 3

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Accepted Answer

If both substance and relationship outcomes are important, the negotiator should pursue a collaborative or integrative strategy, which seeks to create value for both parties and build a positive relationship. A competitive strategy may harm the relationship and result in a win-lose outcome.

Question 4

The pursuit of only a singular,substantive goal often tends to support the choice of a competitive strategy.

Accepted Answer

Competitive strategies are often utilized in pursuit of a singular substantial goal, such as achieving the highest market share or profitability.

Question 5

The dominant force for success in negotiation is in the dialogue that takes place prior to the planning.

Accepted Answer

The answer of The dominant force for success in negotiation...

Question 6

Large bargaining mixes allow many possible components and arrangements for settlement.

Accepted Answer

Large bargaining mixes offer a greater number of options and possibilities for settlement, making them more versatile and effective in negotiating agreements.

Question 7

The objective of "closing the deal" is to build commitment to the agreement.

Accepted Answer

Closing the deal means finalizing the agreement and getting the parties involved to commit to it. Therefore, the objective of closing the deal is to build commitment to the agreement.

Question 8

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 9

A competitive strategy would be appropriate when the relationship outcome is relatively more important to the strategizer than the substantive outcome.

Accepted Answer

A competitive strategy emphasizes winning and gaining advantage over the other party, often at the expense of the relationship. This would not be appropriate if the strategizer values the relationship outcome more than the substantive outcome. A collaborative or compromising strategy would be more appropriate in this situation.

Question 10

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

Accepted Answer

Alternatives provide different options for comparison and evaluation in both distributive and integrative processes. They help to determine whether the selected outcome is the best among all available possibilities. Therefore, alternatives are crucial for making informed and optimal decisions.

Question 11

Gathering information about the other party is a critical step in preparing for negotiation.

Accepted Answer

Knowing information about the other party's needs, wants, and priorities can help you tailor your negotiation strategy and make more effective offers and proposals. It can also help you anticipate the other party's behavior and reactions during the negotiation process.

Question 12

It is important to set priorities and possibly assign points for both tangible and intangible issues.

Accepted Answer

Prioritizing and assigning points can help individuals and organizations make more informed decisions and allocate resources effectively. Tangible issues, such as cost and time, can often be easily quantified and prioritized. However, intangible issues, such as reputation and user experience, may require assigning subjective values or considering the overall impact on the organization.

Question 13

____________ is the most critically important activity in negotiation.

Accepted Answer

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

Question 14

Interests are what a negotiator wants.

Accepted Answer

The answer of Interests are what a negotiator wants....

Question 15

Distributive strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

Accepted Answer

The answer of Distributive strategies may generate a pattern of...

Question 16

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

Accepted Answer

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

Question 17

If what we want exceeds what the other party is capable of or willing to give,we must either change our goals or end the negotiation.

Accepted Answer

This is true because if we continue to push for something that the other party cannot or will not provide, the negotiation will likely be unsuccessful or result in a negative outcome for both parties. It is important to be realistic about our goals and consider alternative solutions if necessary.

Question 18

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Accepted Answer

Integrative negotiations involve finding mutually beneficial solutions by expanding the pie, not decreasing the number of issues. Adding more issues can create opportunities for trade-offs and value creation.

Question 19

Context issues (e.g.,history of the relationship)can affect negotiation.

Accepted Answer

The history of the relationship between the negotiating parties can greatly impact the negotiation process and outcome. Past interactions and conflicts can create emotional barriers and affect trust and communication between the parties. On the other hand, a positive relationship and trust can facilitate more productive and collaborative negotiations.

Question 20

If intangibles are a key point of the bargaining mix,negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.

Accepted Answer

This statement is true. Negotiators need to have a clear understanding of the value of intangible factors and when it is appropriate to prioritize tangible gains over intangible ones in order to achieve a successful negotiation outcome.

Quiz 4: Negotiation: Strategy and Planning