Question 1

Which of the following statements is not true concerning integrative bargaining?

Accepted Answer

A)  It is preferable over distributive bargaining. 
B)  It helps builds long-term working relationships. 
C)  It bonds negotiators. 
D)  It leaves one party a loser. 
E)  all of the above are true 
A)  It is preferable over distributive bargaining. 
B)  It helps builds long-term working relationships. 
C)  It bonds negotiators. 
D)  It leaves one party a loser. 
E)  all of the above are true D

Question 2

A resistance point can be defined as:

Accepted Answer

A)  the lowest outcome acceptable to a negotiator. 
B)  a stage in the negotiation process where parties can not agree on a beneficial outcome. 
C)  the point at which a negotiator believes his or her opponent will accept a less favorable settlement. 
D)  the area between the settlement range and the aspiration range. 
E)  none of the above 
A)  the lowest outcome acceptable to a negotiator. 
B)  a stage in the negotiation process where parties can not agree on a beneficial outcome. 
C)  the point at which a negotiator believes his or her opponent will accept a less favorable settlement. 
D)  the area between the settlement range and the aspiration range. 
E)  none of the above A

Question 3

The meaning of a zero-sum condition is:

Accepted Answer

A)  at least one settlement can create a win-win solution. 
B)  the negotiation has a win-at-any-cost dynamic. 
C)  any gain made by one party is at the other's expense. 
D)  all are examples of a zero-sum condition 
E)  none of the above 
A)  at least one settlement can create a win-win solution. 
B)  the negotiation has a win-at-any-cost dynamic. 
C)  any gain made by one party is at the other's expense. 
D)  all are examples of a zero-sum condition 
E)  none of the above C

Question 4

Tactics used in distributive bargaining include all of the following except:

Accepted Answer

A)  persuading your opponent of the impossibility of getting to his or her target point. 
B)  arguing that your opponent's target is unfair, whereas yours is fair. 
C)  attempting to get your opponent to feel emotionally generous toward you. 
D)  using openness, trust, and flexibility to facilitate the negotiation process. 
E)  all of the above 
A)  persuading your opponent of the impossibility of getting to his or her target point. 
B)  arguing that your opponent's target is unfair, whereas yours is fair. 
C)  attempting to get your opponent to feel emotionally generous toward you. 
D)  using openness, trust, and flexibility to facilitate the negotiation process. 
E)  all of the above

Question 5

Integrative bargaining commonly leads to which outcome?

Accepted Answer

A)  Win-lose 
B)  Win-win 
C)  Zero-sum 
D)  Withdrawal from the negotiation 
E)  None of the above 
A)  Win-lose 
B)  Win-win 
C)  Zero-sum 
D)  Withdrawal from the negotiation 
E)  None of the above

Question 6

Which of the following is not a guideline for effective bargaining?

Accepted Answer

A)  Pay little attention to initial offers. 
B)  Begin with a positive overture. 
C)  Address problems, not personalities. 
D)  Have a concrete strategy. 
E)  All of the above are guidelines for effective negotiation. 
A)  Pay little attention to initial offers. 
B)  Begin with a positive overture. 
C)  Address problems, not personalities. 
D)  Have a concrete strategy. 
E)  All of the above are guidelines for effective negotiation.

Question 7

The general approaches to negotiation include:
I. distributive bargaining
II. integrative bargaining
III. systematic bargaining

Accepted Answer

A)  I and II 
B)  II and III 
C)  I and III 
D)  I, II, and III 
A)  I and II 
B)  II and III 
C)  I and III 
D)  I, II, and III

Question 8

A target point can be defined as the:

Accepted Answer

A)  point at which concessions tend to be reciprocated. 
B)  outcome the negotiator would like to achieve. 
C)  option the negotiator believes is in his or her opponent's interests. 
D)  final outcome of the negotiation process. 
E)  none of the above 
A)  point at which concessions tend to be reciprocated. 
B)  outcome the negotiator would like to achieve. 
C)  option the negotiator believes is in his or her opponent's interests. 
D)  final outcome of the negotiation process. 
E)  none of the above

Which of the following statements is not true concerning integrative bargaining?

A resistance point can be defined as:

The meaning of a zero-sum condition is:

Tactics used in distributive bargaining include all of the following except:

Integrative bargaining commonly leads to which outcome?

Which of the following is not a guideline for effective bargaining?

The general approaches to negotiation include: I. distributive bargaining II. integrative bargaining III. systematic bargaining

A target point can be defined as the:

Self-Awareness: a Point of Departure

Self-Management: Clarifying Values, Setting Goals, and Planning

Applying Emotional Intelligence

Sending Interpersonal Messages

Listening and Reading Nonverbal Messages

Providing Feedback

Communicating Across Cultures

Goal Setting

Coaching, Counseling, and Mentoring

Empowering People Through Delegation

Politicking

Persuading

Applying Leadership Style

Managing Change

Facilitating Teamwork

Valuing Diversity

Ethical Decision Making

Creative Problem Solving

Resolving Conflicts

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Exam 20: Negotiating

Which of the following statements is not true concerning integrative bargaining?

A resistance point can be defined as:

The meaning of a zero-sum condition is:

Tactics used in distributive bargaining include all of the following except:

Integrative bargaining commonly leads to which outcome?

Which of the following is not a guideline for effective bargaining?

The general approaches to negotiation include: I. distributive bargaining II. integrative bargaining III. systematic bargaining

A target point can be defined as the:

Self-Awareness: a Point of Departure

Self-Management: Clarifying Values, Setting Goals, and Planning

Applying Emotional Intelligence

Sending Interpersonal Messages

Listening and Reading Nonverbal Messages

Providing Feedback

Communicating Across Cultures

Goal Setting

Coaching, Counseling, and Mentoring

Empowering People Through Delegation

Politicking

Persuading

Applying Leadership Style

Managing Change

Facilitating Teamwork

Valuing Diversity

Ethical Decision Making

Creative Problem Solving

Resolving Conflicts

Filters