Question 1

_____ is negotiating over shares of a fixed pie.

Accepted Answer

Distributive bargaining involves negotiating over a fixed pie, where the focus is on dividing a set amount of resources between the parties involved. It is often characterized as a win-lose situation, where one party's gains come at the expense of the other party.

Question 2

_____ includes researching the other parties, setting objectives, anticipating questions and objections and preparing answers, and developing options and tradeoffs.

Accepted Answer

Negotiating planning is a process of preparing for a negotiation by researching the other parties, setting objectives, anticipating questions and objections, preparing answers, and developing options and tradeoffs. This helps in creating a negotiation strategy and getting a better deal at the negotiating table. The other options such as agreement, postponement, and bargaining are not related to the process of negotiating planning.

Question 3

"Tim will decide on a job tomorrow after negotiating the compensation package." Which of the following should Tim do as the final step in negotiating planning?

Accepted Answer

Developing options and tradeoffs is the final step in negotiation planning, as it prepares one for flexibility in discussions, ensuring a range of possible outcomes that can lead to a successful agreement.

Question 4

_____ is negotiating to give everyone a good deal.

Accepted Answer

Integrative bargaining involves negotiating to create a win-win situation where both parties benefit. In this case, the negotiator is trying to give everyone a good deal, which aligns with the integrative bargaining approach. Accumulative bargaining focuses on accumulating small gains over time, fixed bargaining involves sticking to a predetermined position, and distributive bargaining involves bargaining to win a larger share of the resources for oneself.

Question 5

"I will make an offer of $4,000 for the bike." Which of the following is this an example of?

Accepted Answer

This is the initial offer made at the beginning of a negotiation, which is an opening objective offer. It sets the tone for the negotiation and helps start the bargaining process. A) Best alternative to a negotiated agreement (BATNA) is the course of action that will be taken if negotiations fail, B) A specific limit objective is a fixed limit that a negotiator will not exceed, and C) A target objective is a desired outcome that a negotiator hopes to achieve but is flexible on.

Question 6

"George loved action movies and Jessica loved romantic comedies. They always argued about what movies to watch. They finally found a solution. Each one made a list of movies that they liked and then chose a movie that they both liked." Which of the following is this situation an example of?

Accepted Answer

The situation described is an example of integrative bargaining, where both parties work together to find a solution that satisfies both of their interests. By making a list of movies that they both liked, they were able to find a mutually beneficial solution. It is not an example of A, B, or D.

Question 7

Which of the following should one incorporate in planning the negotiating process?

Accepted Answer

Developing options and trade-offs is crucial in planning the negotiating process. It helps identify potential areas of agreement and compromise, and allows for a collaborative approach to problem-solving. Letting the other party make the first offer may not always be the best strategy, as it can be risky and leave one at a disadvantage. Postponing negotiations may also not be ideal, as it can lead to delays and missed opportunities. Lastly, focusing on obstacles rather than the person can create a tense and adversarial atmosphere, making negotiations more difficult.

Question 8

"I am willing to pay up to $5,000 for the bike, but not more than that." Which of the following is this an example of?

Accepted Answer

The answer of "I am willing to pay up to...

Question 9

_____ is a process in which two or more parties have something the other wants and attempt to come to an exchange agreement.

Accepted Answer

Negotiating typically involves two or more parties who have something that the other wants, and they attempt to come to an agreement regarding an exchange. The parties involved may have differing opinions, values, and goals, and the negotiation process involves communication and compromise in order to reach a mutually beneficial outcome.

Question 10

A _____ is a short-term network used to meet an objective.

Accepted Answer

A coalition is a short-term network or alliance formed by individuals or organizations to achieve a specific objective or goal. It is usually formed for a specific project, campaign or mission and often involves collaboration and coordination to achieve the desired outcome. A negotiation refers to a process of bargaining or discussion between parties to reach a mutually acceptable agreement. A contract is a formal agreement between two or more parties that outlines the terms and conditions of their relationship or engagement. Compensation refers to the provision of wages, salaries, benefits or other forms of remuneration to employees or workers for their services or work done.

Question 11

"My mind is made up! If they do not offer me theft insurance, I will not buy the smartphone." Which of the following is this an example of?

Accepted Answer

This statement is an example of a specific limit objective because it sets a clear and non-negotiable condition (theft insurance) that must be met for the purchase to proceed.

Question 12

"Jonathan wants to buy a new motorbike and visits a dealer. Jonathan tells the dealer that he will buy the bike provided he gets free insurance for it." Which of the following has Jonathan done while negotiating planning?

Accepted Answer

The answer of "Jonathan wants to buy a new motorbike...

Question 13

When bargaining, which of the following should one do?

Accepted Answer

The answer of When bargaining, which of the following should...

Question 14

Which of the following is the first step in the negotiating process?

Accepted Answer

Planning is the first step in the negotiating process as it involves gathering information, setting goals, and developing a strategy. Bargaining, creating an agreement, and setting objectives come later in the process after planning has taken place.

Question 15

"Homer is studying architecture and wants to intern with the city's best architectural firm. He is going to meet Greg, who knows someone in the esteemed firm." Which of the following should Homer do first in the networking interview process?

Accepted Answer

Establishing rapport should be the first step in the networking interview process. It is important to build a connection with the contact before jumping into the purpose of the meeting. This helps to establish trust and a comfortable atmosphere that will allow for a more productive conversation.

Question 16

Integrative bargaining creates _____ situation.

Accepted Answer

Integrative bargaining involves collaboration and finding mutually beneficial solutions, which results in a win-win situation for both parties involved. Therefore, choice B is the best answer as it accurately describes what integrative bargaining creates. The other options (A, C, and D) do not accurately reflect the nature of integrative bargaining.

Question 17

"Peter is in a meeting with a person who has years of experience in the field Peter is interested to work in." Which of the following should Peter do immediately after the first step of establishing rapport?

Accepted Answer

Delivering the one-minute self-sell immediately after establishing rapport is a good way for Peter to introduce himself and highlight his skills and experience. This can help the person he is meeting with understand his potential value as a colleague or employee. Lingering beyond the offered time, praising too much, or asking for additional contacts too soon may come across as pushy or insincere.

Question 18

"If I do not get a good deal on the mortgage, I'll wait for a few months till I have more money." Which of the following is this an example of?

Accepted Answer

This statement is an example of a "Best alternative to a negotiated agreement" (BATNA), which refers to the best option a party has if negotiations fail and an agreement cannot be reached. In this case, the speaker's best alternative is to wait a few months till they have more money if they do not get a good deal on the mortgage.

Question 19

A zero-sum game creates a(n) _____ situation.

Accepted Answer

A zero-sum game is a situation where there is a fixed amount of resources or wealth, and any gain by one individual or group must come at the expense of another individual or group. In other words, it is a win-lose situation where one party's gain is another party's loss.

Question 20

"Jenny wanted the new Audioslave audio CD so she went to the neighborhood store. It had only a copy left and another customer wanted it too. It took some time for Jenny to convince the other person that she wanted it more than him." Which of the following is the situation an example of?

Accepted Answer

This situation is an example of distributive bargaining because both parties have a fixed amount of the resource (the Audioslave CD) and they are negotiating over who gets it. They cannot both have it, so they are in a win-lose situation where one person's gain is the other person's loss.

Quiz 10: Networking and Negotiating