Deck 9: Negotiation

Question 1

Integrative bargaining strategy works when both parties are committed to preserving the relationship that exists between them.

Answer 1

True

Question 2

In ____,the goal is a "win-lose" situation,where one of the parties is clearly victorious over the other.

A) a negotiation
B) a lawsuit
C) an arbitration
D) a bargain

Answer 2

B

Question 3

The BATNA is the bottom line,or the minimum that a negotiator would accept.

Answer 3

False

Question 4

Acquiring and enhancing negotiation skills in the present day is important because:

A) there are very few conflicts of interest and expectations are readily met.
B) conflicts are best handled by the judicial system.
C) there is an unlimited supply of resources.
D) there is increased teaming and diversity in organizations.

Question 5

Frames in negotiations can provide a filter for the other party to assess the negotiator's position.

Question 6

A mediator has the legal power to bind both the parties to an agreement.

Question 7

In a "two-party negotiation",each side is represented by at least two individuals who work together as a team to achieve the goals and interests within a negotiation.

Question 8

When a negotiation is a test of wills,it is destined to fail.By identifying compatible interests,a negotiator can build a bridge from personal goals to the others.

Question 9

When resources are abundant,negotiation will be an essential skill for business people.

Question 10

While the asynchronicity of communication likely lengthens the time that elapses over the course of a negotiation,the quality and quantity of information shared appears to be greater in a virtual negotiation's setting.

Question 11

Negotiations can involve a third party,teams of individuals,virtual communication,or global negotiating partners.

Question 12

One should never walk away or take a break from a negotiation until it is completed.

Question 13

The use of deceptive tactics negotiation,which can include withholding information,stretching the truth,and bluffing,is illegal and severely punishable.

Question 14

The process where two or more parties share their concerns and interests to reach an agreement of mutual benefit through bargaining is called:

A) politicking.
B) negotiation.
C) coaching.
D) empowerment.

Question 15

A negotiator can use questioning when it is necessary to clarify communication.

Question 16

Engineering Design Corp. ,is negotiating contracts with developers.To build future relationship,distributive bargaining strategy should be used.

Question 17

Which of the following is true for integrative bargaining?

A) It results in the generation of few,if any,creative solutions.
B) It tends to be ineffective and counterproductive and should be used only in extreme circumstances.
C) It works when both parties are committed to preserving the relationship that exists between them.
D) It is appropriate to use in situations when there is a sense of urgency and time is short.

Question 18

In the bargaining and problem solving stage,both parties to a negotiation actively and constructively work toward solutions.

Question 19

No two people will leave a communication with the same perceptions once the terms of agreement is negotiated.

Question 20

Verdicts resulting from _____ often result in one party being victorious or both parties compromising so severely that the final agreement is perceived as losing by both parties.

A) negotiation
B) lawsuit
C) arbitration
D) bargaining

Question 21

When the negotiating parties agree on what to do if an agreement is not reached,occurs in the _____ stage of the negotiation process.

A) clarification and justification
B) definition of ground rules
C) preparation and planning
D) closure and implementation

Question 22

At which stage of the negotiation,do the parties read through the written agreement based on their negotiated results before signing?

A) Defining ground rules
B) Clarifying and justifying
C) Bargaining and problem solving
D) Closing and implementing

Question 23

Which of the following is an example of a loaded question,which puts opponents on the spot regardless of answer?

A) How much would be charged for the additional work?
B) What is your feeling on the matter?
C) Do you feel our proposal is fair?
D) So,you are not willing to negotiate further?

Question 24

A person can be more effective in negotiations if he/she does all of the following,EXCEPT:

A) demonstrating his/her attention through communication and listening skills.
B) agreeing on issues that are unsolvable at that moment.
C) walking away or taking a break if necessary.
D) using agendas,questioning,and summarizing techniques.

Question 25

When _____ during a negotiation process,one should focus on interests,and not on positions.

A) bargaining and problem solving
B) clarifying and justifying
C) defining ground rules
D) planning

Question 26

When clarifying communication during a negotiation,Jake asks John if he could explain the reasons for his decision.This is an example of a(n)_____ question.

A) open-ended
B) close-out
C) leading
D) gauging

Question 27

A successful negotiator will:

A) determine the importance of the outcome.
B) disregard the other party's situation.
C) address personalities,not problems.
D) be clear about the best alternative to a negotiated agreement.

Question 28

Which of the following negotiation strategy makes use of agendas,questions,and summarizing techniques?

A) Managing
B) Scripting
C) Bargaining
D) Framing

Question 29

Which of the following best characterizes a threat as a negotiation tactic?

A) "If you don't give me a good price,I'll take my business elsewhere."
B) "Lower your price."
C) "I refuse to listen to your screaming.I am leaving."
D) "Everybody else buys our product for $25 per unit."

Question 30

Shine and Brown are negotiating the terms of a contract.Shine says "Everybody else buys our product for $5 per unit." when trying to convince Brown to accept her terms.This is an example of which of the following verbal negotiation tactics?

A) Recommendation
B) Question
C) Normative appeal
D) Commitment

Question 31

The _____ strategy is considered when preparing for and in the thick of the negotiation.This strategy relies on the adage "practice makes perfect."

A) scripting
B) framing
C) managing
D) controlling

Question 32

Which of the following is true for distributive bargaining strategy?

A) It is used when there is a sense of urgency and time is short.
B) It results in the generation of creative solutions that are acceptable to both parties.
C) It works when both parties are committed to preserving the relationship that exists between them.
D) It means that both parties achieve their primary objectives.

Question 33

Mike and Carey are negotiating on an international sales deal.Mike asked Carey some questions to make sure he was clear on why Carey felt his proposal was valid.Mike then proceeded to state his interests in the negotiation.Mike and Carey are at which stage of the negotiation?

A) Closure and implementation
B) Clarification and justification
C) Bargaining and problem solving
D) Defining ground rules

Question 34

Forcing children to wear protective gear when bicycling and not allowing them to argue on the issue is an example of:

A) norming.
B) positive negotiations.
C) distributive bargaining.
D) inclusive decision-making.

Question 35

Which of the following statements about integrative bargaining is true?

A) The likely solution or end result is a "lose-lose" situation.
B) The importance of building a continued relationship with the bargaining partner is low.
C) The amount of time needed in resolving a conflict is minimal.
D) The bargaining climate should be open,communicative and creative.

Question 36

Which of the following verbal negotiation tactics by appealing party to a negotiation implies that any undesirable act done by the opposite party will result in a third party's acting negatively against the party?

A) Warning
B) Punishment
C) Threat
D) Command

Question 37

Which of the following is a kind of manageable question asked to get the other person thinking?

A) Open-ended question
B) Open question
C) Trick question
D) Impulse question

Question 38

If an attempt to curb others' questionable tactics aren't successful,one can:

A) request for meeting in the presence of a third party at a later point of time.
B) inform the other party about the tactic being used and explain that such behaviors will not be tolerated.
C) request for meeting at a later point of time and decide on the timing and venue for the next meeting.
D) request for a different person/party with whom to continue negotiations.

Question 39

Going into the negotiation with a(n)____,leads to principled negotiation or negotiations based on principles.

A) subjective criteria
B) third party
C) objective criteria
D) we win-you lose strategy

Question 40

Which of the following is true about BATNA?

A) It is the minimum that an individual will accept out of a negotiation.
B) It is the explanation behind the position that expresses why a negotiator wants what he/she wants.
C) It is a written agreement that ensures commitment to what was negotiated.
D) It is the best outcome a negotiating party can get,should the negotiation neither occur nor conclude.

Question 41

Research on interacting negotiating parties suggests that personal rapport is more easily developed in _____ communication than with other channels.

A) teleconferenced
B) videoconferenced
C) virtual
D) face-to-face

Question 42

Don has been trying to help his two good friends,Pat and Jamie,resolve an issue by ensuring that a steady flow of accurate information exists between them.His role in the negotiation would best be described as a(n):

A) conciliator.
B) consultant.
C) arbitrator.
D) mediator.

Question 43

What are the different types of third-party negotiators? Explain each in brief.

Question 44

Write a short note on the integrative bargaining strategy.

Question 45

How do people deal with others' potentially unethical behavior?

Question 46

Discuss the five stages of negotiation and illustrate the issues and importance of each.

Question 47

The _____ hears both parties,suggests an operating plan and strategy,assists both sides in identifying their chief concerns,aids the parties in arriving at a mutually satisfying resolution or agreement,and assists the parties in writing up this agreement.

A) judge
B) conciliator
C) consultant
D) arbitrator

Question 48

Zach is thinking if he should approach an arbitrator for resolving his problem with a contractor.One reason against using arbitrators is that:

A) the arbitration process is costlier than litigation process.
B) they take a lot of time in reaching the final solution.
C) they make solutions from an emotional perspective.
D) they make binding decisions without involvement of either party.

Question 49

Jack works at Mints Inc. ,is the president of the labor union.He must negotiate with the management for employee benefits.Develop a strategy/script to use in approaching management.

Question 50

A neutral third party,who teaches the negotiating parties the skills and techniques of negotiation is a(n):

A) conciliator.
B) consultant.
C) arbitrator.
D) mediator.