Question 1

The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.

Accepted Answer

Understanding how people will adjust and readjust, and anticipating the twists and turns of the negotiation based on one's own moves and the responses of others, is a key skill of effective negotiators.

Question 2

Differences in time preferences have the potential to create value in a negotiation.

Accepted Answer

When two parties have different time preferences, it opens up opportunities to make trades that create value for both parties. For example, one party may value immediate payment while the other party may value a delayed payment with interest. By understanding these differences, negotiators can make creative offers that satisfy both parties' interests.

Question 3

Remember that every possible interdependency has an alternative;negotiators can always say "no" and walk away.

Accepted Answer

Negotiators always have the option to say "no" and walk away from any potential interdependency, which means that every possible interdependency has an alternative.

Question 4

The parties prefer to negotiate and search for agreement rather than to fight openly,have one side dominate and the other capitulate,permanently break off contact,or take their dispute to a higher authority to resolve it.

Accepted Answer

Negotiation and seeking agreement is a preferred approach over other choices such as domination, capitulation, or escalation to a higher authority.

Question 5

Negotiation is a strategy for productively managing conflict.

Accepted Answer

Negotiation is a process where two or more parties with conflicting interests come together to find a mutually acceptable solution. It is a productive way to manage conflict by finding a solution that satisfies everyone involved.

Question 6

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Accepted Answer

Conflict can still occur due to differences in methods, priorities, or perspectives, even when parties share the same ultimate goal.

Question 7

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension,and the horizontal dimension as the assertiveness dimension.

Accepted Answer

The statement is correct. The dual concerns model has both cooperativeness and assertiveness dimensions, with cooperativeness being vertical and assertiveness being horizontal.

Question 8

In any industry in which repeat business is done with the same parties,there is always a balance between pushing the limit on any particular negotiation and making sure the other party-and your relationship with him-survives intact.

Accepted Answer

This statement is true as it is important to maintain good relationships with repeat clients or partners, while also aiming to secure the best deal possible. It is a delicate balance that must be maintained for long-term success.

Question 9

Many of the most important factors that shape a negotiation result do not occur during the negotiation,but occur after the parties have negotiated.

Accepted Answer

Many of the most important factors that shape a negotiation result occur before and during the negotiation, such as preparation, strategy, and communication, rather than after the parties have negotiated.

Question 10

It is possible to ignore intangibles,because they affect our judgment about what is fair,or right,or appropriate in the resolution of the tangibles.

Accepted Answer

Intangibles, such as emotions, ethics, and values, play a crucial role in shaping our judgments and decisions about fairness, rights, and appropriateness, and therefore cannot be ignored in resolving tangible issues.

Question 11

Negotiation situations have fundamentally the same characteristics.

Accepted Answer

Negotiation situations typically involve parties with differing interests seeking a mutually acceptable agreement, often involving communication, compromise, and problem-solving.

Question 12

When the goals of two or more people are interconnected so that only one can achieve the goal-such as running a race in which there will be only one winner-this is a competitive situation,also known as a non-zero-sum or distributive situation.

Accepted Answer

In a competitive situation where only one can achieve the goal, it is known as a zero-sum or distributive situation, because the gain of one party is exactly balanced by the loss of another.

Question 13

A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

Accepted Answer

A zero-sum situation is a situation in which one person's gain is another person's loss. It involves a fixed amount of resources or rewards, where any gain made by one individual is at the expense of another individual. Therefore, there is a negative correlation between the goal attainments of individuals in a zero-sum situation.

Question 14

In contrast,non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

Accepted Answer

Non-zero-sum or integrative or mutual gains situations are characterized by the possibility for multiple parties to achieve their objectives simultaneously. Therefore, the statement is true.

Question 15

Negotiation is a process reserved only for the skilled diplomat,top salesperson,or ardent advocate for an organized lobby.

Accepted Answer

Negotiation is a skill that can be learned and applied by anyone, not just diplomats, salespeople, or lobbyists. It is an important skill in both personal and professional contexts.

Question 16

Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful.

Accepted Answer

Skillful negotiators should be well-versed in both major strategic approaches - distributive and integrative - and should be able to adapt their negotiation style based on the situation and the goals they hope to achieve. Being versatile in both approaches increases the chances of success in negotiations.

Question 17

Intragroup conflict occurs between groups.

Accepted Answer

Intragroup conflict occurs within a single group, not between different groups.

Question 18

A creative negotiation that meets the objectives of all sides may not require compromise.

Accepted Answer

A creative negotiation that meets the objectives of all sides can sometimes be achieved through finding win-win solutions that satisfy everyone's interests and needs without requiring traditional forms of compromise. This can involve finding new ways to structure deals, exploring alternative options, or leveraging unexpected opportunities.

Question 19

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation,and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

Accepted Answer

The statement correctly explains that the value of a person's BATNA is relative to the possible settlements available in the current negotiation, and this is influenced by the nature of interdependence between the parties. The stronger the interdependence between the parties, the fewer the alternatives and the higher the value of BATNA, and vice versa.

Question 20

The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.

Accepted Answer

The pattern of give-and-take can occur in both formal and informal negotiations, not just in formal ones.

Quiz 1: The Nature of Negotiation