Question 1

Which of the following best describes the "ethics of purpose" theory of ethics?
A) Any means used to achieve an end can be justified if it is believed to be rational.
B) The value of the means used to achieve an end can only be judged by the end.
C) It is inconsistent with human purpose to use bad means to achieve a good end.
D) Ethical actions are those that provide the greatest balance of good over evil.

Accepted Answer

The "ethics of purpose" theory suggests that it is inconsistent with human purpose to use unethical means to achieve a good end, emphasizing the importance of aligning both means and ends with ethical principles.

Question 2

________ bargaining is a negotiation method described as a "win-lose" situation, in which resources are viewed as fixed and limited, and each side wants to maximize its share.
A) Relative
B) Distributive
C) Collaborative
D) Integrative

Accepted Answer

The description of the negotiation method aligns with distributive bargaining, where both parties approach the negotiation with an adversarial mindset and try to gain the most value for themselves. They view the resources as limited, and the goal is to divide them in a way that benefits one party more than the other, resulting in a win-lose situation.

Question 3

John Stuart Mills, an English philosopher, believed that one could only judge the moral value of an action by its result. If an action benefits more people than it harms then it is a moral action. This approach to ethics is known as ethics of ________.
A) purpose
B) principle
C) consequence
D) equality

Accepted Answer

John Stuart Mills' approach to ethics is known as consequentialism, which is based on the consequences or outcomes of an action rather than its motives or principles. Therefore, the correct option is C, consequence.

Question 4

The U.S. Supreme Court has ruled that if management rejects a union's proposal on grounds of inability to pay, ________.
A) the union must accept the management's counterproposal without question
B) the union must decrease the wage demand to accommodate the employer's figure
C) the employer must provide information about the financial condition of the company
D) the employer must demand a revised and more suitable proposal from the union

Accepted Answer

The U.S. Supreme Court has ruled that if management rejects a union's proposal on the ground of inability to pay, the employer must provide information about the financial condition of the company to the union. This information will help the union in determining the extent to which the employer can afford the union's proposal.

Question 5

Which of the following is considered to be an ethical bargaining tactic?
A)misrepresenting factual information to support one’s own position
B)promising benefits to the other party with no ability to deliver them
C)falsely threatening the opponent or bypassing opposing negotiators
D)hiding the party’s real bottom line from opposing negotiators

Accepted Answer

Hiding the party's real bottom line is considered an ethical bargaining tactic because it involves keeping one's own negotiation limits private without directly misleading or harming the other party. This is a common and accepted strategy in negotiations to protect one's interests.

Question 6

Which of the following is an example of a BATNA of a union negotiating with management?
A) the loss of all management and union jobs
B) the staging of a successful strike
C) the permanent closure of a facility
D) hiring contract workers to replace existing workers

Accepted Answer

A BATNA (Best Alternative to a Negotiated Agreement) represents the best alternative action a party can take if negotiations fail. For a union, staging a successful strike could be considered a powerful alternative if negotiations with management do not lead to a satisfactory agreement. This is because a successful strike can apply pressure on management to meet the union's demands. The other options listed are negative outcomes or actions that might be taken by management, not alternatives that the union could choose.

Question 7

Which of the following actions exhibited by a party is likely to imply inflexibility?
A) asking the other party to present their proposals first
B) including several throwaway items in the list of issues
C) 	making the first offer to anchor the negotiation
D) immediately rejecting the other party's proposals

Accepted Answer

Immediately rejecting the other party's proposals indicates a lack of willingness to compromise or consider alternative options, which suggests inflexibility.

Question 8

Aristotle, a Greek philosopher, believed that the inherent nature of human beings was "good." He believed that a human being's ultimate nature was to try to realize a good end with the help of good means. Aristotle promoted a fairness or justice approach to ethics that is known as ethics of ________.
A) purpose
B) principle
C) consequence
D) equality

Accepted Answer

Aristotle's ethics focused on the purpose or goal of human actions, and believed that people should strive to achieve a good end through good means. This is reflected in his concept of eudaimonia, or human flourishing, which he believed could be achieved through virtuous action. This approach is often called ethics of purpose or virtue ethics, and emphasizes the importance of character and the development of virtuous habits in leading a good life.

Question 9

________ is a negotiation tactic of putting a few items together and allowing both sides to achieve gains on one or more items to establish trust and decrease the number of unresolved issues.
A) Packaging
B) Caucusing
C) Framing
D) Posturing

Accepted Answer

Packaging is the negotiation tactic of putting together a few items and allowing both sides to achieve gains on one or more items to establish trust and decrease the number of unresolved issues. The items may not necessarily be related, but the goal is to create a win-win situation for both parties.

Question 10

In the case of a negotiation, the resistance point is ________.
A) the starting point of the negotiation accepted by both the parties
B) the maximum or minimum level beyond which the negotiator will not accept a proposal
C) the midpoint of the settlement range accepted by both the parties
D) the most desired outcome or objective a negotiator sets for an issue

Accepted Answer

The resistance point is the maximum or minimum level beyond which the negotiator will not accept a proposal. It represents the point at which the negotiator's alternatives to reaching an agreement are deemed more attractive than the proposed agreement itself. Therefore, option B is the correct answer.

Question 11

In the case of a negotiation, the target point is ________.
A) the starting point of the negotiation accepted by both the parties
B) the maximum or minimum level beyond which the negotiator will not accept a proposal
C) the midpoint of the agreed-upon settlement range that is accepted by both the parties
D) the most desired outcome or objective a negotiator sets for an issue

Accepted Answer

The target point in a negotiation refers to the most desired outcome or objective that a negotiator sets for an issue. It is what the negotiator is striving to achieve through the negotiation process. The other options are not accurate descriptions of the target point in a negotiation.

Question 12

Which of the following is true of distributive bargaining?
A) Each party gains an equal amount or an amount in proportion to its contribution.
B) Both parties aim at maximizing self-interest and grab the largest share of a resource.
C) The parties view each other as collaborators and seek mutually beneficial options.
D) Both parties consider past and future negotiations as well as the current negotiation.

Accepted Answer

Distributive bargaining is also known as zero-sum negotiation, where both parties aim at maximizing their self-interest and grab the largest possible share of a resource. In this type of bargaining, the gain of one party means the loss of the other party. The parties are in a competitive mindset, and they negotiate based on their interests, positions, and power.

Question 13

The ________ clause in many collective bargaining agreements precludes reopening negotiations on any mandatory or permissive bargaining subject that could have been brought up at the negotiations table.
A) caucus
B) throwaway
C) zipper
D) equity

Accepted Answer

The described clause is commonly known as a "zipper" clause, as it effectively "zips up" the bargaining agreement and prevents the parties from reopening negotiations on certain topics. The other choices are not relevant in this context.

Question 14

The opening offer is also known as a(n) ________ because negotiation researchers have shown that people irrationally fixate on the first number put on the table in a negotiation regardless of how arbitrary it may be.
A) anchor
B) settlement point
C) fixed-pie
D) resistance point

Accepted Answer

The term that fits the given description is "anchor," as it refers to the first number proposed in a negotiation and its ability to influence the subsequent bargaining process. Research has indicated that negotiators tend to be strongly influenced by the anchoring effect, even when the initial offer is objectively arbitrary or irrelevant to the value of the item being negotiated. Therefore, choosing the anchor strategically can be a powerful tool for shaping the negotiation outcome.

Question 15

Which of the following should negotiators follow during a negotiation process?
A) They should avoid the use of trade-offs and throwaways.
B) They should avoid discussing the past relationship between the companies.
C) They should always try to present their proposals first.
D) They should only make large concessions if matched by the other party.

Accepted Answer

Negotiators should try to make incremental concessions and only make significant concessions if the other party reciprocates. This allows for a more effective negotiation process and ensures that one party is not giving too much without receiving something in return. Options A and B are not necessarily true, as trade-offs and discussion of past relationships can be useful in certain negotiation situations. Option C may not be feasible, as both parties may want to present proposals simultaneously or negotiate the order in which proposals are presented.

Question 16

In a negotiation, the reservation price is ________.
A) the midpoint of the zone of possible agreement between both parties
B) the first number or offer the negotiator presents as a written formal proposal
C) the most desired outcome or objective a negotiator sets for an issue
D) a maximum or minimum beyond which the negotiator will not accept a proposal

Accepted Answer

The reservation price in a negotiation is the maximum or minimum point beyond which the negotiator will not accept a proposal. It is the negotiator's bottom line and is usually kept confidential.

Question 17

The parties to a negotiation often break out into private sessions to discuss the various options discussed at the table. This practice is known as ________.
A) packaging
B) caucusing
C) posturing
D) framing

Accepted Answer

Caucusing is the practice of parties in a negotiation breaking out into private sessions to discuss options that have been presented at the table. It allows the parties to have more candid discussions and explore potential agreements without the pressure of public scrutiny. Packaging refers to bundling multiple issues or proposals into a single package for negotiation. Posturing refers to the use of tactics such as threats or bluffing to gain advantage in a negotiation. Framing refers to the way in which an issue or proposal is presented or framed to influence how it is perceived by others.

Question 18

The settlement range is the difference between the ________ points of both the parties involved in a negotiation.
A) target
B) anchor
C) resistance
D) initial

Accepted Answer

The settlement range is the difference between the resistance points of both parties involved in a negotiation. The resistance point is the worst outcome each party is willing to accept before walking away from a negotiation.

Question 19

Immanuel Kant, a German philosopher, believed that each person could, by reasoning, recognize that one should treat each person as he or she wished to be treated. Therefore, human beings would devise rational rules of conduct by which to live. This approach to ethics is known as ethics of ________.
A) purpose
B) principle
C) consequence
D) equality

Accepted Answer

Kant's approach to ethics is known as the ethics of principle or deontological ethics. It emphasizes the importance of adhering to moral principles or duties, regardless of the consequences of our actions. The principles, such as the categorical imperative, derive from reason and are universal, applying equally to all rational beings. Thus, Kant's ethics is not based on the purpose of our actions or the consequences they produce, but on the inherent value of moral duties that respect the dignity and autonomy of individuals.

Question 20

What is a BATNA?
A) It is a list of throwaway items to be used during the negotiation.
B) It is the settlement range that has been accepted by both the parties.
C) It is a list of common key issues that are critical for both the parties.
D) It is a negotiator's best alternative if no settlement is reached.

Accepted Answer

BATNA stands for "Best Alternative to a Negotiated Agreement," which is the negotiator's best alternative if no settlement is reached. It is important to have a strong BATNA before entering into a negotiation, as it gives the negotiator leverage and a sense of security. Option A, B, and C are all incorrect as they do not accurately define BATNA.

Quiz 5: Negotiation Models, Strategies, and Tactics

Which of the following best describes the "ethics of purpose" theory of ethics?

________ bargaining is a negotiation method described as a "win-lose" situation, in which resources are viewed as fixed and limited, and each side wants to maximize its share.

John Stuart Mills, an English philosopher, believed that one could only judge the moral value of an action by its result. If an action benefits more people than it harms then it is a moral action. This approach to ethics is known as ethics of ________.

The U.S. Supreme Court has ruled that if management rejects a union's proposal on grounds of inability to pay, ________.

Which of the following is considered to be an ethical bargaining tactic?

Which of the following is an example of a BATNA of a union negotiating with management?

Which of the following actions exhibited by a party is likely to imply inflexibility?

________ is a negotiation tactic of putting a few items together and allowing both sides to achieve gains on one or more items to establish trust and decrease the number of unresolved issues.

In the case of a negotiation, the resistance point is ________.

In the case of a negotiation, the target point is ________.

Which of the following is true of distributive bargaining?

The ________ clause in many collective bargaining agreements precludes reopening negotiations on any mandatory or permissive bargaining subject that could have been brought up at the negotiations table.

The opening offer is also known as a(n) ________ because negotiation researchers have shown that people irrationally fixate on the first number put on the table in a negotiation regardless of how arbitrary it may be.

Which of the following should negotiators follow during a negotiation process?

In a negotiation, the reservation price is ________.

The parties to a negotiation often break out into private sessions to discuss the various options discussed at the table. This practice is known as ________.

The settlement range is the difference between the ________ points of both the parties involved in a negotiation.

Immanuel Kant, a German philosopher, believed that each person could, by reasoning, recognize that one should treat each person as he or she wished to be treated. Therefore, human beings would devise rational rules of conduct by which to live. This approach to ethics is known as ethics of ________.

What is a BATNA?