Question 1

Target setting often requires considering how to package several issues and objectives.

Accepted Answer

A) True 
 B)False  True

Question 2

What are the advantages and disadvantages of limiting a negotiator's authority?

Accepted Answer

Advantages: Negotiators kept on a "short leash" cannot be won over by a persuasive presentation to commit their constituency to something that is not wanted. They cannot give out sensitive information carelessly. Disadvantages: When a negotiator always has to "check things out" with those he represents, the other party may refuse to continue until someone who has the power to answer questions and make decisions is brought to the table. The limited authority may frustrate the other and create an unproductive tension in the negotiating relationship.

Question 3

If the other party has a strong and viable alternative, he/she will

Accepted Answer

A)  be dependent on achieving a satisfactory agreement 
B)  appear aggressive and hostile in negotiations 
C)  set and push for high objectives 
D)  have unlimited negotiating authority 
E)  all of the answers are correct 
A)  be dependent on achieving a satisfactory agreement 
B)  appear aggressive and hostile in negotiations 
C)  set and push for high objectives 
D)  have unlimited negotiating authority 
E)  all of the answers are correct C

Question 4

Co-operative strategies tend to create "we-they" or "superiority-inferiority" patterns, which often lead to distortions in judgment regarding the other side's contributions and efforts, and to distortions in perceptions of the other side's values, needs, and positions.

Accepted Answer

A) True 
 B)False

Question 5

If intangibles are a key point of the bargaining mix, negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favour of substantial gains on tangibles.

Accepted Answer

A) True 
 B)False

Question 6

Why may bargainers want to consider "giving away something for nothing?"

Accepted Answer

Even if an issue is unimportant or incon

Question 7

Gathering information about the other party is a critical step in preparing for negotiation.

Accepted Answer

A) True 
 B)False

Question 8

Define bargaining mix.

Accepted Answer

The combined lists o

Question 9

Reactive strategies:

Accepted Answer

A)  encourage negotiators to be more flexible and creative 
B)  can efficiently clear up confusion about issues 
C)  will lessen a negotiator's defensive posture 
D)  can make negotiators feel threatened and defensive 
E)  none of the answers are correct 
A)  encourage negotiators to be more flexible and creative 
B)  can efficiently clear up confusion about issues 
C)  will lessen a negotiator's defensive posture 
D)  can make negotiators feel threatened and defensive 
E)  none of the answers are correct

Question 10

What represents the best deal we can possibly hope to achieve?

Accepted Answer

A)  specific target point 
B)  resistance point 
C)  alternative 
D)  asking price 
E)  none of the answers are correct 
A)  specific target point 
B)  resistance point 
C)  alternative 
D)  asking price 
E)  none of the answers are correct

Question 11

What information do we need about the other party to prepare effectively?

Accepted Answer

The other party's current resources, iss

Question 12

What are the four types of initial strategies for negotiators?

Accepted Answer

Competition, collabo

Question 13

A strong interest in achieving only the relationship outcomes suggests what kind of strategy?

Accepted Answer

A)  competitive 
B)  accommodation 
C)  collaborative 
D)  avoidance 
E)  none of the answers are correct 
A)  competitive 
B)  accommodation 
C)  collaborative 
D)  avoidance 
E)  none of the answers are correct

Question 14

In an integrative negotiation, the other party may be less likely to disclose information, and/or may misrepresent their limits and alternatives.

Accepted Answer

A) True 
 B)False

Question 15

People downplay the importance of preparation because they think it takes too much time.

Accepted Answer

A) True 
 B)False

Question 16

How does the single episodic assumption affect our choice of strategy?

Accepted Answer

Developing and framing goals in the view

Question 17

Intangible issues are often easy to discuss and rank-order.

Accepted Answer

A) True 
 B)False

Question 18

A single planning process can be followed for both a distributive and an integrative process.

Accepted Answer

A) True 
 B)False

Question 19

What are the most critical precursors for achieving negotiation objectives?

Accepted Answer

A)  Effective strategizing, planning and preparation 
B)  goal setting and target planning 
C)  defining frames and setting goals 
D)  framing and strategizing 
E)  none of the answers are correct 
A)  Effective strategizing, planning and preparation 
B)  goal setting and target planning 
C)  defining frames and setting goals 
D)  framing and strategizing 
E)  none of the answers are correct

Question 20

It is not possible to evaluate packages the same way as evaluating individual issues.

Accepted Answer

A) True 
 B)False

Target setting often requires considering how to package several issues and objectives.

What are the advantages and disadvantages of limiting a negotiator's authority?

If the other party has a strong and viable alternative, he/she will

Co-operative strategies tend to create "we-they" or "superiority-inferiority" patterns, which often lead to distortions in judgment regarding the other side's contributions and efforts, and to distortions in perceptions of the other side's values, needs, and positions.

If intangibles are a key point of the bargaining mix, negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favour of substantial gains on tangibles.

Why may bargainers want to consider "giving away something for nothing?"

Gathering information about the other party is a critical step in preparing for negotiation.

Define bargaining mix.

Reactive strategies:

What represents the best deal we can possibly hope to achieve?

What information do we need about the other party to prepare effectively?

What are the four types of initial strategies for negotiators?

A strong interest in achieving only the relationship outcomes suggests what kind of strategy?

In an integrative negotiation, the other party may be less likely to disclose information, and/or may misrepresent their limits and alternatives.

People downplay the importance of preparation because they think it takes too much time.

How does the single episodic assumption affect our choice of strategy?

Intangible issues are often easy to discuss and rank-order.

A single planning process can be followed for both a distributive and an integrative process.

What are the most critical precursors for achieving negotiation objectives?

It is not possible to evaluate packages the same way as evaluating individual issues.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 4: Negotiation: Planning and Strategy

Target setting often requires considering how to package several issues and objectives.

What are the advantages and disadvantages of limiting a negotiator's authority?

If the other party has a strong and viable alternative, he/she will

Co-operative strategies tend to create "we-they" or "superiority-inferiority" patterns, which often lead to distortions in judgment regarding the other side's contributions and efforts, and to distortions in perceptions of the other side's values, needs, and positions.

If intangibles are a key point of the bargaining mix, negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favour of substantial gains on tangibles.

Why may bargainers want to consider "giving away something for nothing?"

Gathering information about the other party is a critical step in preparing for negotiation.

Define bargaining mix.

Reactive strategies:

What represents the best deal we can possibly hope to achieve?

What information do we need about the other party to prepare effectively?

What are the four types of initial strategies for negotiators?

A strong interest in achieving only the relationship outcomes suggests what kind of strategy?

In an integrative negotiation, the other party may be less likely to disclose information, and/or may misrepresent their limits and alternatives.

People downplay the importance of preparation because they think it takes too much time.

How does the single episodic assumption affect our choice of strategy?

Intangible issues are often easy to discuss and rank-order.

A single planning process can be followed for both a distributive and an integrative process.

What are the most critical precursors for achieving negotiation objectives?

It is not possible to evaluate packages the same way as evaluating individual issues.

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Best Practices in Negotiations

Filters