Question 1

Josh is a prospective buyer of Ellen's property and they are currently in the midst of the negotiation process.At this point,Josh is attempting to determine how quickly Ellen needs to get the property off her hands through the questions he has asked and his observation of her verbal and non-verbal responses. What stage of the negotiation is this?

Accepted Answer

The answer of Josh is a prospective buyer of Ellen's...

Question 2

Which is the earlier stage in the negotiation process?

Accepted Answer

The definition of ground rules is typically the earliest stage in the negotiation process. This involves establishing basic guidelines and expectations for the negotiation, such as who will be involved, what issues will be addressed, and how information will be shared.

Question 3

Managerial women demonstrate less confidence in anticipation of negotiating and are less satisfied with their performance after the process is complete,even when their performance and the outcomes they achieve are similar to men.

Accepted Answer

This statement is true based on research studies on gender and negotiation. Managerial women often face societal and personal barriers that contribute to a lack of confidence in negotiating, despite their qualifications and abilities. This can lead to lower levels of satisfaction with the negotiation process, even when they achieve similar outcomes to men.

Question 4

Your ________ determines the lowest value acceptable to you for a negotiated agreement.

Accepted Answer

BATNA (Best Alternative to a Negotiated Agreement) refers to the lowest value acceptable to you for a negotiated agreement. It represents your fallback option if negotiation fails to produce a desirable outcome. Therefore, it determines the minimum outcome you are willing to accept and provides a benchmark for evaluating any offers made during the negotiation process.

Question 5

Your BATNA determines the lowest value acceptable to you for a negotiated agreement.

Accepted Answer

This statement is true. BATNA stands for Best Alternative to a Negotiated Agreement, and refers to the alternative course of action a party will pursue if a negotiation fails to result in an agreement. Knowing your BATNA is important as it sets the bottom line for negotiations, allowing you to determine the lowest value you are willing to accept in a deal.

Question 6

During which phase of the negotiation process do the parties exchange their initial proposals or demands?

Accepted Answer

The answer of During which phase of the negotiation process...

Question 7

Which of the following statements about personality traits and negotiation is false?

Accepted Answer

Research does not strongly support the idea that intelligence is a strong predictor of negotiation effectiveness. Other factors, such as emotional intelligence and experience, may play a more significant role.

Question 8

The negotiation stage in which you decide who will engage in negotiations and the time constraints involved is called:

Accepted Answer

Setting the ground rules in negotiations involves determining who will participate in the negotiation and setting time constraints, among other things. This stage typically occurs before the bargaining and problem solving stage.

Question 9

If you focus on BATNA,your strategy will involve:

Accepted Answer

Focusing on BATNA means identifying your Best Alternative To a Negotiated Agreement. This involves finding the most favorable outcome you could achieve if you are unable to reach an agreement through negotiation. By focusing on your BATNA, you can determine a negotiation strategy that maximizes the potential of achieving a better outcome than your BATNA. Therefore, the answer is C - seeking the best alternative to a negotiated agreement.

Question 10

Lower outcomes can be expected where individuals underestimate their opponents' willingness to compromise on key issues before formal negotiation begins.

Accepted Answer

If individuals underestimate their opponents' willingness to compromise, they may enter the negotiation with unrealistic expectations and demands. This can lead to a breakdown in negotiations and lower outcomes for both parties.

Question 11

What important aspects of the opposite party need to be considered in the preparation and planning stage of a negotiation?

Accepted Answer

The answer of What important aspects of the opposite party...

Question 12

Negotiators who are extraverted are very successful in distributive bargaining.

Accepted Answer

There is no clear correlation between extraversion and success in distributive bargaining, as success depends on various factors such as preparation, strategy, and skillful use of tactics.

Question 13

In integrative negotiations,positive moods and emotions appear to lead to higher levels of joint gain.

Accepted Answer

Integrative negotiations focus on creating value for both parties, and a positive mood and emotions can help foster a collaborative and proactive approach that leads to mutually beneficial outcomes. Positive moods can also facilitate communication and problem-solving, making it easier for parties to find creative solutions to complex issues. Therefore, integrative negotiations tend to yield higher levels of joint gain when the parties involved maintain a positive and constructive mood throughout the process.

Question 14

Your BATNA is your:

Accepted Answer

BATNA stands for Best Alternative to a Negotiated Agreement. This means that it is the best option or alternative that you have if you cannot reach an agreement with the other party. Therefore, the correct choice is (C) best alternative to a negotiated agreement.

Question 15

Which emotion or mood is likely to result in an increase of deception during the distributive negotiation process?

Accepted Answer

The answer of Which emotion or mood is likely to...

Question 16

Which of the following is NOT a step in the negotiation process?

Accepted Answer

The evaluation of process is not a step in the negotiation process. The other options are all considered steps in negotiation: the definition of ground rules, bargaining and problem solving, and clarification and justification.

Question 17

You are considering questions such as the following: Who will do the negotiating? Where will it take place? What time constraints will apply? What stage in the negotiation process are you in?

Accepted Answer

These questions pertain to the 'definition of ground rules' stage in the negotiation process, where parties agree on the basic parameters of how the negotiation will be conducted, including logistics like location, time, and roles.

Question 18

When it comes to negotiating a contract,your BATNA determines the lowest value you are willing to accept.

Accepted Answer

BATNA (Best Alternative to a Negotiated Agreement) refers to the best course of action a person can take if a negotiation fails and no agreement is reached. It determines the lowest value one is willing to accept as an alternative to no agreement.

Question 19

People who underestimate their opponent's willingness to give on key issues before the negotiation even starts end up with lower outcomes from a negotiation.

Accepted Answer

This is because underestimating an opponent's willingness to compromise can lead to a lack of concessions and a less favorable outcome for the party who underestimated their opponent's willingness to give.

Question 20

Personality traits of the negotiating parties have a significant direct effect on the bargaining process and negotiation outcomes.

Accepted Answer

The answer of Personality traits of the negotiating parties have...

Quiz 13: Conflict and Negotiation