question

Negotiation is considered a social process in which:

answer

Interdependent people with conflicting interests interact to achieve their desired outcomes.

question

Recent evidence suggests that negotiations should be conducted _______________ in order to find the best solutions for everyone involved.

answer

Collaboratively

question

Due to advances in technology and changes in the workplace, negotiation is becoming:

answer

An increasingly important skill for people to hone.

question

The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict

answer

Five.

question

Which of the following is a 'lose-win' negotiation strategy?

answer

Accommodation.

question

The two dominant strategies of the Dual Concerns Model are:

answer

Competitive and integrative

question

The strategy of an integrative approach to negotiation involves:

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Creating value

question

Creating value is best described as:

answer

Attaching substantial importance to both the relationship and the substantive terms of the outcome for both parties

question

The idea behind 'creating value" is to allow both negotiating parties to:

answer

Benefit from the negotiation.

question

The situational characteristics that determine which negotiating strategy is most appropriate are:

answer

Goals, resources, and the level of the relationship and trust

question

Negotiations are generally:

answer

Mixed-motive

question

Which of the following statements is not true?

answer

Even if there's a possibility that you may lose everything by negotiating, negotiating is still the best option.

question

Typical negotiations are conducted in _______________ stages.

answer

Three

question

Which of the following is least likely a negotiation situation?

answer

The invitation you receive to a party says you can bring a friend.

question

The first step of the first stage of a negotiation is:

answer

Pre-negotiation preparation

question

Closing the deal is the final step of the final stage of a typical negotiation. T/F

answer

False

question

The 'claiming value' negotiation strategy improves trust and the relationship between parties. T/F

answer

FALSE

question

Negotiators can use intimidation as a means to avoid conflict. T/F

answer

TRUE

question

The final step of the second stage of a typical negotiation is to implement agreements. T/F

answer

FALSE

question

Negotiation is a common occurrence in everyday life. T/F

answer

TRUE

question

Collaboration is the strategy to use for win-win results. T/F

answer

TRUE

question

A 'principled' strategy is another term for win-win negotiating T/F

answer

TRUE

question

There is no single 'best' way to negotiate. T/F

answer

TRUE

question

An analysis of the other party is the first step of the second stage of negotiating.

answer

FALSE

question

Full disclosure from both sides is necessary for a successful negotiation.

answer

FALSE

question

What percentage of the negotiation process should be devoted to preparation?

answer

Eighty (80%)

question

The strategic planning stage of preparation includes:

answer

Defining the situation, establishing the desired goals, formulating a strategy and deciding how to implement the strategy.

question

Considering questions such as, "Will you be negotiating a deal, settling a dispute or making a team decision? Will you negotiate with this party once or multiple times? Will you negotiate publicly or privately?" define the:

answer

Nature of the interaction

question

Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:

answer

A distributive strategy

question

Issues are:

answer

The points that must be addressed.

question

The basic problem in most negotiations is:

answer

Conflicting interests

question

Which one of the responses to the following phrase is false? A Best Alternative To a Negotiated Agreement (BATNA):

answer

Decreases your bargaining power

question

Electronic negotiations make testing assumptions:

answer

More difficult.

question

A 'wise agreement' is one that:

answer

Satisfies the interests of both parties.

question

Labor markets, unemployment rates, workforce demographics and financial markets are examples of negotiation:

answer

Context.

question

Relative power influences the negotiation ________________ a negotiator chooses.

answer

Tactics

question

The bargaining mix, target points, BATNA and resistance points are determined during the ____________________ component of preparing for the negotiation.

answer

Framework operationalizing.

question

Testing assumptions refers to:

answer

Meeting with the other party to validate the estimates and hunches you made during your analysis of the party.

question

Identifying the problem to be solved, opportunity to be mined, dispute to be settled or team decision to be made are all elements of:

answer

Defining the situation

question

The zone of possible agreement (ZOPA) is the range between:

answer

Your resistance points

question

To achieve the greatest gains, negotiators should stick to the script they created during the preparation phase. T/F

answer

FALSE

question

Negotiation preparation includes obtaining information about the other party's needs, strategy and goals. T/F

answer

TRUE

question

Preserving the relationship is a desirable goal in all types of negotiations. T/F

answer

FALSE

question

Substantive, relationship and process goals are interdependent. T/F

answer

TRUE

question

Substantive and relationship goals help determine which strategy and tactics to use. T/F

answer

TRUE

question

Interests are the motives underlying your positions. T/F

answer

TRUE

question

Aspiration levels or target points are artificially high goals that you use as a starting point for the negotiation. T/F

answer

FALSE

question

. It is possible for a Best Alternative To a Negotiated Agreement (BATNA) to be worse than not reaching an agreement with the other party. T/F

answer

TRUE

question

The dilemma of honesty argues that the other party may take advantage of you if you believe too much of what he or she tells you, but you may not be able to reach an agreement if you believe too little. T/F

answer

FALSE

question

The party who needs the other most has the most bargaining power. T/F

answer

FALSE

question

Message encoding, message decoding and the communication channel are examples of

answer

The elements of communication

question

Language barriers and cultural differences are examples of:

answer

Noise

question

The medium through which a message is sent is called:

answer

The communication channel.

question

Negotiators who use a direct, relationship-oriented communication style are called:

answer

Expressers

question

"I can't go any higher with my offer because my boss won't let me" is an example of:

answer

An explanation.

question

Negotiator 1: "I don't think my interests are being met adequately in your proposal." Negotiator 2: "You're not satisfied with how our proposal satisfies your interests?"

answer

Paraphrasing

question

"What do you mean by saying that your interests are not being met adequately?" is an example of:

answer

Inquiring

question

Which of the following is an example of acknowledging?

answer

"I understand how frustrating it is to be in your position."

question

Which of the following is related to how the conversation is structured?

answer

Turn denying.

question

Focusing on the speaker and suspending judgments about what the speaker is saying are examples of:

answer

Active listening

question

Who speaks, when they speak, to whom they speak and for how long all refer to:

answer

How the conversation is structured

question

Which of the following suggests that the other party is willing to negotiate integratively?

answer

The negotiator asks for information about your party's priorities

question

Which of the following serves to create the sense that you and the other party are in sync with one another?

answer

Building rapport

question

"Direct versus indirect" and "task-oriented versus relationship-oriented" are examples of communication_________________.

answer

Styles

question

"Less accurate information processing and fewer insights are gained." This is an example of the influence of __________________ negotiations.

answer

Text-only

question

The goal of communication in negotiation is to create a shared understanding of the same problems, opportunities, issues, interests and so forth. T/F

answer

TRUE

question

Negotiators who use words that focus mainly on things generally use different tactics than negotiators who use words that focus mainly on people. T/F

answer

TRUE

question

. In negotiation, preferences refer to the negotiator's tendency to use verbally aggressive tactics as opposed to relationship-building tactics. T/F

answer

TRUE

question

Negotiators who propose three or more alternatives tend to confuse the other party and make it more difficult to come to an agreement, even when the alternatives are attractive. T/F

answer

FALSE

question

"What resources do you need to help you perform your job more efficiently?" is an example of a targeted question. T/F

answer

TRUE

question

Asking for advice should be avoided because it suggests weakness to the other party. T/F

answer

FALSE

question

The communication channel you use for a negotiation influences the degree to which you attend to the other party T/F

answer

TRUE

question

Rapport-building is more difficult to achieve with e-mail negotiations than with face-to-face negotiations. T/F

answer

TRUE

question

Facial expressions do not always reflect our emotions. T/F

answer

TRUE

question

Consistency between a negotiator's verbal and nonverbal messages suggests that this person is telling the truth

answer

TRUE

question

Irrational escalation of commitment is an example of:

answer

COGNITIVE BIAS

question

Reactive devaluation is an example of:

answer

PERCEPTION ERROR

question

Impact bias is an example of:

answer

EMOTIONAL BIAS

question

John booked a flight on Fly-by-Night airline even though he had a horrible experience landing several hours late on the airline the last time he flew to Chicago. He could have booked the flight on another airline that he preferred over Fly-by-Night because the service was always impeccable and because it almost always arrived on time. But he had generated enough points after his previous flight on Fly-by-Night for a free round trip ticket and he had to use them or lose them within the next six months. John's decision to fly on Fly-by-Night is an example of:

answer

Being unable to ignore sunk costs.

question

When preparing for her yard sale, Betty overinflated the price of her favorite doll from childhood because she was so emotionally attached to it. A potential buyer offered a price that Betty thought was too low, but Betty said she would compromise and meet the potential buyer in the middle of their two offers. The potential buyer, who was a doll expert, told Betty the price was still too high based on its market value. Betty still thought the price she set was reasonable and that the potential buyer was trying to deceive her, and she would not lower her price. The price that Betty asked for the doll was influenced by:

answer

The endowment effect.

question

The tendency to overestimate the extent to which others can discern our thoughts and objectives is called:

answer

The illusion of transparency.

question

Mispredicting the intensity or duration of the pleasure or pain that future events will bring is which of the following emotional errors?

answer

Competitive arousal.

question

Paul is a negotiator who keeps distracting the other party's attention from multiple issues in order to get the other party to pay attention to the one issue that is most important to Paul. Paul is attempting to use_______________ to his advantage.

answer

Focalism

question

Biases are mainly:

answer

Unconscious

question

Overconfidence may be caused by:

answer

Inadequate preparation

question

The "fixed pie" assumption is related to:

answer

High levels of competitiveness

question

The _____________ and _________________ contribute to ignoring sunk costs.

answer

Confirmation trap / selective attention

question

Anchors:

answer

Are very influential on how we think, subsequent to the anchor being set.

question

If negotiators were rational they would:

answer

Never reach an agreement with a negative ZOPA

question

We often estimate the value of uncertain objects or events using information that is irrelevant because it happens to be ______________.

answer

Easily recallable

question

Perceptual decision-making errors can be caused by faulty perceptions of social entities and situations T/F

answer

TRUE

question

People are generally pretty good at figuring out what they are feeling.

answer

FALSE

question

People's strong desire to be consistent is an example of impression management.

answer

TRUE

question

In order to be effective in influencing the terms a negotiator will accept, an anchor cannot be set arbitrarily

answer

FALSE

question

It is not advisable to focus on one issue when negotiating integratively because it prevents negotiators from searching for and finding mutually beneficial tradeoffs. T/F

answer

TRUE

question

Perspective taking is an asset to a negotiator. T/F

answer

TRUE

question

Having an audience enhances the effectiveness of a negotiator. T/F

answer

FALSE

question

The preparation stage is too early in the negotiation process to account for and plan on how to reduce biases. T/F

answer

FALSE

question

We are usually aware of cognitive biases when they occur, though we are not usually aware of emotional biases when they occur T/F

answer

FALSE

question

Schemata simplify information processing and decision making.

answer

TRUE

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