Question 1

Intragroup conflict occurs between groups.

Accepted Answer

Intragroup conflict occurs within a single group, not between different groups.

Question 2

Negotiation is a process reserved only for the skilled diplomat,top salesperson,or ardent advocate for an organized lobby.

Accepted Answer

Negotiation is a skill that can be learned and practiced by anyone, not just a select few. While some individuals may have a natural talent for negotiation, it can be developed through training, experience, and preparation.

Question 3

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Accepted Answer

Conflict can still occur due to differences in methods, priorities, or perspectives, even when parties share the same ultimate goal.

Question 4

The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.

Accepted Answer

Understanding the potential reactions and adjustments of both oneself and the other party is crucial in successful negotiation. It allows the negotiator to anticipate and adapt to changing circumstances and dynamics throughout the negotiation process.

Question 5

Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away.

Accepted Answer

This statement is true. Negotiators always have the option to say "no" and walk away from any interdependency that is not in their best interest. This can be a powerful bargaining tactic and a way to maintain control over the negotiation process.

Question 6

Differences in time preferences have the potential to create value in a negotiation.

Accepted Answer

Differences in time preferences can allow negotiators to trade off present benefits or costs for future benefits or costs, leading to mutually beneficial agreements. For example, one party may be willing to wait longer to receive a higher price, while the other party may want to receive the funds sooner. By recognizing and accommodating these differences, negotiators can create value and reach an agreement that satisfies both parties.

Question 7

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation,and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

Accepted Answer

The value of a person's BATNA (Best Alternative to a Negotiated Agreement) is indeed relative to the possible settlements available in the current negotiation, as well as to the possibilities within a given negotiation. These possibilities and settlements are heavily influenced by the interdependence between the parties, such as their goals, interests, and power dynamics. Therefore, a person's BATNA can be stronger or weaker depending on the specific negotiation context and the alternatives that are available to them.

Question 8

The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.

Accepted Answer

The pattern of give-and-take can also be seen in informal negotiations or everyday conversations where individuals try to reach an agreement or compromise.

Question 9

Negotiation situations have fundamentally the same characteristics.

Accepted Answer

The answer of Negotiation situations have fundamentally the same characteristics....

Question 10

It is possible to ignore intangibles,because they affect our judgment about what is fair,or right,or appropriate in the resolution of the tangibles.

Accepted Answer

Intangibles, such as emotions, ethics, and values, play a crucial role in shaping our judgments and decisions about fairness, rights, and appropriateness, and therefore cannot be ignored in resolving tangible issues.

Question 11

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-this is a competitive situation,also known as a non-zero-sum or distributive situation.

Accepted Answer

In a competitive situation where only one can achieve the goal, it is known as a zero-sum or distributive situation, because the gain of one party is exactly balanced by the loss of another.

Question 12

A creative negotiation that meets the objectives of all sides may not require compromise.

Accepted Answer

It is possible for a creative negotiation to find a solution that meets the objectives of all sides without the need for compromise. This may involve finding alternative solutions that satisfy everyone's underlying needs or interests, rather than simply trading concessions. However, in many negotiations some level of compromise is usually necessary to reach a mutually acceptable agreement.

Question 13

Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful.

Accepted Answer

Negotiators who are able to use both major strategic approaches (integrative and distributive) have a greater chance of success in a wider range of negotiation situations. However, it is still possible for negotiators who are not versatile in both approaches to be successful in negotiations, depending on the situation and their ability to adapt and apply the appropriate strategies.

Question 14

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 15

The parties prefer to negotiate and search for agreement rather than to fight openly,have one side dominate and the other capitulate,permanently break off contact,or take their dispute to a higher authority to resolve it.

Accepted Answer

This statement describes the preference for a cooperative conflict resolution style, where parties seek mutual agreement through negotiation rather than aggressive or adversarial approaches.

Question 16

Many of the most important factors that shape a negotiation result do not occur during the negotiation,but occur after the parties have negotiated.

Accepted Answer

Many of the most important factors that shape a negotiation result occur before and during the negotiation, such as preparation, strategy, and communication, rather than after the parties have negotiated.

Question 17

In contrast,non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

Accepted Answer

In non-zero-sum situations, parties can work together to achieve mutual benefits, leading to a win-win outcome rather than competition for limited resources.

Question 18

In any industry in which repeat business is done with the same parties,there is always a balance between pushing the limit on any particular negotiation and making sure the other party-and your relationship with him-survives intact.

Accepted Answer

This statement is true. In order to maintain a long-term relationship, it is important to not push too hard on any single negotiation and to ensure that both parties can continue doing business together.

Question 19

Negotiation is a strategy for productively managing conflict.

Accepted Answer

Negotiation involves finding a solution that satisfies the interests of all parties involved in a conflict, rather than just one party "winning" the argument. It is a constructive way of managing disputes and can lead to better relationships and outcomes.

Question 20

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension,and the horizontal dimension as the assertiveness dimension.
Multiple Choice Questions

Accepted Answer

This statement is true. The dual concerns model includes both the cooperativeness and assertiveness dimensions.

Quiz 1: The Nature of Negotiation