Question 1

Substantive,relationship and process goals are interdependent.

Accepted Answer

Substantive, relationship, and process goals are interdependent and affect each other. Substantive goals focus on achieving the specific outcomes, relationship goals focus on building and maintaining positive interactions between team members, and process goals focus on improving the way the team works together to achieve its goals. These three types of goals are interconnected and have an impact on each other. For example, improving the team's communication processes (process goal) can lead to better relationships between team members (relationship goal), which can in turn lead to better outcomes (substantive goal). Therefore, it is important to consider all three types of goals when working towards achieving team success.

Question 2

Considering questions such as,"Will you be negotiating a deal,settling a dispute or making a team decision? Will you negotiate with this party once or multiple times? Will you negotiate publicly or privately?" define the:
A)Obligations of the interaction.
B)Environment or context.
C)Nature of the interaction.
D)Resources and constraints.

Accepted Answer

These questions are aimed at understanding the nature of the interaction, as they focus on the type of negotiation, the frequency, and the setting in which it occurs.

Question 3

The bargaining mix,target points,BATNA and resistance points are determined during the ???__________ component of preparing for the negotiation.
A)Strategic planning.
B)Framework establishment.
C)Framework operationalizing.
D)Goal-setting.

Accepted Answer

C

Question 4

Which one of the responses to the following phrase is false? A Best Alternative To a Negotiated Agreement (BATNA):
A)Decreases your bargaining power.
B)Increases your bargaining power.
C)Helps negotiators determine their resistance points.
D)Can be quantified.

Accepted Answer

A Best Alternative To a Negotiated Agreement (BATNA) actually increases your bargaining power by providing you with alternatives if the current negotiations fail, thus it does not decrease your bargaining power.

Question 5

Negotiation preparation includes obtaining information about the other party's needs,strategy and goals.

Accepted Answer

Negotation preparation involves gathering as much information as possible about the other party's needs, interests, strategy, and goals in order to develop an effective negotiation strategy.

Question 6

Preserving the relationship is a desirable goal in all types of negotiations.

Accepted Answer

While preserving the relationship can be important in many negotiations, especially those involving ongoing relationships or partnerships, there are situations where the primary goal is to achieve a specific outcome or concession, regardless of the impact on the relationship. In competitive or one-time negotiations, the focus might be more on the terms of the deal than on maintaining a relationship.

Question 7

The zone of possible agreement (ZOPA)is the range between:
A)Your BATNA and your opening offer.
B)Your resistance points.
C)Your BATNA and the other party's opening offer.
D)Your resistance point and the other party's resistance point.

Accepted Answer

The answer of The zone of possible agreement (ZOPA)is the...

Question 8

What percentage of the negotiation process should be devoted to preparation?
A)Twenty.
B)Forty.
C)Sixty.
D)Eighty.

Accepted Answer

According to negotiation experts and studies, at least 80% of the negotiation process should be devoted to preparation. This includes researching the other party, identifying your goals and priorities, considering potential concessions and alternative solutions, and strategizing your approach. Successful negotiators understand the importance of thorough preparation and the impact it can have on the outcome of the negotiation.

Question 9

Testing assumptions refers to:
A)Meeting with the other party to validate the accuracy of information that you found in their public documents.
B)Meeting with a knowledgeable third party to validate the accuracy of information that you found in in the other party's public documents.
C)Meeting with your stakeholders to validate the accuracy of information that you found in the other party's public documents.
D)Meeting with the other party to validate the estimates and hunches you made during your analysis of the party.

Accepted Answer

Testing assumptions typically involves validating the estimates and hunches made during analysis directly with the other party involved.

Question 10

Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:
A)A distributive strategy.
B)An integrative strategy.
C)An interest-based strategy.
D)A principled strategy.

Accepted Answer

A negotiator who is highly concerned with achieving their substantive goals but has significantly less concern for the relationship or the other party's goals is more likely to adopt a distributive strategy. This approach involves attempting to maximize one's own share of the resources or outcomes in a negotiation setting, often at the expense of the other party. It is a win-lose approach characterized by limited collaboration or cooperation.

Question 11

A 'wise agreement' is one that:
A)Satisfies the interests of both parties.
B)Satisfies the demands of both parties.
C)Satisfies the goals of both parties.
D)Is implemented fairly.

Accepted Answer

A wise agreement is one that satisfies the interests of both parties, meaning that both parties feel that their needs and wants have been taken into consideration and met to some extent. This results in a more harmonious and mutually beneficial outcome, as opposed to one where only one party's demands or goals were met. Fair implementation is also important, but it is not the defining characteristic of a wise agreement.

Question 12

Electronic negotiations make testing assumptions:
A)A moot point.
B)Easier.
C)More difficult.
D)Even more critical than in face-to-face negotiations.

Accepted Answer

The answer of Electronic negotiations make testing assumptions:
A)A moot point.
B)Easier.
C)More...

Question 13

To achieve the greatest gains,negotiators should stick to the script they created during the preparation phase.

Accepted Answer

Negotiators need to be flexible and adapt to the unfolding situation, as sticking strictly to a pre-prepared script can prevent them from responding effectively to new information or changing dynamics during the negotiation process.

Question 14

Labor markets,unemployment rates,workforce demographics and financial markets are examples of negotiation:
A)Issues.
B)Resources.
C)Constraints.
D)Context.

Accepted Answer

These elements are part of the broader environment or situation in which negotiations take place, thus they are examples of the negotiation context. They set the backdrop against which negotiation strategies and decisions are made, influencing the dynamics and outcomes of negotiations.

Question 15

Substantive and relationship goals help determine which strategy and tactics to use.

Accepted Answer

Substantive goals refer to the outcome or result that parties desire to achieve through a negotiation, while relationship goals refer to the social or emotional aspects of the negotiation process. The choice of strategy and tactics can vary depending on the goals of the negotiation. Therefore, substantive and relationship goals help determine which strategy and tactics to use.

Question 16

Identifying the problem to be solved,opportunity to be mined,dispute to be settled or team decision to be made are all elements of:
A)Defining the situation.
B)Establishing goals.
C)Strategy formulation.
D)Defining your interests.

Accepted Answer

Identifying the problem or opportunity, settling disputes, and making team decisions all fall under the process of defining the situation. Establishing goals and strategy formulation come after the situation has been defined. Defining your interests is also an important step, but it is a separate element within the overall negotiation process.

Question 17

The strategic planning stage of preparation includes:
A)Defining the situation,establishing the desired goals,formulating a strategy and creating a script.
B)Defining the situation,establishing the desired goals,formulating a strategy and deciding how to implement the strategy.
C)Defining the situation,establishing the desired goals,creating a script and deciding how to implement the strategy.
D)Defining the situation,establishing the desired goals,creating a script and deciding how to implement the negotiation outcome.

Accepted Answer

The strategic planning stage of preparation includes defining the situation, establishing the desired goals, formulating a strategy, and deciding how to implement the strategy. Creating a script can be a helpful tool, but it is not necessarily a part of the strategic planning stage. Similarly, deciding how to implement the negotiation outcome happens after the negotiation has taken place and is not part of the preparation stage. Therefore, option B is the most accurate choice.

Question 18

Relative power influences the negotia___________ a negotiator chooses.
A)Resources.
B)Constraints.
C)Tactics.
D)Environment.

Accepted Answer

Tactics are the specific actions or approaches a negotiator uses to pursue their goals. The relative power dynamics between parties can influence which tactics a negotiator chooses to employ. For example, a negotiator with significantly more power than their counterpart may choose to use more aggressive tactics, such as making demands, while a negotiator with less power may choose to use more collaborative tactics to build relationships and find common ground.

Question 19

The basic problem in most negotiations is:
A)Conflicting issues.
B)Conflicting positions.
C)Conflicting interests.
D)Conflicting goals.

Accepted Answer

Conflicting interests are the basic problem in most negotiations. Each party involved in the negotiation has their own interests, and these interests may not align with the other party's interests. Resolving these conflicts and finding mutually beneficial solutions is the goal of the negotiation process. Conflicting issues, positions, and goals can all stem from conflicting interests.

Question 20

Issues are:
A)The points that must be addressed.
B)The points on which there is no agreement between parties.
C)Defined after the parties meet for the first time.
D)Not part of the bargaining mix.

Accepted Answer

Issues are the points that must be addressed during negotiations. They may be areas of disagreement, but they can also include topics that both parties agree need to be discussed and resolved.

Quiz 2: Preparation: Building the Foundation for Negotiating

Substantive,relationship and process goals are interdependent.

Considering questions such as,"Will you be negotiating a deal,settling a dispute or making a team decision? Will you negotiate with this party once or multiple times? Will you negotiate publicly or privately?" define the:

The bargaining mix,target points,BATNA and resistance points are determined during the ???__________ component of preparing for the negotiation.

Which one of the responses to the following phrase is false? A Best Alternative To a Negotiated Agreement (BATNA) :

Negotiation preparation includes obtaining information about the other party's needs,strategy and goals.

Preserving the relationship is a desirable goal in all types of negotiations.

The zone of possible agreement (ZOPA) is the range between:

What percentage of the negotiation process should be devoted to preparation?

Testing assumptions refers to:

Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:

A 'wise agreement' is one that:

Electronic negotiations make testing assumptions:

To achieve the greatest gains,negotiators should stick to the script they created during the preparation phase.

Labor markets,unemployment rates,workforce demographics and financial markets are examples of negotiation:

Substantive and relationship goals help determine which strategy and tactics to use.

Identifying the problem to be solved,opportunity to be mined,dispute to be settled or team decision to be made are all elements of:

The strategic planning stage of preparation includes:

Relative power influences the negotia___________ a negotiator chooses.

The basic problem in most negotiations is:

Issues are: