Question 1

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 2

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

If the other party is not capable of or willing to give what we want, it is unlikely that we can reach a mutually satisfactory agreement. In such a situation, we must either adjust our goals or terminate the negotiation.

Question 3

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

Accepted Answer

Context issues such as the history of the relationship between the negotiating parties can have a significant impact on the negotiation process and outcomes. Factors such as past interactions and previous agreements can influence the level of trust, expectations, and communication between parties, which can in turn affect the negotiation strategies and outcomes. Therefore, it's essential for negotiators to understand and consider the context in which the negotiation takes place.

Question 4

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 5

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

Accepted Answer

The dominant force for success in negotiation is typically the planning and preparation that occurs before the dialogue, as it sets the foundation for effective communication and strategy during the negotiation itself.

Question 6

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 7

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 a basis of comparison in both distributive and integrative processes, allowing parties to assess whether the outcome being proposed is the best option available or if another alternative would be better. This is an important aspect of negotiation because it helps ensure that the parties are striving for the best possible outcome rather than settling for less.

Question 8

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 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 involves a focus on achieving a substantive outcome at the expense of the other party's interests. Therefore, it would be more appropriate when the substantive outcome is more important than the relationship outcome. A collaborative or compromising strategy would be more appropriate when the relationship outcome is relatively more important.

Question 10

Interests may be process-based and relationship-based.

Accepted Answer

Interests can be based on the process of an activity or the relationships that come from participating in the activity. For example, someone may be interested in playing soccer because they enjoy the process of playing the game, or they may be interested in playing soccer because it allows them to build relationships with teammates.

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

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

Accepted Answer

When a company has a singular, substantive goal, such as maximizing profits or market share, it usually implies a competitive mindset where the company seeks to outperform and outcompete rivals to achieve its goal. Therefore, a competitive strategy is often the preferred approach in such situations.

Question 13

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 must have a clear understanding of the value of intangibles and the point at which they are willing to prioritize tangible gains over intangible benefits in order to achieve a successful negotiation outcome.

Question 14

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 teams make informed decisions based on the relative importance of different issues, whether they are tangible (e.g. cost, time, resources) or intangible (e.g. values, relationships, reputation).

Question 15

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, not a competitive one. A competitive strategy may harm the relationship and prevent the parties from reaching a mutually beneficial agreement.

Question 16

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

Accepted Answer

Large bargaining mixes offer a wide range of options for negotiation and settlement.

Question 17

Interests are what a negotiator wants.

Accepted Answer

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

Question 18

____________ is the most critically important activity in negotiation.

Accepted Answer

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

Question 19

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

Accepted Answer

The objective of closing the deal is to get the other party to commit to the agreement or decision, ensuring that the deal is successful and mutually beneficial.

Question 20

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

Accepted Answer

Gathering information about the other party helps in understanding their needs, interests, and priorities. This information can be used to develop a negotiation strategy and to make informed decisions during the negotiation process. Therefore, it is a critical step in preparing for negotiation.

Quiz 4: Negotiation: Strategy and Planning