Question 1

"I" goals in negotiation invoke all of the following except:

Accepted Answer

A)  Fears. 
B)  Power. 
C)  Need for affiliation. 
D)  Self monitoring. 
A)  Fears. 
B)  Power. 
C)  Need for affiliation. 
D)  Self monitoring. D

Question 2

In negotiation, goals for gaining tangible things are often confused with what other types of goals?

Accepted Answer

A)  Relationship goals. 
B)  Process goals. 
C)  Personal development goals. 
D)  Face-saving goals. 
A)  Relationship goals. 
B)  Process goals. 
C)  Personal development goals. 
D)  Face-saving goals. A

Question 3

Ego needs are closely related to which other category of goals?

Accepted Answer

A)  G, or tangible gain goals. 
B)  R, or relationship goals. 
C)  P, or process goals. 
D)  None of the above. 
A)  G, or tangible gain goals. 
B)  R, or relationship goals. 
C)  P, or process goals. 
D)  None of the above. B

Question 4

Which of the following statements are true?

Accepted Answer

A)  People generally become more dissatisfied by inadequate voice than by disappointing tangible outcome. 
B)  People generally don't care about process as long as they get what they want. 
C)  A process perceived as unfair may cause dissatisfaction with an otherwise acceptable outcome. 
D)  The greater the number of parties to a negotiation, the more complex will be the process. 
A)  People generally become more dissatisfied by inadequate voice than by disappointing tangible outcome. 
B)  People generally don't care about process as long as they get what they want. 
C)  A process perceived as unfair may cause dissatisfaction with an otherwise acceptable outcome. 
D)  The greater the number of parties to a negotiation, the more complex will be the process.

Question 5

Process goals for negotiation include all of the following except:

Accepted Answer

A)  The approach. 
B)  The style. 
C)  The continuing relationship. 
D)  The procedure. 
A)  The approach. 
B)  The style. 
C)  The continuing relationship. 
D)  The procedure.

Question 6

Goals established prior to commencing negotiation are referred to as:

Accepted Answer

A)  Planning goals. 
B)  Prospective goals. 
C)  Evaluative goals. 
D)  Retrospective goals. 
A)  Planning goals. 
B)  Prospective goals. 
C)  Evaluative goals. 
D)  Retrospective goals.

Question 7

If one is not vigilant, one's "I" goals may overshadow other negotiation goals. What type of goal is most likely to be overshadowed or compromised by such phenomenon?

Accepted Answer

A)  Relationship goals. 
B)  Tangible goals. 
C)  Process goals. 
D)  Face-saving goals. 
A)  Relationship goals. 
B)  Tangible goals. 
C)  Process goals. 
D)  Face-saving goals.

Question 8

As new information becomes known during negotiation:

Accepted Answer

A)  New prospective goals must be developed. 
B)  Retrospective goals are developed. 
C)  Negotiation must be terminated. 
D)  None of the above. 
A)  New prospective goals must be developed. 
B)  Retrospective goals are developed. 
C)  Negotiation must be terminated. 
D)  None of the above.

Question 9

In the acronym "GRIP" that is helpful in remembering the four major types of negotiation goals, the letter "I" refers to:

Accepted Answer

A)  The tangible things I want to get from the negotiation. 
B)  The interpersonal process involved in the negotiation. 
C)  My ego needs that are invoked in the matter. 
D)  The most important issues for the negotiation. 
A)  The tangible things I want to get from the negotiation. 
B)  The interpersonal process involved in the negotiation. 
C)  My ego needs that are invoked in the matter. 
D)  The most important issues for the negotiation.

Question 10

Developing retrospective goals may include which of the following:

Accepted Answer

A)  Adjusting our original perspective of the conflict and the issues. 
B)  Adjusting our original goals. 
C)  Reconsidering the relative importance of varying types of goals. 
D)  All of the above. 
A)  Adjusting our original perspective of the conflict and the issues. 
B)  Adjusting our original goals. 
C)  Reconsidering the relative importance of varying types of goals. 
D)  All of the above.

"I" goals in negotiation invoke all of the following except:

In negotiation, goals for gaining tangible things are often confused with what other types of goals?

Ego needs are closely related to which other category of goals?

Which of the following statements are true?

Process goals for negotiation include all of the following except:

Goals established prior to commencing negotiation are referred to as:

If one is not vigilant, one's "I" goals may overshadow other negotiation goals. What type of goal is most likely to be overshadowed or compromised by such phenomenon?

As new information becomes known during negotiation:

In the acronym "GRIP" that is helpful in remembering the four major types of negotiation goals, the letter "I" refers to:

Developing retrospective goals may include which of the following:

Defining Negotiation and Its Components

Personality

Conflict

Negotiation Style

Key Negotiating Temperaments

Communicating in Negotiation

A Note on Cultural and Gender Differences

Interests and Goals in Negotiation

Understanding the Importance of Perception in Negotiation

Effects of Power in Negotiation

Asserting Yourself

Principles of Persuasion

Rules of Negotiation Common Mistakes

The Negotiation Process and Preparation

Alternative Styles, Strategies, Techniques of Negotiation

Team Negotiation

Negotiation in Leadership and Public Relations

Using Your Personal Negotiating Power

Post-Negotiation Evaluation

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Exam 18: Third-Party Intervention

"I" goals in negotiation invoke all of the following except:

In negotiation, goals for gaining tangible things are often confused with what other types of goals?

Ego needs are closely related to which other category of goals?

Which of the following statements are true?

Process goals for negotiation include all of the following except:

Goals established prior to commencing negotiation are referred to as:

If one is not vigilant, one's "I" goals may overshadow other negotiation goals. What type of goal is most likely to be overshadowed or compromised by such phenomenon?

As new information becomes known during negotiation:

In the acronym "GRIP" that is helpful in remembering the four major types of negotiation goals, the letter "I" refers to:

Developing retrospective goals may include which of the following:

Defining Negotiation and Its Components

Personality

Conflict

Negotiation Style

Key Negotiating Temperaments

Communicating in Negotiation

A Note on Cultural and Gender Differences

Interests and Goals in Negotiation

Understanding the Importance of Perception in Negotiation

Effects of Power in Negotiation

Asserting Yourself

Principles of Persuasion

Rules of Negotiation Common Mistakes

The Negotiation Process and Preparation

Alternative Styles, Strategies, Techniques of Negotiation

Team Negotiation

Negotiation in Leadership and Public Relations

Using Your Personal Negotiating Power

Post-Negotiation Evaluation

Filters