Question 1

The successful negotiation process requires the exchange of many proposals and counterproposals.

Accepted Answer

The negotiation process usually involves multiple rounds of proposals and counterproposals as both parties seek to find a mutually acceptable solution.

Question 2

The purpose of circular questions is to expand the discussion beyond the immediate situation to a larger context, to clarify positions.

Accepted Answer

Circular questions are designed to encourage discussion that goes beyond the immediate situation, allowing for a wider context and providing greater clarity on positions.

Question 3

If a negotiator must give the first opening offer, or choose to do so for strategic reasons, then they should choose the most extreme offer, which can logically be defended and then carefully gauge the reaction to the offer.

Accepted Answer

This strategy is known as the "anchoring effect" and involves setting a high or low starting point to influence the other party's perception of what is considered a reasonable agreement. However, it is important to ensure that the extreme offer can be logically defended and not appear unreasonable, which could damage the negotiation process. Additionally, carefully gauging the other party's reaction to the offer can provide valuable insight into their priorities and bargaining range.

Question 4

During negotiations, parties often conceal their real goals and objections to enhance their opportunity for the best possible settlement.

Accepted Answer

This is a common tactic in negotiations known as "posturing" or "positioning". Parties may not reveal their true goals or objections in order to gain a strategic advantage and ultimately achieve a better settlement.

Question 5

The interest-based bargaining process differs from the distributive process in many aspects, although neither are rigid concepts.

Accepted Answer

The interest-based bargaining process and distributive process are not rigid concepts and differ in many aspects such as their focus on interests versus positions, problem-solving approach versus win-lose, creative solutions versus fixed outcomes, and collaboration versus competition.

Question 6

Even if a negotiator believes the range of possible negotiated outcomes of a particular transaction are inferior to the alternative of not reaching agreement, the negotiator may not quit the negotiation.

Accepted Answer

The answer of Even if a negotiator believes the range...

Question 7

The initial working sessions of collective bargaining are no more than monologues in which both parties present their list of demands and provide data and arguments to support their positions.

Accepted Answer

In the initial working sessions of collective bargaining, both parties do present their list of demands and provide data and arguments to support their positions, but it is not accurate to describe it as two monologues since both parties are actively participating and engaging with each other's demands and arguments.

Question 8

In a negotiation situation, the parties may be involved in a pure "exchange" relationship, such as a onetime car purchase, in which there was no prior purchase and no future one expected.

Accepted Answer

In a pure exchange relationship, there is no prior or future relationship between the parties involved, and it is a one-time transaction.

Question 9

IBB generally required the existence of several issues to be negotiated.

Accepted Answer

IBB stands for Interest Based Bargaining which involves negotiating several issues to arrive at a mutually satisfactory agreement.

Question 10

The need norm is known as keeping all significant issues in their current state.

Accepted Answer

The need norm actually suggests that all significant issues should be addressed and resolved, rather than keeping them in their current state.

Question 11

Negotiations may be blocked when both parties have inconsistent and overly optimistic assessments of their alternatives.

Accepted Answer

When both parties have inconsistent and overly optimistic assessments of their alternatives, they may not be able to fully understand their best alternative to a negotiated agreement (BATNA) and thus may not be able to make realistic concessions or compromises. This can lead to a deadlock in negotiations.

Question 12

The purpose of open-ended questions is to generate useful information on interests, define issues, and provide rationale for positions.

Accepted Answer

Open-ended questions are designed to gather expansive and informative responses, rather than eliciting a simple yes or no answer. They can be used to explore a topic in-depth, gather detailed opinions and perspectives, and generate insights that may not have been obvious from closed-ended questions. By encouraging participants to elaborate on their thoughts and feelings, open-ended questions can provide valuable information and help to uncover underlying motivations and attitudes.

Question 13

Making personal attacks is not allowed to occur in negotiations.

Accepted Answer

The answer of Making personal attacks is not allowed to...

Question 14

A critical mistake some negotiators make is to fail to set their opening offer higher/lower just to create or bracket a desirable midpoint, for fear of offending the other party.

Accepted Answer

This is true. Negotiators who fail to set their opening offer higher or lower just to create or bracket a desirable midpoint may miss out on potential gains because they are afraid of offending the other party. It is important to remember that negotiation involves give and take, and it is not always possible to please everyone. Setting a reasonable and strategic opening offer can help to establish a strong foundation for negotiations and lead to better outcomes in the long run.

Question 15

Negotiations seldom take place in a vacuum, but instead they are often guided by social norms and accepted practices that are based on the context of the situation.

Accepted Answer

Negotiations are influenced by various contextual factors, including social norms and practices. These factors shape the bargaining strategies, goals, and outcomes of the negotiation, and can impact the behavior of the parties involved. Therefore, negotiations do not take place in isolation but are shaped by the broader social and cultural context within which they occur.

Question 16

Negotiators who wish to triumph over the other party or maximize their outcome at all costs often choose the distributive or win-win approach.

Accepted Answer

This statement is incorrect. Negotiators who wish to triumph over the other party at all costs often choose the distributive or win-lose approach, which focuses on dividing a fixed amount of resources between the parties. The win-win approach, on the other hand, seeks to find mutually beneficial solutions that create value for both sides.

Question 17

The goal of reframing is to change management's context from a cost decision by focusing on the uniqueness of the grievance.

Accepted Answer

Reframing aims to change perspectives or the way situations, events, or issues are viewed, often to find more positive or constructive ways of looking at them, rather than specifically focusing on changing management's context from a cost decision by focusing on the uniqueness of the grievance.

Question 18

Framing is recognized as a key variable in the negotiation process.

Accepted Answer

Framing, or how an issue is presented and perceived by each party, can greatly impact the negotiation process and outcomes. It can shape the parties' goals, interests, and perceptions of the other side, and ultimately influence the solutions they are willing to consider and accept.

Question 19

Many negotiation theories assume that the parties' outcome alternatives to reaching agreement in the negotiation are fixed before negotiations start and do not change.

Accepted Answer

Many negotiation theories assume that the parties' outcome alternatives to reaching agreement in the negotiation are fixed before negotiations start and do not change.

Question 20

The goal of contrast frame is to change management's context from winning to avoiding a loss.

Accepted Answer

The answer of The goal of contrast frame is to...

Quiz 6: Collective Bargaining: Strategies and Tactics

The successful negotiation process requires the exchange of many proposals and counterproposals.

The purpose of circular questions is to expand the discussion beyond the immediate situation to a larger context, to clarify positions.

If a negotiator must give the first opening offer, or choose to do so for strategic reasons, then they should choose the most extreme offer, which can logically be defended and then carefully gauge the reaction to the offer.

During negotiations, parties often conceal their real goals and objections to enhance their opportunity for the best possible settlement.

The interest-based bargaining process differs from the distributive process in many aspects, although neither are rigid concepts.

Even if a negotiator believes the range of possible negotiated outcomes of a particular transaction are inferior to the alternative of not reaching agreement, the negotiator may not quit the negotiation.

The initial working sessions of collective bargaining are no more than monologues in which both parties present their list of demands and provide data and arguments to support their positions.

In a negotiation situation, the parties may be involved in a pure "exchange" relationship, such as a onetime car purchase, in which there was no prior purchase and no future one expected.

IBB generally required the existence of several issues to be negotiated.

The need norm is known as keeping all significant issues in their current state.

Negotiations may be blocked when both parties have inconsistent and overly optimistic assessments of their alternatives.

The purpose of open-ended questions is to generate useful information on interests, define issues, and provide rationale for positions.

Making personal attacks is not allowed to occur in negotiations.

A critical mistake some negotiators make is to fail to set their opening offer higher/lower just to create or bracket a desirable midpoint, for fear of offending the other party.

Negotiations seldom take place in a vacuum, but instead they are often guided by social norms and accepted practices that are based on the context of the situation.

Negotiators who wish to triumph over the other party or maximize their outcome at all costs often choose the distributive or win-win approach.

The goal of reframing is to change management's context from a cost decision by focusing on the uniqueness of the grievance.

Framing is recognized as a key variable in the negotiation process.

Many negotiation theories assume that the parties' outcome alternatives to reaching agreement in the negotiation are fixed before negotiations start and do not change.

The goal of contrast frame is to change management's context from winning to avoiding a loss.