Question 1

Negotiation is the process of making joint decisions when the parties involved have similar preferences.

Accepted Answer

Negotiation is the process of making joint decisions when the parties involved have different preferences or interests that need to be reconciled. If the parties have similar preferences, then there may not be a need for negotiation as they may already agree on the course of action.

Question 2

A negotiator's personal best alternative to a negotiated agreement (BATNA) addresses his or her question: "What will I do if an agreement cannot be reached?"

Accepted Answer

A BATNA (Best Alternative to a Negotiated Agreement) indeed represents a negotiator's fallback plan or option in case the current negotiations fail to result in an agreement.

Question 3

Non-rational escalation of conflict occurs when the negotiator becomes committed to previously stated demands and allows needs for "ego" and "face saving" to increase the perceived importance of satisfying those demands.

Accepted Answer

Non-rational escalation of conflict is a real phenomenon often observed in negotiations where negotiators become committed to previously stated demands and allow their egos and the need for face-saving to increase the perceived importance of satisfying those demands, leading to escalation of the conflict.

Question 4

Too much "telling" and too little "hearing" occurs when the negotiator becomes overconfident, believing that his or her position is the only correct one, and failing to see the needs of the other party and the merits of the other party's position.

Accepted Answer

The answer of Too much "telling" and too little "hearing"...

Question 5

In conducting a principled negotiation, a person should separate the people from the problem; focus on interests, not on positions; generate many alternatives before deciding what to do; and insist that results are based on an objective standard.

Accepted Answer

These are the four key principles of principled negotiation as outlined in the book "Getting to Yes" by Roger Fisher and William Ury, which emphasize focusing on mutual interests rather than entrenched positions, generating options for mutual gain, and basing decisions on objective criteria.

Question 6

Josette was determined to get what she wanted in her negotiation, no matter the cost. She fell into the trap of overconfidence during her negotiation process.

Accepted Answer

The answer of Josette was determined to get what she...

Question 7

Effective negotiation occurs when issues of substance are resolved and working relationships among the negotiating parties are maintained or improved.

Accepted Answer

Effective negotiation is not just about getting what you want but also about preserving and enhancing the relationship between the parties involved. A successful negotiation is one that achieves a mutually beneficial agreement and maintains a positive working relationship.

Question 8

Angus and Grace are arguing about the content of their PowerPoint presentation. Their instructor reminds them their goal is to receive a high grade for their presentation, and perhaps they should focus on achieving that result. Their instructor is appealing to their need to have more resources made available for them.

Accepted Answer

The instructor is appealing to their intrinsic motivation to achieve a high grade, not to their need for more resources.

Question 9

Madeleine had to create a "time-out" area for her battling team members. Rearranging the physical environment in their meeting room helped her to manage her team conflict more effectively.

Accepted Answer

Rearranging the physical environment to create a "time-out" area can be a useful strategy for managing team conflict, allowing team members to take a break from the situation and calm down before returning to the discussion.

Question 10

Win-win conflict resolution is the most preferred result of conflict management.

Accepted Answer

Win-win conflict resolution means finding a solution that satisfies the needs and interests of all parties involved in the conflict. This is generally seen as the most ideal and preferred outcome, as it ensures that all parties feel satisfied with the resolution and can work together productively in the future.

Question 11

Quality, cost, and harmony are criteria for evaluating the effectiveness of negotiations.

Accepted Answer

Quality refers to the satisfaction of both parties with the outcome of the negotiation, cost refers to the resources expended in the negotiation process, and harmony refers to the preservation of a positive and respectful relationship between the parties involved in the negotiation. These are all important criteria for evaluating the effectiveness of negotiations.

Question 12

The bargaining zone in a classic two-party negotiation is defined as the zone between one party's minimum reservation point and the other party's minimum reservation point.

Accepted Answer

The bargaining zone, also known as the zone of possible agreement (ZOPA), is defined as the range between one party's minimum reservation point and the other party's maximum reservation point.

Question 13

A negotiator from a low-context culture is used to getting information through direct questions and answers.

Accepted Answer

In low-context cultures, communication is usually more direct and explicit, and negotiators are accustomed to gathering information through direct questions and answers. This is in contrast to high-context cultures, where communication is often more indirect and relies heavily on nonverbal cues and contextual understanding.

Question 14

Changing reward systems is a way of reinforcing teamwork and reducing the tendencies of team members to compete with one another.

Accepted Answer

By changing reward systems to focus on team performance rather than individual achievements, team members are encouraged to work together towards a common goal and collaborate rather than compete. This promotes a more cohesive and effective team dynamic.

Question 15

The principled or integrative negotiation approach focuses on trying to achieve a "win-win" solution that considers the interests of all the negotiating parties.

Accepted Answer

The statement accurately describes the principled or integrative negotiation approach.

Question 16

Substance goals are tied to the ways people work together while negotiating and how they will be able to work together again in the future.

Accepted Answer

Substance goals refer to the specific outcomes negotiators want to achieve from the negotiation, such as price, terms, and conditions, rather than how they work together or their future working relationship, which are related to relationship goals.

Question 17

The distributive negotiation approach focuses on "win-lose" claims made by each party for certain preferred results.

Accepted Answer

The distributive negotiation approach is based on dividing a fixed amount of resources between two parties, with each party trying to maximize its own share. This results in a "win-lose" situation, where one party's gain is the other party's loss.

Question 18

In a two-party negotiation, the minimum reservation point refers to the smallest outcome that one party is willing to accept and the maximum reservation point refers to the largest outcome that the other party is prepared to eventually offer.

Accepted Answer

This is an accurate definition of minimum and maximum reservation points in a two-party negotiation.

Question 19

Until the other party's reservation point is known and each party realizes that a positive bargaining zone exists, it is difficult to negotiate effectively.

Accepted Answer

The reservation point is crucial in determining if a bargaining zone exists and what the potential range of agreement can be. Without knowledge of the other party's reservation point, it is difficult to propose offers that would be acceptable to both parties and move towards a mutually beneficial agreement.

Question 20

No one should lose in a principled negotiation, and positive relationships should be maintained in the process.

Accepted Answer

In a principled negotiation, the goal is to find a mutually beneficial solution for both parties, where both parties can win. Maintaining positive relationships is also important in order to continue the business relationship beyond the negotiation.

Quiz 18: Communication and Collaboration