Question 1

Mediators need to abate confrontation efforts.

Accepted Answer

The answer of Mediators need to abate confrontation efforts....

Question 2

Negotiators from the U.S.are more likely than Japanese to use a formal style in negotiations.

Accepted Answer

Japanese negotiators are typically more formal in their approach compared to their U.S. counterparts, reflecting differences in cultural norms and business etiquette.

Question 3

In the Change Competency: "GM and UAW Negotiate for Mutual Survival," the consequences of a failure to make an agreement were minimal for GM.

Accepted Answer

The article mentions that a failure to make an agreement would have resulted in a costly strike for GM, and potentially even bankruptcy. Therefore, the consequences of a failure to make an agreement were not minimal for GM.

Question 4

Four of the most common win-lose strategies in distributive negotiations are: (1)I want it all; (2)Time warp; (3)Good cop,bad cop;and (4)Ultimatums.

Accepted Answer

These are indeed four of the most common win-lose strategies in distributive negotiations.

Question 5

Each set of negotiators in integrative negotiations tries to build consensus for agreement and resolve intragroup conflict before dealing with the other group's negotiators.

Accepted Answer

The answer of Each set of negotiators in integrative negotiations...

Question 6

If both negotiators use distributive tactics,the probability of achieving great mutual benefit is maximized.

Accepted Answer

Distributive tactics are mainly focused on maximizing individual gains and not on achieving mutual benefit. Therefore, if both negotiators use distributive tactics, it is unlikely that they will be able to achieve great mutual benefit. Collaborative tactics, on the other hand, are more conducive to achieving mutual benefit.

Question 7

In attitudinal structuring,the four key principles are: (1)Separate the people from the problem; (2)Focus on interests,not positions; (3)Invent options for mutual gain;and (4)Insist on using objective criteria.

Accepted Answer

The answer of In attitudinal structuring,the four key principles are:...

Question 8

Negotiation is a process by which a third party helps two or more other parties resolve one or more conflicts.

Accepted Answer

Negotiation is a direct dialogue between two or more parties aimed at reaching a mutually acceptable agreement or solution to a conflict, without the intervention of a third party.

Question 9

Attitudinal structuring refer to the prescribed ways in which the parties should negotiate to resolve disputes.

Accepted Answer

Attitudinal structuring refers to the process of influencing the attitudes and relationships between negotiating parties to create a more conducive environment for reaching an agreement, rather than prescribing specific ways to negotiate.

Question 10

In the Change Competency: "GM and UAW Negotiate for Mutual Survival," GM and the workers union came to a mutually beneficial agreement via integrative and distributive negotiations.

Accepted Answer

The article highlights how GM and UAW utilized both integrative and distributive negotiation strategies to reach a mutually beneficial agreement that would ensure their survival. Therefore, the statement is true.

Question 11

Traditional assumptions and generalizations about cross-cultural negotiations may not apply when a long-term relationship has been established.

Accepted Answer

When a long-term relationship has been established, both parties have developed a deeper understanding and trust of each other, which may lead to more flexibility and collaboration in negotiations. Therefore, traditional assumptions and generalizations may not necessarily apply.

Question 12

Cultural effects on negotiating style have been shown to include influences on at most three factors: (1)win-win versus win-lose attitude; (2)formal or informal personal style;and (3)direct or indirect communication style.

Accepted Answer

Cultural effects on negotiating style can influence a broader range of factors beyond the three mentioned, including but not limited to decision-making processes, the importance of relationships, the role of time, and the level of emotional expressiveness.

Question 13

Mediators need four special competencies: (1)ability to diagnose conflict; (2)skill at breaking deadlocks and facilitating timely discussion; (3)ability to show mutual acceptance;and (4)ability to provide emotional support and reassurance.

Accepted Answer

This statement accurately describes the special competencies that mediators require.

Question 14

The parties in distributive negotiations identify mutual problems,identify and assess alternatives,openly express preferences,and jointly reach a mutually acceptable solution.

Accepted Answer

Distributive negotiations typically involve a fixed amount of resources or terms that are to be divided between parties, focusing on a win-lose scenario rather than identifying mutual problems and reaching a mutually acceptable solution, which is more characteristic of integrative negotiations.

Question 15

Negotiators from Japan reported the greatest emphasis on the win-win negotiating attitude.

Accepted Answer

According to various studies, negotiators from Japan are known to prioritize a win-win attitude in negotiations.

Question 16

Domestic negotiations are normally more complex than negotiations across cultures.

Accepted Answer

Domestic negotiations are generally considered less complex than cross-cultural negotiations because they involve participants who share a common cultural background, legal system, and often language, reducing misunderstandings and complexities associated with cultural differences.

Question 17

The process by which the negotiating parties seek to establish desired attitudes and relationships with each other is referred to as principled negotiation.

Accepted Answer

Principled negotiation is a strategy that focuses on the merits of a dispute, aiming to find mutually beneficial solutions by separating the people from the problem, focusing on interests rather than positions, generating a variety of possibilities before deciding, and insisting that the result be based on some objective standard. It does not specifically refer to establishing desired attitudes and relationships, although that could be a byproduct of the process.

Question 18

There are few differences among negotiators within a culture.

Accepted Answer

Cultural norms can significantly influence negotiation styles and practices, but there is also considerable variation among individuals within a culture due to personal experiences, professional backgrounds, and individual personalities.

Question 19

Attitudinal structuring means that the tactics of self-gain tend to repel moves to create greater mutual gain.

Accepted Answer

Attitudinal structuring refers to the process of influencing the attitudes and relationships between negotiating parties to foster cooperation and mutual understanding, aiming to create an environment where parties are more inclined to work towards mutual gains rather than focusing solely on self-gain.

Question 20

Distributive negotiations tend to be dominated by the collaborative and compromise conflict-handling styles.

Accepted Answer

Distributive negotiations are characterized by a win-lose approach, where parties see the negotiation as a fixed pie to be divided, often leading to competitive rather than collaborative or compromise styles.

Quiz 13: Managing Conflict and Negotiating Effectively