Question 1

BATTA is the most ideal alternative outcome one party to a negotiation could get without negotiating with the other party.

Accepted Answer

False

Question 2

A frame is the lens through which you view a negotiation.

Accepted Answer

True

Question 3

The opening offer is the best outcome each party can reasonably and realistically expect to obtain as a result of the negotiation.

Accepted Answer

False

Question 4

Reciprocity is the notion that if someone does something for you, you owe them.

Accepted Answer

True

Question 5

A car salesman focusing on getting the best value and price for the customer is using the distributive strategy.

Accepted Answer

False

Question 6

Alternative Dispute Resolution (ADR) includes any means of settling disputes outside of the courtroom.

Accepted Answer

True

Question 7

Assertiveness is a hardball tactic that involves going head to head with the other party to see who will back down first.

Accepted Answer

False

Question 8

A power tactic that involves using a direct and forceful approach to push your own agenda and/or attack the other party\'s position is assertiveness.

Accepted Answer

True

Question 9

Community building is a power tactic that involves obtaining the support and forming an alliance with others.

Accepted Answer

False

Question 10

The first component of integrative negotiation involves depersonalizing the problem so the focus is on the actual problem and not the individuals involved.

Accepted Answer

True

Question 11

Substantive interests have to do with a party\'s interests in the negotiation and dispute resolution process itself.

Accepted Answer

False

Question 12

Process interests are the needs that a negotiator has that relate to the material outcome of the negotiation.

Accepted Answer

False

Question 13

Asking open ended questions is the best way to identify the others party\'s needs.

Accepted Answer

True

Question 14

Evaluating proposals objectively according to their merits helps to avoid reactive devaluation.

Accepted Answer

True

Question 15

Integrative negotiation assumes a competitive relationship.

Accepted Answer

False

Question 16

It is best to use subjective criteria to evaluate alternatives.

Accepted Answer

False

Question 17

How much to trust the other party depends on direct and indirect experience with him or her.

Accepted Answer

True

Question 18

In negotiation, conflict occurs when there is no overlap between the parties\' resistance points.

Accepted Answer

True

Question 19

Substantive conflict is based on interpersonal differences.

Accepted Answer

False

Question 20

Relationship conflict arises over desired outcomes or processes.

Accepted Answer

False

Question 21

Informal dispute resolution is generally most effective in the later stages of conflict after the parties have become entrenched in their positions.

Accepted Answer

False

Question 22

Restorative Justice gives victims an opportunity to ask questions and tell the offender the harm they have caused

Accepted Answer

True

Question 23

A power-based approach involves using one\'s authority or other strengths to coerce the other party to make concessions.

Accepted Answer

True

Question 24

An interest-based approach seeks to apply a standard of fairness, contract, or law to resolve the dispute

Accepted Answer

False

Question 25

A rights-based approach focuses on the rights of individuals.

Accepted Answer

False

Question 26

Power, rights, and interests are three distinct approaches, but they are not mutually exclusive

Accepted Answer

True

Question 27

Self-awareness enables you to recognize how your personality characteristics facilitate or hinder your effectiveness in the negotiation process.

Accepted Answer

True

Question 28

Knowing your unique personality characteristics is unrelated to your knowledge, capability, or confidence in a negotiation

Accepted Answer

False

Question 29

Locus of control is the tendency to adjust our behavior relative to the changing demands of social situations

Accepted Answer

False

Question 30

Self-monitoring is a personality trait that describes individuals\' beliefs about the cause of or control over situations and events.

Accepted Answer

False

Question 31

Your data-gathering and decision-making preferences influence how you prepare for and behave in negotiations

Accepted Answer

True

Question 32

One\'s personality traits tend to be stable across time and situations.

Accepted Answer

True

Question 33

Understanding the other party\'s personality traits can give you an edge in negotiations.

Accepted Answer

True

Question 34

Those with an external locus of control are likely to spend more time preparing for negotiations than internals

Accepted Answer

False

Question 35

Research shows that women tend to use communication to connect with others expressing feelings, empathizing, and building relationships, and tend to speak in ways that are indirect, vague, and even apologetic.

Accepted Answer

True

Question 36

Because men tend to use communication to assert their status and request action and use more direct, succinct language they tend to be better suited for integrative negotiations than women.

Accepted Answer

False

Question 37

Communication is the basis upon which negotiation processes occur.

Accepted Answer

True

Question 38

The impact of an individual\'s perceptions, experiences, and abilities on the communication process is inconsequential.

Accepted Answer

False

Question 39

Negotiators who are more shy and passive might choose not to question or confront the other party in a face-to-face negotiation.

Accepted Answer

True

Question 40

Research has found that electronic communication increases interpersonal skill differences between negotiations because individuals have time and opportunity to think about others\' messages and compose and revise their own.

Accepted Answer

False

Question 41

Having more information doesn\'t necessarily lead to better negotiation outcomes.

Accepted Answer

True

Question 42

When presenting a complex proposal you should not give the other party time to formulate clarifying questions.

Accepted Answer

False

Question 43

Noise can occur when a person who is negotiating a work schedule with a co-worker is thinking about their child\'s soccer practice.

Accepted Answer

False

Question 44

Virtual negotiation is any negotiation where the parties are not talking to each other.

Accepted Answer

False

Question 45

Active listening occurs when the listener not only hears and reacts to the words being spoken but also paraphrases, clarifies, and gives feedback to the speaker about the messages being received.

Accepted Answer

True

Question 46

Attentive listening occurs when the listener is genuinely interested in the speaker\'s point of view and makes assumptions about the messages and fills in gaps with assumptions based on what the listener wants to hear rather than on what the speaker is actually saying.

Accepted Answer

True

Question 47

A communication channel is the method or medium used to convey a message.

Accepted Answer

True

Question 48

To put thoughts into a message according to your own perceptions, experiences, and abilities is to decode.

Accepted Answer

True

Question 49

Information overload occurs when the volume of information a person receives exceeds his capacity to process it.

Accepted Answer

True

Question 50

Any distortion factor that blocks, disrupts, or distorts the message sent to the receiver, interfering with the communication process is referred to as clarity

Accepted Answer

False

Question 51

Active is the type of listening that occurs when the listener acts as a sponge, taking in the information with no or little attempt to process or enhance the message(s) being sent by the speaker.

Accepted Answer

False

Question 52

Using face-to-face as a medium in a negotiation hinders the opportunity for immediate clarification and feedback.

Accepted Answer

False

Question 53

Listening is a critical component of the negotiation process that goes beyond merely hearing what another person is saying to constructing meaning from all the verbal and nonverbal signals the speaker is sending.

Accepted Answer

True

Question 54

Persuasion is a form of influence that involves careful preparation and proper presentation of arguments and supporting evidence in an appropriate and compelling emotional climate.

Accepted Answer

True

Question 55

Using force, manipulation, or coercion to persuade the other party in a negotiation is appropriate if you are successful in gaining agreement

Accepted Answer

False

Question 56

Leaders are most effective in persuading others to buy into their ideas when they are collectivistic in their approach and show that they respect and care about others\' beliefs and needs, regardless of their position or status.

Accepted Answer

False

Question 57

If you determine what the other party wants up front, you can present your point in a way that helps him achieve what he wants while simultaneously getting what you want.

Accepted Answer

True

Question 58

To demonstrate expertise one can present appropriate information, reliable data, exaggerated claims, and a passion for the subject.

Accepted Answer

False

Question 59

When trying to persuade someone it is better to invent answers to their questions than to admit you don\'t know.

Accepted Answer

False

Question 60

When trying to persuade someone it is important to prepare responses for potential objections in advance.

Accepted Answer

False

Question 61

When you trust someone it is often reciprocated, enabling an open, honest dialog that can facilitate the creation of mutually beneficial solutions.

Accepted Answer

True

Question 62

In a negotiation it is generally better to provide negative information in writing.

Accepted Answer

True

Negotiation T/F Only- Exam #1 – Flashcards

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