Question 1

The negotiator's ____ is the unspoken motivation or reason that underlies any given negotiation position.
A) want
B) need
C) interest
D) BATNA
E) bargaining zone

Accepted Answer

The negotiator's interest is the unspoken motivation or reason that underlies any given negotiation position. The other options may also have a role in a negotiation, but they are not the specific term used to describe the underlying motivation. Want may be related to a desire or preference, need may be related to a requirement or necessity, BATNA is the Best Alternative To a Negotiated Agreement, and bargaining zone is the range of options that can be agreed upon in a negotiation.

Question 2

During an international negotiation,an interpreter might verbally communicate yet not fully convey the significance of unspoken actions,signals,and customs that may be invisible to the foreign or nonnative negotiator.

Accepted Answer

Interpreters may not fully convey nonverbal cues or cultural customs, which can impact the negotiation.

Question 3

According to Karrass,research indicates that e-mail-based negotiations typically take less time to complete than those conducted face-to-face.

Accepted Answer

Research indicates that e-mail-based negotiations often take longer to complete than those conducted face-to-face due to the lack of immediate feedback, potential for misinterpretation, and absence of non-verbal cues.

Question 4

A/An ____ refers to those negotiated outcomes that a negotiator would like to have.
A) need
B) BATNA
C) position
D) interest
E) want

Accepted Answer

A "want" refers to the outcomes a negotiator would like to achieve, as opposed to needs or interests which are more fundamental or underlying motivations.

Question 5

Negotiators who interact face-to-face are more likely to reach agreement and avoid impasse than their e-negotiation counterparts.

Accepted Answer

Face-to-face communication allows for more effective rapport building, nonverbal cues, and real-time feedback that can aid in resolving conflicts and reaching agreement. E-negotiation, while convenient, lacks these important factors and may lead to misunderstandings and impasse.

Question 6

In win-win negotiation,if one party gains,it is only at the expense of the other party.

Accepted Answer

In win-win negotiation, both parties can gain something of value and benefit. It is about finding a mutually beneficial solution rather than a win-lose outcome where one party gains at the expense of the other.

Question 7

Negotiators may behave differently electronically than they do in person.

Accepted Answer

Research has shown that negotiators may exhibit different behavior electronically compared to in-person due to factors such as decreased social cues and increased anonymity.

Question 8

Step 1 of Triangle Talk is ____.
A) know exactly what they want
B) propose action in a way they can accept
C) know exactly what you want
D) apply tactics to win the negotiation
E) None of these choices.

Accepted Answer

Step 1 of Triangle Talk is for the negotiator to know exactly what they want.

Question 9

Which of the following is not one of the popular definitions of negotiation as presented in the text?
A) A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us.
B) Negotiation is the process of communicating back and forth for the purpose of reaching a joint agreement about differing needs or ideas.
C) Negotiating is the end game of the sales process.
D) Negotiating is to be used only to get the absolutely lowest price from a supplier.
E) Negotiation is a process of formal communication, either face-to-face or via electronic means, where two or more people, groups, or organizations come together to seek mutual agreement about an issue or issues.

Accepted Answer

The other options all present popular definitions of negotiation as presented in the text, but D is incorrect. Negotiation is not only about getting the lowest price from a supplier, but rather it can be used in a variety of settings and for a variety of purposes.

Question 10

A/An ____ is also known as the negotiator's bottom line or reservation point,that is,that point in the negotiation where it is most advantageous for the negotiator to walk away from the table and implement his or her next-best option.
A) BATNA
B) position
C) interest
D) need
E) want

Accepted Answer

A BATNA (Best Alternative To a Negotiated Agreement) refers to the negotiator's next-best option if they cannot reach a satisfactory agreement in the current negotiation. The BATNA is also known as the negotiator's bottom line or reservation point, as it represents the point at which the negotiator is willing to walk away from the negotiation rather than accept an unsatisfactory outcome. Therefore, A is the best choice for the given description.

Question 11

A negotiator's ____ can be defined as his or her opening offer,which represents the optimistic (or ideal)value of the issue being negotiated.
A) interest
B) need
C) BATNA
D) position
E) want

Accepted Answer

A negotiator's position is their initial offer or proposal for what they want in the negotiation. It represents the optimistic or ideal value they hope to achieve. For example, a job candidate might negotiate for a higher salary by starting with a higher position than they expect to get, hoping to eventually settle for something closer to their target value.

Question 12

When preparing for a negotiation with a supplier located in another country,companies must invest in substantial extra time and effort in planning for the negotiation to accommodate new translation,travel,modes of transportation,and other foreign business requirements.

Accepted Answer

Negotiations with suppliers in foreign countries require additional preparations due to language and cultural differences, as well as logistical considerations such as travel and transportation. Therefore, companies must invest extra time and effort in planning for such negotiations.

Question 13

In e-negotiation,status differences are highly visible,and social norms and behaviors are easy to discern.

Accepted Answer

In e-negotiation, status differences and social norms and behaviors may not be as visible or easily discernible as they are in face-to-face negotiations. This is due to the lack of nonverbal cues and other factors that can impact communication and interpretation of social dynamics.

Question 14

E-negotiators generally ask more questions and tend to make fewer assumptions during the negotiation.

Accepted Answer

The answer of E-negotiators generally ask more questions and tend...

Question 15

____ are the action plans designed to help achieve a desired result.
A) Arguments
B) Questions
C) Strategies
D) Objectives
E) Tactics

Accepted Answer

The answer of ____ are the action plans designed to...

Question 16

There is no danger in stereotyping or oversimplifying the cultural characteristics of different countries or regions.

Accepted Answer

Stereotyping and oversimplifying cultural characteristics can lead to misunderstandings and perpetuate harmful stereotypes, ultimately hindering cross-cultural communication and understanding. It is important to recognize the diversity and complexity within cultures and approach them with an open and respectful mindset.

Question 17

The use of electronic media such as e-mail,texting,and instant messaging,has no measurable impact on the nature and effectiveness of a negotiation.

Accepted Answer

Studies have shown that the use of electronic media can have a measurable impact on the nature and effectiveness of a negotiation. Electronic communication can lead to misinterpretation of tone and nonverbal cues, which can hinder effective communication and understanding. Additionally, negotiations conducted through electronic media can sometimes lack the necessary level of personal connection and rapport building that can be established in face-to-face negotiations.

Question 18

Which of the following is not a reason for negotiating with suppliers?
A) The total contract value or volume is large.
B) The purchase is for widely available, commodity-like goods.
C) The purchase involves complex technical requirements, perhaps even product and process requirements and specifications that are still evolving.
D) The purchase involves a special or collaborative relationship.
E) The supplier will perform important value-added activities.

Accepted Answer

Negotiating with suppliers is not necessary for widely available, commodity-like goods as they have standardized prices in the market, and the buyer can easily compare offers from different suppliers. The other options provide valid reasons to negotiate with suppliers.

Question 19

A win-lose negotiation approach works best for items or services that are important to the buyer's products or business or when the item involves high-dollar items or services where cost control is critical.

Accepted Answer

A win-win negotiation approach is often more effective in creating a long-term, sustainable relationship between buyer and seller. Win-lose negotiation may result in short-term gains, but can damage relationships and create negative feelings between parties. Cost control can still be achieved through a win-win approach by finding ways to create value and work together towards a mutually beneficial solution.

Question 20

A/An ____ is considered to be a negotiated outcome that the negotiator must have in order to reach a successful outcome to the negotiation.
A) want
B) need
C) BATNA
D) position
E) interest

Accepted Answer

A need in negotiation is considered a non-negotiable requirement or outcome that a negotiator sees as essential for the agreement to be satisfactory. Unlike wants or interests, which are desirable but not essential, needs represent the core objectives without which a negotiator cannot consider the negotiation successful.

Quiz 13: Negotiation and Conflict Management

The negotiator's ____ is the unspoken motivation or reason that underlies any given negotiation position.

During an international negotiation,an interpreter might verbally communicate yet not fully convey the significance of unspoken actions,signals,and customs that may be invisible to the foreign or nonnative negotiator.

According to Karrass,research indicates that e-mail-based negotiations typically take less time to complete than those conducted face-to-face.

A/An ____ refers to those negotiated outcomes that a negotiator would like to have.

Negotiators who interact face-to-face are more likely to reach agreement and avoid impasse than their e-negotiation counterparts.

In win-win negotiation,if one party gains,it is only at the expense of the other party.

Negotiators may behave differently electronically than they do in person.

Step 1 of Triangle Talk is ____.

Which of the following is not one of the popular definitions of negotiation as presented in the text?

A/An ____ is also known as the negotiator's bottom line or reservation point,that is,that point in the negotiation where it is most advantageous for the negotiator to walk away from the table and implement his or her next-best option.

A negotiator's ____ can be defined as his or her opening offer,which represents the optimistic (or ideal) value of the issue being negotiated.

When preparing for a negotiation with a supplier located in another country,companies must invest in substantial extra time and effort in planning for the negotiation to accommodate new translation,travel,modes of transportation,and other foreign business requirements.

In e-negotiation,status differences are highly visible,and social norms and behaviors are easy to discern.

E-negotiators generally ask more questions and tend to make fewer assumptions during the negotiation.

____ are the action plans designed to help achieve a desired result.

There is no danger in stereotyping or oversimplifying the cultural characteristics of different countries or regions.

The use of electronic media such as e-mail,texting,and instant messaging,has no measurable impact on the nature and effectiveness of a negotiation.

Which of the following is not a reason for negotiating with suppliers?

A win-lose negotiation approach works best for items or services that are important to the buyer's products or business or when the item involves high-dollar items or services where cost control is critical.

A/An ____ is considered to be a negotiated outcome that the negotiator must have in order to reach a successful outcome to the negotiation.