Question 1

With regard to effective negotiation,the ability of negotiators to understand emotions in themselves and others and to use that understanding to generate positive outcomes is defined as:
A)emotional intelligence
B)motivational orientation
C)social comparison
D)reciprocity

Accepted Answer

Emotional intelligence is the ability to recognize, understand, and manage emotions in oneself and others. This is a crucial skill in negotiation as it allows negotiators to build rapport, understand the needs and concerns of the other party, and create win-win solutions. Therefore, having emotional intelligence is key to effective negotiation.

Question 2

Sometimes it is necessary to make a threat in negotiation.In order to make an effective threat,a negotiator needs to threaten:
A)the other party's credibility
B)aggressively
C)and intimidate the other party
D)the other party's underlying interests

Accepted Answer

The most effective way to make a threat in negotiation is to threaten the other party's underlying interests or their potential losses. This puts pressure on the other party to make concessions to avoid the threatened consequences. Threatening the other party's credibility, being aggressive or intimidating can damage the relationship and lead to a negative outcome for both parties.

Question 3

With regard to reputation in negotiation,negotiators who use adversarial,stubborn,and ethically-questionable behavior often have the effect of:
A)enhancing their reputations
B)improving their business relationships
C)being regarded as ineffective
D)decreasing their group status

Accepted Answer

Negotiators who use adversarial, stubborn, and ethically-questionable behavior are often viewed as ineffective and difficult to work with, which can damage their reputation in the long term. Such behavior is generally not conducive to building effective relationships or achieving mutually beneficial outcomes. Therefore, option C is the best choice.

Question 4

Regarding the interests,rights and power model of disputing,a negotiator who uses a power-based approach is characterized by:
A)an interest in reconciling differences in a way that addresses the counterparty's most pressing needs and concerns
B)a need to apply standards of fairness to negotiation
C)an interest in formalizing parties' rights by law or contract
D)using status,rank,threats,and intimidation to prevail

Accepted Answer

A negotiator who uses a power-based approach is focused on using their status, rank, threats, and intimidation to exert their will over the other party. They are not interested in reconciling differences or applying standards of fairness. They may be interested in formalizing parties' rights by law or contract, but this is not their primary approach to negotiation.

Question 5

With regard to motivational orientation,the negotiator whose goals are individualistic in nature:
A)prefers to maximize his or her own gain and is indifferent to how much the other person is getting from the agreement
B)prefers to maximize the difference between their own profits and those of the other party
C)seeks to minimize the difference between the negotiating parties' outcomes
D)is aggressive and egotistical during the negotiation

Accepted Answer

A negotiator whose goals are individualistic in nature prefers to maximize his or her own gain and is indifferent to how much the other person is getting from the agreement. This orientation is characterized by a competitive approach and a focus on personal gain rather than mutual benefit.

Question 6

With regard to effective dispute resolution,a method whereby parties learn to prevent similar problems in the future is known as:
A)the mediation method
B)the wise counselor method
C)the postdispute analysis and feedback method
D)the crisis procedure method

Accepted Answer

The postdispute analysis and feedback method involves analyzing the dispute resolution process and providing feedback to the parties involved in order to prevent similar problems in the future. This method promotes continuous improvement and learning, making it an effective way to prevent similar disputes from happening in the future. The mediation method involves a neutral third party guiding the parties towards a mutually acceptable resolution, while the wise counselor method involves an experienced third party providing advice and guidance to the parties. The crisis procedure method involves a pre-determined plan to deal with emergency situations.

Question 7

Regarding the emotions and emotional knowledge that can influence negotiations,what is meant by strategic emotion?
A)The behavioral manifestation of felt emotions
B)Negative emotions directed at the counterparty
C)Carefully designed emotional displays orchestrated to take the counterparty off guard
D)Talking about the counterparty behind their back

Accepted Answer

Strategic emotion refers to the intentional and carefully planned display of emotions during negotiations. It is aimed at influencing the counterparty's emotions and perceptions to gain an advantage in the negotiation. This may include showing excitement or disappointment, using humor or flattery, or even feigning anger or frustration to manipulate the other party's emotions. The goal is to create a more favorable bargaining position without compromising the negotiator's credibility or integrity. Options A and B refer to general emotional displays, while option D involves unethical behavior and is not relevant to strategic emotion in negotiations.

Question 8

What are the fundamental differences between tough and soft negotiators,and what are the disadvantages of adopting either stance?

Accepted Answer

The answer of What are the fundamental differences between tough...

Question 9

Conflict escalation threatens the ability of negotiators to reach agreement.One of the most effective ways to respond to a power move by an opponent is:
A)punishment
B)laugh at the behavior
C)do not reciprocate
D)encourage a bigger threat

Accepted Answer

Responding to a power move by not reciprocating can prevent escalation of conflict and maintain a better negotiating environment. Punishment or encouraging a bigger threat may intensify the conflict, and laughing at the behavior may be perceived as disrespectful and may further escalate the situation.

Question 10

In an effort to reduce the costs of resolving disputes and produce durable resolutions,some organizations use a procedure in which senior executives consider the elements of a dispute.This procedure is known as the:
A)wise counselor strategy
B)multistep negotiation procedure strategy
C)mediation-tribulation strategy
D)loop-back strategy

Accepted Answer

The wise counselor strategy involves senior executives who act as neutral third parties and consider the elements of a dispute. They offer their insights and recommendations to the parties involved, with the aim of reducing costs and producing durable resolutions. This approach can be effective in resolving disputes, particularly in cases where there is a high degree of trust in the senior executives involved. Therefore, option A is the best choice among the given options.

Question 11

Negotiators often compare their inputs and outputs with others.Which of the following statements is true regarding social comparison in negotiation?
A)When a pro-social cooperator negotiates with a competitor,they are less likely to accept an unfair offer,as compared to individualists and competitors
B)People will sometimes refuse a larger salary if it means this would equate outcomes between themselves and another party
C)Men are more likely to engage in social comparison than women
D)Women are more likely to engage in social comparison than men

Accepted Answer

This statement accurately reflects the concept of social comparison in negotiation. People may value perceived equity or fairness with the other party over individual gain, leading them to refuse a larger salary if it means reducing the disparity between themselves and the other party. The other statements are not supported by research and are therefore incorrect.

Question 12

Adjudication is a rights-based procedure for resolving disputes.Adjudication is best characterized as a procedure that:
A)determines who is liable when contradictory standards apply
B)presents arguments to a third party who hands down a binding decision
C)formalizes goals for the negotiation
D)establishes the counterparty's opening offer

Accepted Answer

Adjudication involves presenting arguments to a third party who then hands down a binding decision. It is a process that resolves disputes by impartially determining the rights and obligations of the parties involved based on the facts and applicable law. Option A is incorrect because determining liability may not necessarily involve contradictory standards. Option C is also incorrect because formalizing goals is not the main purpose of adjudication. Option D is incorrect because establishing opening offers is a step in negotiation, not adjudication.

Question 13

Regarding 3^rd party techniques for dispute resolution,the _____ model involves an arbitrator who makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on the table and is destined to be opened unless the parties reach mutual agreement. A)final-offer arbitration B)conventional arbitration C)med-arb (mediation followed by arbitration) D)arb-med (arbitration followed by meditation)

Accepted Answer

The arb-med model involves arbitration first, where the arbitrator makes a decision and places it in a sealed envelope. This decision acts as a threat to encourage parties to reach a mutual agreement during the subsequent mediation phase.

Question 14

Regarding the interests,rights and power model of disputing,a negotiator who uses a rights-based approach is characterized by:
A)addressing the counterparty's most pressing concerns
B)applying rank and status biases to the negotiation
C)invoking norms and precedents
D)learning about the counterparty's underlying needs

Accepted Answer

A negotiator who uses a rights-based approach focuses on norms and precedents to defend their position and obtain their interests. They believe that they have a certain entitlement, and they are negotiating based on that.

Question 15

Assess your own motivational orientation by completing the questions in Exhibit 5-3.Given that a key to self-insight is recognizing the external factors that shape your motivational orientation (following Richard Shell's list),what tools do you need to help you become more effective at pie-slicing and pie expansion?

Accepted Answer

The answer of Assess your own motivational orientation by completing...

Question 16

The term that refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation is:
A)integrative self-efficacy
B)distributive self-efficacy
C)emotional intelligence
D)the halo effect

Accepted Answer

Distributive self-efficacy refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation. Integrative self-efficacy, on the other hand, refers to a negotiator's belief in their ability to integrate their own interests with those of the other party and create value in a negotiation. Emotional intelligence refers to the ability to perceive, understand, and manage one's own emotions and those of others. The halo effect is a cognitive bias in which our overall impression of a person influences our perceptions of their specific traits or abilities.

Question 17

Cooperative negotiators often get taken advantage of.Which of the following is a strategy that will help overly cooperative negotiators claim a greater share of resources?
A)Avoid delegating the negotiation task to an agent
B)Concentrate solely on the bottom line
C)Don't tell anyone about his or her negotiation goals to avoid making promises or reporting results
D)Insist on commitments,not just verbal agreements

Accepted Answer

Insisting on commitments instead of just verbal agreements helps ensure that the other party follows through on their promises and doesn't take advantage of the cooperative negotiator's willingness to compromise. Avoiding delegation and keeping negotiation goals private may not necessarily lead to a greater share of resources, while concentrating solely on the bottom line may overlook potential creative solutions.

Question 18

With regard to how to move the counterparty away from rights and power,one of the most effective methods is a process intervention; one of the least effective interventions is:
A)reciprocation
B)paraphrasing the other party's statements
C)strategic cooling off periods
D)using self-discipline and not using personal attacks

Accepted Answer

Reciprocation involves giving something to the other party in order to receive something in return. While this can be a useful tactic in some situations, it may not be effective in moving the counterparty away from rights and power. In fact, it could reinforce the counterparty's sense of power and control over the situation. The other interventions listed (paraphrasing, strategic cooling off periods, and self-discipline) are all likely to be more effective in reducing the counterparty's sense of power and moving them towards a more collaborative negotiation.

Question 19

When it comes to using power and making threats in negotiation,all of the following are true except:
A)power tends to be reciprocated with power
B)by using power it is easy to expand the pie
C)a credible threat may restart negotiations
D)it often produces a "winner" and a "loser"

Accepted Answer

Using power and making threats in negotiation may sometimes lead to expanding the pie, but it is not easy to achieve. It often involves taking a hard stance and risking a breakdown in negotiations. Therefore, choice B is not true. Choices A, C, and D are true. Power tends to be reciprocated with power, and a credible threat may restart negotiations by showing the other party the potential consequences of not reaching an agreement. However, it often produces a "winner" and a "loser," which is not ideal for creating a mutually beneficial outcome.

Question 20

What are some effective strategies for dealing with negative emotions at the bargaining table?

Accepted Answer

The answer of What are some effective strategies for dealing...

Quiz 5: Developing a Negotiation Style 1

With regard to effective negotiation,the ability of negotiators to understand emotions in themselves and others and to use that understanding to generate positive outcomes is defined as:

Sometimes it is necessary to make a threat in negotiation.In order to make an effective threat,a negotiator needs to threaten:

With regard to reputation in negotiation,negotiators who use adversarial,stubborn,and ethically-questionable behavior often have the effect of:

Regarding the interests,rights and power model of disputing,a negotiator who uses a power-based approach is characterized by:

With regard to motivational orientation,the negotiator whose goals are individualistic in nature:

With regard to effective dispute resolution,a method whereby parties learn to prevent similar problems in the future is known as:

Regarding the emotions and emotional knowledge that can influence negotiations,what is meant by strategic emotion?

What are the fundamental differences between tough and soft negotiators,and what are the disadvantages of adopting either stance?

Conflict escalation threatens the ability of negotiators to reach agreement.One of the most effective ways to respond to a power move by an opponent is:

In an effort to reduce the costs of resolving disputes and produce durable resolutions,some organizations use a procedure in which senior executives consider the elements of a dispute.This procedure is known as the:

Negotiators often compare their inputs and outputs with others.Which of the following statements is true regarding social comparison in negotiation?

Adjudication is a rights-based procedure for resolving disputes.Adjudication is best characterized as a procedure that:

Regarding 3rd party techniques for dispute resolution,the _____ model involves an arbitrator who makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on the table and is destined to be opened unless the parties reach mutual agreement.

Regarding the interests,rights and power model of disputing,a negotiator who uses a rights-based approach is characterized by:

The term that refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation is:

Cooperative negotiators often get taken advantage of.Which of the following is a strategy that will help overly cooperative negotiators claim a greater share of resources?

With regard to how to move the counterparty away from rights and power,one of the most effective methods is a process intervention; one of the least effective interventions is:

When it comes to using power and making threats in negotiation,all of the following are true except:

What are some effective strategies for dealing with negative emotions at the bargaining table?

Regarding 3^rd party techniques for dispute resolution,the _____ model involves an arbitrator who makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on the table and is destined to be opened unless the parties reach mutual agreement.