Question 1

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

Accepted Answer

The negotiator shoul

Question 2

In a distributive negotiation, the other party may be less likely to disclose information about their limits and alternatives.

Accepted Answer

A) True 
 B)False

Question 3

Accommodative strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

Accepted Answer

A) True 
 B)False

Question 4

A competitive strategy would be appropriate when the relationship outcome is relatively more important to the negotiator than the substantive outcome.

Accepted Answer

A) True 
 B)False

Question 5

Interests are what a negotiator wants.

Accepted Answer

A) True 
 B)False

Question 6

Interests can be:

Accepted Answer

A)  substantive, directly related to the focal issues under negotiation 
B)  process-based, related to the manner in which we settle this dispute 
C)  relationship-based, tied to the current or desired future relationship between the parties 
D)  based in the intangibles of the negotiation 
E)  all of the answers are correct 
A)  substantive, directly related to the focal issues under negotiation 
B)  process-based, related to the manner in which we settle this dispute 
C)  relationship-based, tied to the current or desired future relationship between the parties 
D)  based in the intangibles of the negotiation 
E)  all of the answers are correct

Question 7

A strong interest in achieving only substantive outcomes tends to support what kind of strategy:

Accepted Answer

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

Question 8

Which is not a difference between strategy and tactics?

Accepted Answer

A)  Scale 
B)  Goals 
C)  Perspective 
D)  Immediacy 
E)  Long term thinking 
A)  Scale 
B)  Goals 
C)  Perspective 
D)  Immediacy 
E)  Long term thinking

Question 9

What is a drawback of accommodation strategies?

Accepted Answer

Accommodation strategies may g

Question 10

Why is note taking critical?

Accepted Answer

The person with the best notes

Question 11

Goals cannot be intangible or procedural.

Accepted Answer

A) True 
 B)False

Question 12

In new bargaining relationships, discussions about procedural issues should occur after the major substantive issues are raised.

Accepted Answer

A) True 
 B)False

Question 13

The dominant force for success in negotiation is in the dialogue that takes place prior to the planning.

Accepted Answer

A) True 
 B)False

Question 14

Characteristics of collaborative strategies include:

Accepted Answer

A)  long-term focus 
B)  trust and openness 
C)  efforts to find mutually satisfying solutions 
D)  pursuit of goals held jointly with others 
E)  all of the answers are correct 
A)  long-term focus 
B)  trust and openness 
C)  efforts to find mutually satisfying solutions 
D)  pursuit of goals held jointly with others 
E)  all of the answers are correct

Question 15

What is the point at which we realistically expect to achieve a settlement?

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 16

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

Accepted Answer

A) True 
 B)False

Question 17

The dominant force for success in negotiation is in the planning that takes place prior to the dialogue.

Accepted Answer

A) True 
 B)False

Question 18

What specific steps are entailed in effective planning?

Accepted Answer

Defining the issues; assembling issues a

Question 19

Which is not true of limits?

Accepted Answer

A)  Are the point where you should stop the negotiation 
B)  Are also called resistance point 
C)  Establishing them is a critical part of planning 
D)  They should be ignored in a bidding war 
E)  All of the answers are correct 
A)  Are the point where you should stop the negotiation 
B)  Are also called resistance point 
C)  Establishing them is a critical part of planning 
D)  They should be ignored in a bidding war 
E)  All of the answers are correct

Question 20

The less concrete and measurable goals are:

Accepted Answer

A)  the harder it is to communicate to the other party what we want 
B)  the easier it is to understand what your opponent wants 
C)  the easier it is to determine whether a particular outcome satisfies our goals 
D)  the harder it is to restate what the initial goal was 
E)  all of the answers are correct 
A)  the harder it is to communicate to the other party what we want 
B)  the easier it is to understand what your opponent wants 
C)  the easier it is to determine whether a particular outcome satisfies our goals 
D)  the harder it is to restate what the initial goal was 
E)  all of the answers are correct

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

In a distributive negotiation, the other party may be less likely to disclose information about their limits and alternatives.

Accommodative strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

A competitive strategy would be appropriate when the relationship outcome is relatively more important to the negotiator than the substantive outcome.

Interests are what a negotiator wants.

Interests can be:

A strong interest in achieving only substantive outcomes tends to support what kind of strategy:

Which is not a difference between strategy and tactics?

What is a drawback of accommodation strategies?

Why is note taking critical?

Goals cannot be intangible or procedural.

In new bargaining relationships, discussions about procedural issues should occur after the major substantive issues are raised.

The dominant force for success in negotiation is in the dialogue that takes place prior to the planning.

Characteristics of collaborative strategies include:

What is the point at which we realistically expect to achieve a settlement?

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

The dominant force for success in negotiation is in the planning that takes place prior to the dialogue.

What specific steps are entailed in effective planning?

Which is not true of limits?

The less concrete and measurable goals are:

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

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

In a distributive negotiation, the other party may be less likely to disclose information about their limits and alternatives.

Accommodative strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

A competitive strategy would be appropriate when the relationship outcome is relatively more important to the negotiator than the substantive outcome.

Interests are what a negotiator wants.

Interests can be:

A strong interest in achieving only substantive outcomes tends to support what kind of strategy:

Which is not a difference between strategy and tactics?

What is a drawback of accommodation strategies?

Why is note taking critical?

Goals cannot be intangible or procedural.

In new bargaining relationships, discussions about procedural issues should occur after the major substantive issues are raised.

The dominant force for success in negotiation is in the dialogue that takes place prior to the planning.

Characteristics of collaborative strategies include:

What is the point at which we realistically expect to achieve a settlement?

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

The dominant force for success in negotiation is in the planning that takes place prior to the dialogue.

What specific steps are entailed in effective planning?

Which is not true of limits?

The less concrete and measurable goals are:

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