Negotiation T/F Only- Exam #1 – Flashcards

question
BATTA is the most ideal alternative outcome one party to a negotiation could get without negotiating with the other party.
answer
False
question
A frame is the lens through which you view a negotiation.
answer
True
question
The opening offer is the best outcome each party can reasonably and realistically expect to obtain as a result of the negotiation.
answer
False
question
Reciprocity is the notion that if someone does something for you, you owe them.
answer
True
question
A car salesman focusing on getting the best value and price for the customer is using the distributive strategy.
answer
False
question
Alternative Dispute Resolution (ADR) includes any means of settling disputes outside of the courtroom.
answer
True
question
Assertiveness is a hardball tactic that involves going head to head with the other party to see who will back down first.
answer
False
question
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.
answer
True
question
Community building is a power tactic that involves obtaining the support and forming an alliance with others.
answer
False
question
The first component of integrative negotiation involves depersonalizing the problem so the focus is on the actual problem and not the individuals involved.
answer
True
question
Substantive interests have to do with a party's interests in the negotiation and dispute resolution process itself.
answer
False
question
Process interests are the needs that a negotiator has that relate to the material outcome of the negotiation.
answer
False
question
Asking open ended questions is the best way to identify the others party's needs.
answer
True
question
Evaluating proposals objectively according to their merits helps to avoid reactive devaluation.
answer
True
question
Integrative negotiation assumes a competitive relationship.
answer
False
question
It is best to use subjective criteria to evaluate alternatives.
answer
False
question
How much to trust the other party depends on direct and indirect experience with him or her.
answer
True
question
In negotiation, conflict occurs when there is no overlap between the parties' resistance points.
answer
True
question
Substantive conflict is based on interpersonal differences.
answer
False
question
Relationship conflict arises over desired outcomes or processes.
answer
False
question
Informal dispute resolution is generally most effective in the later stages of conflict after the parties have become entrenched in their positions.
answer
False
question
Restorative Justice gives victims an opportunity to ask questions and tell the offender the harm they have caused
answer
True
question
A power-based approach involves using one's authority or other strengths to coerce the other party to make concessions.
answer
True
question
An interest-based approach seeks to apply a standard of fairness, contract, or law to resolve the dispute
answer
False
question
A rights-based approach focuses on the rights of individuals.
answer
False
question
Power, rights, and interests are three distinct approaches, but they are not mutually exclusive
answer
True
question
Self-awareness enables you to recognize how your personality characteristics facilitate or hinder your effectiveness in the negotiation process.
answer
True
question
Knowing your unique personality characteristics is unrelated to your knowledge, capability, or confidence in a negotiation
answer
False
question
Locus of control is the tendency to adjust our behavior relative to the changing demands of social situations
answer
False
question
Self-monitoring is a personality trait that describes individuals' beliefs about the cause of or control over situations and events.
answer
False
question
Your data-gathering and decision-making preferences influence how you prepare for and behave in negotiations
answer
True
question
One's personality traits tend to be stable across time and situations.
answer
True
question
Understanding the other party's personality traits can give you an edge in negotiations.
answer
True
question
Those with an external locus of control are likely to spend more time preparing for negotiations than internals
answer
False
question
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.
answer
True
question
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.
answer
False
question
Communication is the basis upon which negotiation processes occur.
answer
True
question
The impact of an individual's perceptions, experiences, and abilities on the communication process is inconsequential.
answer
False
question
Negotiators who are more shy and passive might choose not to question or confront the other party in a face-to-face negotiation.
answer
True
question
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.
answer
False
question
Having more information doesn't necessarily lead to better negotiation outcomes.
answer
True
question
When presenting a complex proposal you should not give the other party time to formulate clarifying questions.
answer
False
question
Noise can occur when a person who is negotiating a work schedule with a co-worker is thinking about their child's soccer practice.
answer
False
question
Virtual negotiation is any negotiation where the parties are not talking to each other.
answer
False
question
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.
answer
True
question
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.
answer
True
question
A communication channel is the method or medium used to convey a message.
answer
True
question
To put thoughts into a message according to your own perceptions, experiences, and abilities is to decode.
answer
True
question
Information overload occurs when the volume of information a person receives exceeds his capacity to process it.
answer
True
question
Any distortion factor that blocks, disrupts, or distorts the message sent to the receiver, interfering with the communication process is referred to as clarity
answer
False
question
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.
answer
False
question
Using face-to-face as a medium in a negotiation hinders the opportunity for immediate clarification and feedback.
answer
False
question
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.
answer
True
question
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.
answer
True
question
Using force, manipulation, or coercion to persuade the other party in a negotiation is appropriate if you are successful in gaining agreement
answer
False
question
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.
answer
False
question
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.
answer
True
question
To demonstrate expertise one can present appropriate information, reliable data, exaggerated claims, and a passion for the subject.
answer
False
question
When trying to persuade someone it is better to invent answers to their questions than to admit you don't know.
answer
False
question
When trying to persuade someone it is important to prepare responses for potential objections in advance.
answer
False
question
When you trust someone it is often reciprocated, enabling an open, honest dialog that can facilitate the creation of mutually beneficial solutions.
answer
True
question
In a negotiation it is generally better to provide negative information in writing.
answer
True
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question
BATTA is the most ideal alternative outcome one party to a negotiation could get without negotiating with the other party.
answer
False
question
A frame is the lens through which you view a negotiation.
answer
True
question
The opening offer is the best outcome each party can reasonably and realistically expect to obtain as a result of the negotiation.
answer
False
question
Reciprocity is the notion that if someone does something for you, you owe them.
answer
True
question
A car salesman focusing on getting the best value and price for the customer is using the distributive strategy.
answer
False
question
Alternative Dispute Resolution (ADR) includes any means of settling disputes outside of the courtroom.
answer
True
question
Assertiveness is a hardball tactic that involves going head to head with the other party to see who will back down first.
answer
False
question
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.
answer
True
question
Community building is a power tactic that involves obtaining the support and forming an alliance with others.
answer
False
question
The first component of integrative negotiation involves depersonalizing the problem so the focus is on the actual problem and not the individuals involved.
answer
True
question
Substantive interests have to do with a party's interests in the negotiation and dispute resolution process itself.
answer
False
question
Process interests are the needs that a negotiator has that relate to the material outcome of the negotiation.
answer
False
question
Asking open ended questions is the best way to identify the others party's needs.
answer
True
question
Evaluating proposals objectively according to their merits helps to avoid reactive devaluation.
answer
True
question
Integrative negotiation assumes a competitive relationship.
answer
False
question
It is best to use subjective criteria to evaluate alternatives.
answer
False
question
How much to trust the other party depends on direct and indirect experience with him or her.
answer
True
question
In negotiation, conflict occurs when there is no overlap between the parties' resistance points.
answer
True
question
Substantive conflict is based on interpersonal differences.
answer
False
question
Relationship conflict arises over desired outcomes or processes.
answer
False
question
Informal dispute resolution is generally most effective in the later stages of conflict after the parties have become entrenched in their positions.
answer
False
question
Restorative Justice gives victims an opportunity to ask questions and tell the offender the harm they have caused
answer
True
question
A power-based approach involves using one's authority or other strengths to coerce the other party to make concessions.
answer
True
question
An interest-based approach seeks to apply a standard of fairness, contract, or law to resolve the dispute
answer
False
question
A rights-based approach focuses on the rights of individuals.
answer
False
question
Power, rights, and interests are three distinct approaches, but they are not mutually exclusive
answer
True
question
Self-awareness enables you to recognize how your personality characteristics facilitate or hinder your effectiveness in the negotiation process.
answer
True
question
Knowing your unique personality characteristics is unrelated to your knowledge, capability, or confidence in a negotiation
answer
False
question
Locus of control is the tendency to adjust our behavior relative to the changing demands of social situations
answer
False
question
Self-monitoring is a personality trait that describes individuals' beliefs about the cause of or control over situations and events.
answer
False
question
Your data-gathering and decision-making preferences influence how you prepare for and behave in negotiations
answer
True
question
One's personality traits tend to be stable across time and situations.
answer
True
question
Understanding the other party's personality traits can give you an edge in negotiations.
answer
True
question
Those with an external locus of control are likely to spend more time preparing for negotiations than internals
answer
False
question
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.
answer
True
question
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.
answer
False
question
Communication is the basis upon which negotiation processes occur.
answer
True
question
The impact of an individual's perceptions, experiences, and abilities on the communication process is inconsequential.
answer
False
question
Negotiators who are more shy and passive might choose not to question or confront the other party in a face-to-face negotiation.
answer
True
question
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.
answer
False
question
Having more information doesn't necessarily lead to better negotiation outcomes.
answer
True
question
When presenting a complex proposal you should not give the other party time to formulate clarifying questions.
answer
False
question
Noise can occur when a person who is negotiating a work schedule with a co-worker is thinking about their child's soccer practice.
answer
False
question
Virtual negotiation is any negotiation where the parties are not talking to each other.
answer
False
question
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.
answer
True
question
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.
answer
True
question
A communication channel is the method or medium used to convey a message.
answer
True
question
To put thoughts into a message according to your own perceptions, experiences, and abilities is to decode.
answer
True
question
Information overload occurs when the volume of information a person receives exceeds his capacity to process it.
answer
True
question
Any distortion factor that blocks, disrupts, or distorts the message sent to the receiver, interfering with the communication process is referred to as clarity
answer
False
question
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.
answer
False
question
Using face-to-face as a medium in a negotiation hinders the opportunity for immediate clarification and feedback.
answer
False
question
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.
answer
True
question
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.
answer
True
question
Using force, manipulation, or coercion to persuade the other party in a negotiation is appropriate if you are successful in gaining agreement
answer
False
question
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.
answer
False
question
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.
answer
True
question
To demonstrate expertise one can present appropriate information, reliable data, exaggerated claims, and a passion for the subject.
answer
False
question
When trying to persuade someone it is better to invent answers to their questions than to admit you don't know.
answer
False
question
When trying to persuade someone it is important to prepare responses for potential objections in advance.
answer
False
question
When you trust someone it is often reciprocated, enabling an open, honest dialog that can facilitate the creation of mutually beneficial solutions.
answer
True
question
In a negotiation it is generally better to provide negative information in writing.
answer
True