Question 1

Creating value is best described as:
A)Attaching substantial importance to both the relationship and the substantive terms of the outcome for both parties.
B)Attaching substantial importance to the relationship but not to the substantive terms of the outcome for both parties.
C)Attaching substantial importance to the substantive terms of the outcome for both parties but not to the relationship.
D)Attaching substantial importance to your own terms and outcome.

Accepted Answer

Creating value involves attaching substantial importance to both the relationship and the substantive terms of the outcome for both parties. It is about finding mutually beneficial solutions that enhance the overall value of the negotiation. This approach recognizes the importance of the long-term relationship between parties and aims to ensure that both parties are satisfied with the outcome of the negotiation.

Question 2

Recent evidence suggests that negotiations should be conducte__________ in order to find the best solutions for everyone involved.
A)By professional,third-party negotiators.
B)In one sitting.
C)Competitively.
D)Collaboratively.

Accepted Answer

Collaboratively negotiations involve a joint effort to find a solution that benefits all parties involved. This approach promotes creativity and communication, leading to more effective and sustainable agreements. It also helps establish trust between the parties, improving the chances of future cooperation.

Question 3

The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict.
A)Two.
B)Three.
C)Four.
D)Five.

Accepted Answer

The Dual Concerns Model of negotiation suggests five different approaches for handling conflict: competing, collaborating, compromising, avoiding, and accommodating. These approaches are based on the levels of concern for self and concern for others.

Question 4

Which of the following is least likely a negotiation situation?
A)You ask a sales clerk to give you a 15 percent discount because the article of clothing you would like to purchase is missing a button.
B)The invitation you receive to a party says you can bring a friend.
C)A high school senior asks his parents if he can borrow their car.They agree,as long as he promises to be home by midnight.
D)Your manager meets with you about your annual raise.

Accepted Answer

The situation described in option B is not a negotiation situation as there is no conflict or agreement that needs to be reached between two parties.

Question 5

Negotiation is a common occurrence in everyday life.

Accepted Answer

Negotiation occurs when two or more parties seek to reach a mutual agreement, which can happen in many different scenarios, from buying a car to discussing a contract with a business partner. Therefore, negotiation is indeed a common occurrence in everyday life.

Question 6

Negotiations are generally:
A)Competitive.
B)Collaborative.
C)Mixed-motive.
D)Integrative.

Accepted Answer

Negotiations are generally mixed-motive, meaning that both parties have differing interests or goals and must work towards finding a mutually beneficial solution. While negotiations can sometimes involve aspects of competition or collaboration, the main characteristic is the need to balance multiple objectives and interests. Ultimately, negotiators must find a way to create value for both parties while striving to achieve their own objectives.

Question 7

The two dominant strategies of the Dual Concerns Model are:
A)Competitive and integrative.
B)Integrative and interest-based.
C)Principled and win-win.
D)Integrative and collaborative.

Accepted Answer

The Dual Concerns Model proposes two dominant strategies for managing conflict: a competitive strategy that focuses on assertiveness and winning, and an integrative strategy that focuses on cooperation and finding mutually beneficial solutions. These two strategies are often used in combination to varying degrees depending on the situation. Therefore, the best answer is A.

Question 8

The first step of the first stage of a negotiation is:
A)Formulate arguments and counterarguments.
B)Formulate offers and counteroffers.
C)Build rapport.
D)Pre-negotiation preparation.

Accepted Answer

The first step of the first stage of a negotiation is pre-negotiation preparation, which includes doing research on the other party, understanding their needs and interests, and identifying potential areas of agreement and disagreement. Building rapport, formulating arguments and counterarguments, and formulating offers and counteroffers come later in the negotiation process.

Question 9

The idea behind 'creating value" is to allow both negotiating parties to:
A)Maximize outcomes.
B)Save face.
C)Benefit from the negotiation.
D)Avoid conflict.

Accepted Answer

Creating value in a negotiation involves finding ways to increase the benefits for both parties involved. This allows both parties to benefit from the negotiation, rather than just one party maximizing outcomes while the other has to compromise. Saving face and avoiding conflict may be important goals in a negotiation, but they are not the primary goal of creating value.

Question 10

Negotiation is considered a social process in which:
A)Independent parties are required to communicate to resolve their individual issues.
B)Interdependent people with mutual interests interact to achieve their desired outcomes.
C)Interdependent people with conflicting interests interact to achieve their desired outcomes.
D)Desired outcomes are best achieved face to face.

Accepted Answer

Negotiation is a process where interdependent parties with conflicting interests interact to come to an agreement or solution that serves their respective desired outcomes. It involves communication and compromise to resolve differences.

Question 11

The final step of the second stage of a typical negotiation is to implement agreements.

Accepted Answer

The final step of the second stage of a typical negotiation is to formalize agreements, not implement them. Implementation usually occurs after the agreement has been formalized and is often considered a separate stage or part of the negotiation process.

Question 12

Due to advances in technology and changes in the workplace,negotiation is becoming:
A)Increasingly computer-driven.
B)An increasingly important skill for people to hone.
C)Less relationship-oriented.
D)More confrontational.

Accepted Answer

As technology and workplace dynamics change, negotiation skills become more important as people need to navigate different scenarios and outcomes. However, this does not necessarily mean that negotiation is becoming more computer-driven, less relationship-oriented, or confrontational.

Question 13

Which of the following statements is not true?
A)You should delay the negotiation if waiting will improve your ability to maximize your gains.
B)It is wiser to find an alternative to negotiating if you do not have a stake in the outcome.
C)Even if there's a possibility that you may lose everything by negotiating,negotiating is still the best option.
D)It is not always appropriate to negotiate.

Accepted Answer

Negotiating is not always the best option, especially if there is a possibility of losing everything. It is important to evaluate the potential risks and benefits before deciding whether to negotiate or pursue an alternative approach. Waiting to negotiate until you have more leverage or finding alternative solutions are both valid strategies.

Question 14

The situational characteristics that determine which negotiating strategy is most appropriate are:
A)Goals,resources,and the level of the relationship and trust.
B)Goals,resources,and the level of negotiating sophistication of each party.
C)Goals,resources,and the level of competitiveness.
D)Goals,resources,and the level of collaboration.

Accepted Answer

Goals represent what each party wants to achieve from the negotiation, resources refer to the available assets that can be used as bargaining chips, and the level of relationship and trust relate to the history and communication between the negotiating parties. These situational characteristics influence the negotiation strategy, and therefore, the most appropriate approach will depend on them. The level of competitiveness or collaboration is a factor that can be influenced by the selected strategy. However, goals, resources, and the level of relationship and trust are more relevant to determine the negotiating approach.

Question 15

Negotiators can use intimidation as a means to avoid conflict.

Accepted Answer

The answer of Negotiators can use intimidation as a means...

Question 16

The 'claiming value' negotiation strategy improves trust and the relationship between parties.

Accepted Answer

The 'claiming value' negotiation strategy, also known as distributive negotiation, often involves a more competitive approach where one party's gain is typically at the expense of the other, which can lead to decreased trust and potentially harm the relationship between the parties.

Question 17

Closing the deal is the final step of the final stage of a typical negotiation.

Accepted Answer

The answer of Closing the deal is the final step...

Question 18

The strategy of an integrative approach to negotiation involves:
A)Winning at any cost.
B)Competing.
C)Creating value.
D)Limiting resources.

Accepted Answer

The strategy of an integrative approach to negotiation involves creating value, whereby both parties benefit and their interests are met. This approach aims to find a solution that satisfies both sides rather than focusing on winning at any cost, competing or limiting resources.

Question 19

Typical negotiations are conducted__________ stages.
A)Three.
B)Four.
C)Five.
D)Six.

Accepted Answer

The answer of Typical negotiations are conducted__________ stages.
A)Three.
B)Four.
C)Five.
D)Six....

Question 20

Which of the following is a 'lose-win' negotiation strategy?
A)Competitive.
B)Accommodation.
C)Avoidance.
D)Collaboration.

Accepted Answer

Accommodation is a lose-win negotiation strategy where one party sacrifices their own interests to satisfy the other party's interests.

Quiz 1: The Nature of Negotiation: What it is and Why it Matters

Creating value is best described as:

Recent evidence suggests that negotiations should be conducte__________ in order to find the best solutions for everyone involved.

The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict.

Which of the following is least likely a negotiation situation?

Negotiation is a common occurrence in everyday life.

Negotiations are generally:

The two dominant strategies of the Dual Concerns Model are:

The first step of the first stage of a negotiation is:

The idea behind 'creating value" is to allow both negotiating parties to:

Negotiation is considered a social process in which:

The final step of the second stage of a typical negotiation is to implement agreements.

Due to advances in technology and changes in the workplace,negotiation is becoming:

Which of the following statements is not true?

The situational characteristics that determine which negotiating strategy is most appropriate are:

Negotiators can use intimidation as a means to avoid conflict.

The 'claiming value' negotiation strategy improves trust and the relationship between parties.

Closing the deal is the final step of the final stage of a typical negotiation.

The strategy of an integrative approach to negotiation involves:

Typical negotiations are conducted__________ stages.

Which of the following is a 'lose-win' negotiation strategy?