Question 1

Recent research studies in gender differences in negotiating styles and effectiveness show that
A)there are many reliable conclusions.
B)women are better negotiators.
C)there are few reliable conclusions.
D)women are more confident.
E)no differences exist.

Accepted Answer

The research studies on gender differences in negotiating styles and effectiveness offer few reliable conclusions. While some studies may suggest certain trends or differences, there is a lack of consistent findings across the board. Therefore, it is inaccurate to claim that women are better negotiators or more confident based on gender differences alone.

Question 2

Research has found that some cultures prefer ____________ relations and may not react well to the confrontational dynamics more common among North Americans.
A)functional.
B)harmonious.
C)professional.
D)dysfunctional.
E)team.

Accepted Answer

The word "harmonious" suggests that the culture in question values peaceful and cooperative relationships, which may not align with the confrontational dynamics that are more common in North American culture. This is supported by the research mentioned in the statement. The other options do not necessarily reflect a preference for a particular type of relationship.

Question 3

In third-party negotiations, a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions is known as a(n)
A)mediator.
B)arbitrator.
C)conciliator.
D)consultant.
E)counselor.

Accepted Answer

A mediator is a neutral third party who helps the disputing parties reach a negotiated solution through reasoning, persuasion, and suggestions, without imposing a decision.

Question 4

SCENARIO 9-4 Janet and Phillip are partners in a law firm.Their firm has grown considerably and they are unable to service all of their clients.They do not want to invite other attorneys to join them and must decide which clients to keep and which to send to other law firms.They have reached an impasse in their discussions regarding which clients they will keep and have decided to bring in outside help in their negotiations.
They have asked Jillian, a trusted colleague and associate, to engage in fact-finding, interpretation, and persuasion to develop some agreements with them.Jillian's role is that of a(n)
A)mediator.
B)arbitrator.
C)conciliator.
D)consultant.
E)facilitator.

Accepted Answer

A conciliator is someone who helps parties in a dispute to negotiate and reach an agreement. In this scenario, Jillian is being asked to help Janet and Phillip reach an agreement on which clients to keep, which fits the role of a conciliator. A mediator would be someone who helps parties reach an agreement on their own, without providing suggestions or recommendations. An arbitrator would be someone who hears both sides and makes a binding decision. A consultant provides advice without getting involved in negotiations. A facilitator would assist in the negotiations but does not necessarily offer suggestions or interpretations.

Question 5

SCENARIO 9-2 Labour and management at DJ Trucking cannot agree upon a contract for the truck drivers.Each side contends that they are bargaining fairly, but no agreement appears to be possible.
Another term for bargaining is
A)negotiating.
B)compromising.
C)collusion.
D)good faith gesture.
E)resistance.

Accepted Answer

The term used to describe the process of trying to reach a mutually acceptable agreement between labour and management is bargaining or negotiating. Compromising may be a part of the bargaining process, but it is not synonymous with bargaining. Collusion refers to secret or illegal cooperation between parties, and good faith gesture is not a term commonly used in labour negotiations. Resistance may be a result of bargaining, but it is not a synonym for bargaining.

Question 6

SCENARIO 9-3 Playbill Inc.is a company that hires culturally diverse people to perform Shakespearean plays for high school students.They employ actors and actresses from all over the world.These actors and actresses have joined together to request higher salaries for their services.
Which of the following statements is false concerning gender differences in negotiations
A)Women are neither worse nor better negotiators than men.
B)Women's attitudes toward negotiation and negotiating skills appear to be quite different from men's.
C)Low-power managers, regardless of gender, attempt to placate their opponents.
D)Women are always more cooperative and pleasant in negotiations than men.
E)Men are more likely to use dialogue to persuade others.

Accepted Answer

While women are often assumed to be more cooperative and pleasant in negotiations than men, this is not always true. It is a generalization based on gender stereotypes and research has shown that individuals negotiate differently based on their personality, culture, and situation rather than their gender. Therefore, statement D is false.

Question 7

The negotiating strategy that emphasizes win-win solutions is called
A)positive negotiation.
B)integrative bargaining.
C)distributive bargaining.
D)equal bargaining.
E)all-solutions bargaining.

Accepted Answer

Integrative bargaining involves a cooperative approach in which both parties work together to create a mutually beneficial solution. This often involves identifying common interests and finding ways to maximize value for both sides. This approach differs from distributive bargaining, which focuses on dividing a fixed pie of resources between the parties involved. Positive negotiation, equal bargaining, and all-solutions bargaining are not commonly used terms in the field of negotiation.

Question 8

James' "claim to fame" is that, in any negotiation process that he is involved with, he has the ability to work towards a solution that can create a win-win situation for all participants.James is thus adept at
A)integrative bargaining.
B)collective bargaining.
C)distributive bargaining.
D)barter bargaining.
E)wholistic bargaining.

Accepted Answer

Integrative bargaining is a negotiation strategy where both parties work together to find a solution that benefits everyone involved. James' ability to create win-win situations in negotiations demonstrates his skill in integrative bargaining. Collective bargaining is a negotiation process where a group of individuals negotiate their terms and conditions of employment with an employer. Distributive bargaining is a negotiation strategy where one party tries to gain more than the other party. Barter bargaining is a type of negotiation where goods or services are exchanged instead of money. Wholistic bargaining is not a recognized term in negotiation strategy.

Question 9

SCENARIO 9-2 Labour and management at DJ Trucking cannot agree upon a contract for the truck drivers.Each side contends that they are bargaining fairly, but no agreement appears to be possible.
Both sides have agreed that resources are limited.Each feels that whatever one side wins, the other side loses.They believe they are engaged in
A)integrative bargaining.
B)distributive bargaining.
C)mediation.
D)best alternative to a negotiated agreement (BATNA).
E)dispute resolution.

Accepted Answer

The scenario describes a situation where both sides believe that whatever one side wins, the other side loses, indicating a distributive bargaining process. In integrative bargaining, both sides work together to create a mutually beneficial agreement. Mediation involves a third-party facilitator helping both sides come to an agreement. BATNA refers to a party's alternative course of action if negotiations fail, which is not mentioned in the scenario. Dispute resolution could refer to various methods for resolving conflicts, including negotiation, mediation, arbitration, and litigation, but does not provide a specific choice for the scenario.

Question 10

SCENARIO 9-4 Janet and Phillip are partners in a law firm.Their firm has grown considerably and they are unable to service all of their clients.They do not want to invite other attorneys to join them and must decide which clients to keep and which to send to other law firms.They have reached an impasse in their discussions regarding which clients they will keep and have decided to bring in outside help in their negotiations.
Since their problems are moderate and not severely rooted in personalities or their law practice, Janet and Phillip have decided to bring in a neutral third party to facilitate a negotiated solution.This person is referred to as a(n)
A)mediator.
B)arbitrator.
C)conciliator.
D)consultant.
E)liaison.

Accepted Answer

A mediator is a neutral third party who facilitates a negotiated solution by helping the parties communicate and explore potential solutions.

Question 11

Liking conflict and not being concerned about whether they are liked or disliked by the opposing party in the negotiations is common for the
A)Arabs.
B)Russians.
C)North Americans.
D)French.
E)Japanese.

Accepted Answer

The answer of Liking conflict and not being concerned about...

Question 12

SCENARIO 9-4 Janet and Phillip are partners in a law firm.Their firm has grown considerably and they are unable to service all of their clients.They do not want to invite other attorneys to join them and must decide which clients to keep and which to send to other law firms.They have reached an impasse in their discussions regarding which clients they will keep and have decided to bring in outside help in their negotiations.
Since they have decided not to have a settlement imposed, they will not seek the services of a(n)
A)mediator.
B)arbitrator.
C)conciliator.
D)consultant.
E)counselor.

Accepted Answer

An arbitrator imposes a binding decision, which Janet and Phillip do not want.

Question 13

SCENARIO 9-3 Playbill Inc.is a company that hires culturally diverse people to perform Shakespearean plays for high school students.They employ actors and actresses from all over the world.These actors and actresses have joined together to request higher salaries for their services.
Which of the following statements about cultural differences in negotiations is false
A)The Chinese draw out negotiations.
B)The French like conflict.
C)The Russians are quick to make concessions.
D)The Americans are impatient and want to be liked.
E)The Japanese adapt their behaviours to the situation.

Accepted Answer

It is a misconception that Russians are quick to make concessions in negotiations. In fact, negotiations in Russia often involve a lot of haggling, with both parties making strong arguments for their position and attempting to get the best deal.

Question 14

Which of the following would fall outside the general role of a mediator
A)suggest
B)reason
C)persuade
D)facilitate
E)dictate

Accepted Answer

The general role of a mediator is to facilitate communication and negotiation between conflicting parties with the goal of reaching a mutually beneficial agreement. Mediators are not supposed to dictate solutions to the parties involved, as this would undermine the principles of neutrality and impartiality that are essential to the mediation process. Therefore, the option E, which suggests the mediator dictates the solution to the parties, falls outside the general role of a mediator.

Question 15

In third-party negotiations, a third party with the authority to dictate an agreement is known as a(n)
A)mediator.
B)arbitrator.
C)conciliator.
D)consultant.
E)counselor.

Accepted Answer

In third-party negotiations, if the third party has the authority to dictate an agreement, they are acting as an arbitrator. A mediator works to facilitate communication and help the parties reach their own agreement, while a conciliator works to reconcile the parties' differences without making a formal decision. A consultant or counselor may provide advice, but they do not have the authority to dictate an agreement.

Question 16

The lowest value acceptable to you for a negotiated agreement is determined by your
A)best alternative to a negotiated agreement (BATNA).
B)margin of error.
C)bid price.
D)asking price.
E)negotiating stance.

Accepted Answer

The lowest value acceptable to you for a negotiated agreement is determined by your best alternative to a negotiated agreement (BATNA). This is essentially the most favorable alternative you have if the negotiation fails. Knowing your BATNA helps you determine how low you are willing to go in the negotiation and can help you avoid accepting an agreement that is worse than your best alternative.

Question 17

Stephen's experience in labour-management relations is that one of the groups always seems to win at the expense of the other.This is known as
A)integrative bargaining.
B)groupthink.
C)the bargaining zone.
D)distributive bargaining
E)collective bargaining.

Accepted Answer

Distributive bargaining is a negotiation strategy where one party gains at the expense of the other party. It is also known as "win-lose" bargaining. This is the situation Stephen is describing, where he sees one group always winning at the expense of the other in labour-management relations. Integrative bargaining, on the other hand, is a strategy where both parties work together to find mutually beneficial solutions. Groupthink involves a group making decisions without considering all available information. The bargaining zone refers to the potential range of outcomes that both parties are willing to accept in a negotiation. Collective bargaining is the process where representatives of management and labour negotiate terms and conditions of employment.

Question 18

SCENARIO 9-2 Labour and management at DJ Trucking cannot agree upon a contract for the truck drivers.Each side contends that they are bargaining fairly, but no agreement appears to be possible.
Which of the following is a characteristic of distributive bargaining
A)I win; you win.
B)long-term focus
C)convergent or congruent interests
D)parties' interests are opposed to each other
E)sensitivity to each other's needs

Accepted Answer

Distributive bargaining is a type of negotiation in which one party's gain is the other party's loss, meaning that the parties' interests are opposed to each other. This scenario clearly indicates that both labour and management are not able to reach an agreement, which suggests that they are involved in distributive bargaining. Option A refers to integrative bargaining where both parties look for creative solutions that result in mutual gains. Option B refers to a long-term focus that is typically required in integrative bargaining. Option C refers to integrative bargaining where parties are looking for solutions that align with their common interests. Option E refers to cooperative bargaining where both parties are sensitive to each other's needs.

Question 19

The first step in the negotiation process should be
A)defining ground rules.
B)clarification.
C)justification.
D)developing a strategy.
E)bargaining.

Accepted Answer

Developing a strategy is crucial as the first step in the negotiation process because it involves setting objectives, understanding the needs and limitations of both parties, and planning how to approach the negotiation to achieve the desired outcomes.

Question 20

In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n)
A)mediator.
B)arbitrator.
C)consultant.
D)conciliator.
E)liaison.

Accepted Answer

A conciliator acts as an informal communication link between the negotiating parties, helping them to reach a settlement by improving communications, interpreting messages, and encouraging the parties to adjust or soften their positions. Unlike mediators, who may propose solutions, conciliators typically do not suggest specific terms of agreement.

Quiz 9: Conflict and Negotiation

Recent research studies in gender differences in negotiating styles and effectiveness show that

Research has found that some cultures prefer ____________ relations and may not react well to the confrontational dynamics more common among North Americans.

In third-party negotiations, a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions is known as a(n)

SCENARIO 9-2 Labour and management at DJ Trucking cannot agree upon a contract for the truck drivers.Each side contends that they are bargaining fairly, but no agreement appears to be possible. Another term for bargaining is

The negotiating strategy that emphasizes win-win solutions is called

James' "claim to fame" is that, in any negotiation process that he is involved with, he has the ability to work towards a solution that can create a win-win situation for all participants.James is thus adept at

Liking conflict and not being concerned about whether they are liked or disliked by the opposing party in the negotiations is common for the

Which of the following would fall outside the general role of a mediator

In third-party negotiations, a third party with the authority to dictate an agreement is known as a(n)

The lowest value acceptable to you for a negotiated agreement is determined by your

Stephen's experience in labour-management relations is that one of the groups always seems to win at the expense of the other.This is known as

SCENARIO 9-2 Labour and management at DJ Trucking cannot agree upon a contract for the truck drivers.Each side contends that they are bargaining fairly, but no agreement appears to be possible. Which of the following is a characteristic of distributive bargaining

The first step in the negotiation process should be

In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n)