Question 1

____________ occurs between all forms of human groupings including individuals, groups, organizations, and countries.

Accepted Answer

C

Question 2

Two-party bargaining can be divided into two types: _________ and ___________.

Accepted Answer

Distributive bargaining is when the two parties have a fixed amount of resources to divide between them and are trying to maximize their share of those resources. Integrative bargaining is when the two parties are trying to create value by finding ways to increase the size of the pie, so both parties can get more of what they want.

Question 3

________________ exists where there are areas of mutual concern and complementary interests. The situation is a varying-sum schedule such that, by working together, both parties can increase the total profits available to be divided between them.

Accepted Answer

Integrative bargaining is a negotiation strategy where both parties work together to find solutions that benefit them both. It involves finding areas of mutual concern and identifying complementary interests. The situation is seen as a varying-sum schedule, which means that by working together, both parties can increase the total profits available to be divided between them. This is in contrast to distributive bargaining, where the focus is on dividing a fixed amount of resources and there is a win-lose mentality. Therefore, A) Integrative bargaining is the best choice for the given scenario.

Question 4

The ____________ needs to determine how he/she, as a decision maker, ought to behave in light of his/her analysis of how his/her opponent might behave.

Accepted Answer

The term "bargainer" implies a decision maker who is engaged in a negotiation, where they need to take into account the possible behaviors of their opponent in order to determine their own strategy. The other options are not specifically related to negotiation or decision making in this context.

Question 5

bargaining situation can then be defined as an interaction where parties with certain disagreements confer and exchange ideas about a possible solution until a compromise is reached or the bargaining is terminated. This is referred to as ______________.

Accepted Answer

The correct term for this type of bargaining is explicit bargaining, which involves parties explicitly discussing and negotiating conflicting positions with the goal of reaching a mutually acceptable resolution. Standard bargaining, implicit bargaining, routine bargaining, and fail-safe bargaining do not accurately describe this type of interaction.

Question 6

ccording to the textbook, three additional conditions also must exist in order for bargaining to occur. Which of the following is not one of those conditions?

Accepted Answer

The provision that states "The provisional offers must determine the outcome of the situation, i.e., one party must lose and the other party must win" is not one of the three additional conditions that must exist for bargaining to occur according to the textbook. The correct conditions are B, C, and D, as stated in the other answer.

Question 7

The parties in __________ bargaining are in basic conflict and competition because of a clash of goals: the more one party gets, the less the other gets.

Accepted Answer

Distributive bargaining, also known as zero-sum or win-lose bargaining, involves a fixed amount of resources or a fixed pie that one party tries to maximize at the expense of the other party. The more one party gains, the less the other party gains. This creates a situation of conflict and competition. In contrast, integrative or collaborative bargaining involves expanding the pie so that both parties can gain.

Question 8

One of the factors refers to the social relationship existing between the bargainers. Examples are degree of friendship or differences in status or power. Which of the following factors is this referring to?

Accepted Answer

This factor refers to the social relationship with the opponent, which is option C. Option A refers to the general predispositions of the bargainers, option B refers to the social relationship with significant others, option D refers to the system for determining payoffs, and option E refers to situational factors affecting the negotiation.

Question 9

ll of the following, with one exception, are the minimum necessary variables for a model of the overall bargaining process (which) include both the decision maker's and the opponent's ______________. Which one is the exception?

Accepted Answer

The final maximum offer is not a minimum necessary variable for a model of the overall bargaining process. While it is an important component of the bargaining process, it can be derived from the other variables (such as initial offers, desired outcomes, and rate of concession) and may not necessarily be known or explicitly stated by parties in the negotiation.

Question 10

The word ___________ is derived from Latin and in civil law means "trading on deliberations leading to an agreement."

Accepted Answer

The word that is derived from Latin and refers to trading on deliberations leading to an agreement is "negotiation". While the other options are related to the process of reaching an agreement, only "negotiation" specifically refers to the act of trading or bargaining during the deliberation process.

Question 11

The findings by psychologists can be categorized under six areas, each representing a major factor assumed to affect bargaining. Listed below are five of the six areas. However, one is incorrect. Which one?

Accepted Answer

The answer of The findings by psychologists can be categorized...

Question 12

Payoffs result from various aspects of the negotiated agreement. For example, certain terms may yield a specific amount of profit, or there may be a bonus for attaining a specified agreement, or the time spent in bargaining may involve certain costs. This is referring to __________.

Accepted Answer

The statement directly refers to the payoffs resulting from the negotiation, indicating the existence of a payoff system. Therefore, the best choice is E.

Question 13

The condition under which ____________ takes place is when two or more parties have divergent interests or goals and communication between the parties is possible.

Accepted Answer

The condition described in the statement is characteristic of bargaining, which involves the process of reaching a mutually acceptable agreement between two or more parties with divergent interests. In bargaining, communication between the parties is essential to negotiate and find potential solutions.

Question 14

conomists, on the other hand, have seen ____________ bargaining as a problem that only involves two parties dividing fixed resources with no opportunity for any outside influence of third parties.

Accepted Answer

The answer of conomists, on the other hand, have seen...

Question 15

In the ________ bargaining situation, the profits (and/or losses) of the respective bargainers always sum to the same fixed amount. The term _________ stands for the fact that what one bargainer gains, the other losses and the gains (and/or losses) net out to be _______.

Accepted Answer

The term "zero-sum" indicates that the gains (and/or losses) of one bargainer are balanced by the corresponding losses (and/or gains) of the other bargainer, resulting in a net sum of zero. Therefore, Option B is the best choice as it fits the definition correctly. The other options do not correctly define the situation.

Question 16

Individual differences in bargaining predispositions may affect bargaining behavior. This is referred to as ________________.

Accepted Answer

The answer of Individual differences in bargaining predispositions may affect...

Question 17

In a __________ schedule bargaining situation, the profits (and/or losses) of the respective bargainers, when added together, need not always equal the same fixed amount.

Accepted Answer

The answer of In a __________ schedule bargaining situation, the...

Question 18

This factor refers to the relationships of the bargainers to significant others not participating directly in the bargaining. Which of the following is this statement referring to?

Accepted Answer

The statement is referring to social relationships with significant others, as it mentions relationships with individuals not directly involved in the bargaining process.

Question 19

iscussion, understanding, and agreements are vital to ___________ bargaining.

Accepted Answer

Distributive bargaining involves negotiation where one party's gain is another party's loss, requiring discussion, understanding, and agreements to reach a mutually acceptable solution.

Question 20

The physical and social setting of the bargaining may have an effect. Is the bargaining being conducted in the home territory of one of the bargainers or on neutral ground? What, if any, is the seating arrangement? Which of the factors is this statement referring to?

Accepted Answer

The statement refers to situational factors because it discusses the impact of the physical and social setting on bargaining, including location and seating arrangements, which are aspects of the situation or context in which bargaining occurs.

Quiz 14: Bargaining and Negotiations