Question 1

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 occur in informal or everyday negotiations, such as deciding where to go for dinner or bargaining with a vendor at a market.

Question 2

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

The statement accurately describes the dual concerns model.

Question 3

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 switch between and effectively use both major strategic approaches, distributive and integrative, are more likely to achieve successful outcomes in negotiations. The ability to adapt and apply the appropriate approach based on the specific negotiation context and goals is an important skill for negotiators to possess.

Question 4

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 actually a situation in which one individual's gain is another individual's loss. There is a negative correlation between goal attainments in this type of situation.

Question 5

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. It is important to negotiate effectively while maintaining a positive relationship with the other party to ensure future repeat business.

Question 6

Negotiation situations have fundamentally the same characteristics.

Accepted Answer

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

Question 7

Intragroup conflict occurs between groups.

Accepted Answer

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

Question 8

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 9

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 10

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 statement is true. The value of a person's best alternative to a negotiated agreement (BATNA) depends on what other options are available in the current negotiation. This, in turn, is influenced by the level of interdependence between the parties involved in the negotiation.

Question 11

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, multiple parties can gain and achieve their objectives without necessarily taking away from others, unlike zero-sum situations where one person's gain is another's loss.

Question 12

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

Accepted Answer

This statement is true. Although interdependencies may seem crucial, negotiators always have the option to decline and move on to other alternatives.

Question 13

Negotiation is a strategy for productively managing conflict.

Accepted Answer

Negotiation involves finding a mutually beneficial solution to a disagreement or conflict, which can lead to better relationships and outcomes for all parties involved. It is a way to resolve conflicts without resorting to aggression or coercion. Therefore, negotiation can be an effective way of managing conflict in a productive and positive manner.

Question 14

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 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

The statement is true.

Question 16

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 developed by anyone, not just reserved for a select group of individuals.

Question 17

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 18

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 how people will adjust and readjust, and anticipating potential twists and turns in the negotiation based on one's own actions and others' responses, is a key aspect of effective negotiation.

Question 19

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

Accepted Answer

A creative negotiation that meets the objectives of all sides may involve finding a solution that satisfies everyone's interests without compromising on their stated positions. This is also known as a "win-win" negotiation.

Question 20

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

Accepted Answer

Differences in time preferences, such as one party valuing immediate gains and the other valuing long-term benefits, can be used to create value in a negotiation through trade-offs and creative solutions that address the needs and interests of both parties.

Quiz 1: The Nature of Negotiation