Question 1

What are the advantages and disadvantages of large bargaining mixes?

Accepted Answer

Large bargaining mixes give us more poss

Question 2

All negotiations consist of multiple issues.

Accepted Answer

A) True 
 B)False

Question 3

Interests may be both process-based and relationship-based.

Accepted Answer

A) True 
 B)False

Question 4

Planning is critically the most important activity in negotiation.

Accepted Answer

A) True 
 B)False

Question 5

A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the substantive outcomes at stake in this negotiation, and how much concern does the negotiator have for the current and future quality of the relationship with the other party?

Accepted Answer

A) True 
 B)False

Question 6

It is sufficient to learn only about the other party's interests and resources.

Accepted Answer

A) True 
 B)False

Question 7

This is as much a win-lose strategy as competition, although it has a decidedly different image.

Accepted Answer

A)  collaboration 
B)  avoidance 
C)  engagement 
D)  accommodation 
E)  All of the above are forms of win-lose strategy 
A)  collaboration 
B)  avoidance 
C)  engagement 
D)  accommodation 
E)  All of the above are forms of win-lose strategy

Question 8

Define strategy and tactics.

Accepted Answer

Strategy is the overall pattern or plan

Question 9

Avoidance could best be used when:

Accepted Answer

A)  negotiation is necessary to meet your needs 
B)  the time and effort to negotiate are negligible 
C)  the available alternatives are very strong 
D)  the only available negotiator is a senior manager. 
E)  all of the answers are correct 
A)  negotiation is necessary to meet your needs 
B)  the time and effort to negotiate are negligible 
C)  the available alternatives are very strong 
D)  the only available negotiator is a senior manager. 
E)  all of the answers are correct

Question 10

What is the dominant force for success in negotiation?

Accepted Answer

A)  a distributive vs. integrative strategy 
B)  the planning that takes place prior to the dialogue 
C)  the discussions that precede planning sessions 
D)  the tactics selected in support of strategic goals 
E)  all of the answers are correct 
A)  a distributive vs. integrative strategy 
B)  the planning that takes place prior to the dialogue 
C)  the discussions that precede planning sessions 
D)  the tactics selected in support of strategic goals 
E)  all of the answers are correct

Question 11

A "field analysis" is one way to assess all the key parties in a negotiation.

Accepted Answer

A) True 
 B)False

Question 12

A strong interest in achieving only substantive outcomes tends to support an integrative strategy.

Accepted Answer

A) True 
 B)False

Question 13

The following questions of protocol should occur before the major substantive ones have been raised EXCEPT?

Accepted Answer

A)  What agenda should we follow? 
B)  Where should we negotiate? 
C)  What is the time period of the negotiation? 
D)  What might be done if negotiation fails? 
E)  All the above questions of protocol should be raised 
A)  What agenda should we follow? 
B)  Where should we negotiate? 
C)  What is the time period of the negotiation? 
D)  What might be done if negotiation fails? 
E)  All the above questions of protocol should be raised

Question 14

Large bargaining mixes allow many possible components and arrangements for settlement.

Accepted Answer

A) True 
 B)False

Question 15

Multiple-issue negotiations lend themselves more to distributive negotiations.

Accepted Answer

A) True 
 B)False

Question 16

Effective goals must be concrete, specific, and preferably measurable.

Accepted Answer

A) True 
 B)False

Question 17

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information?

Accepted Answer

A)  What facts support my point of view? 
B)  Whom may I consult or take with to help me elaborate or clarify the facts? 
C)  What is the other party's point of view likely to be? 
D)  How can I develop and present the facts so they are most convincing? 
E)  All of the answers are correct 
A)  What facts support my point of view? 
B)  Whom may I consult or take with to help me elaborate or clarify the facts? 
C)  What is the other party's point of view likely to be? 
D)  How can I develop and present the facts so they are most convincing? 
E)  All of the answers are correct

Question 18

What is the primary goal in the use of the strategy of accommodation?

Accepted Answer

To build or strengthen the rel

Question 19

What are the three types of goals?

Accepted Answer

Substantive (tangibl

Question 20

What strategic negotiation purposes can be served by avoidance?

Accepted Answer

First, if you are able to meet your need

What are the advantages and disadvantages of large bargaining mixes?

All negotiations consist of multiple issues.

Interests may be both process-based and relationship-based.

Planning is critically the most important activity in negotiation.

It is sufficient to learn only about the other party's interests and resources.

This is as much a win-lose strategy as competition, although it has a decidedly different image.

Define strategy and tactics.

Avoidance could best be used when:

What is the dominant force for success in negotiation?

A "field analysis" is one way to assess all the key parties in a negotiation.

A strong interest in achieving only substantive outcomes tends to support an integrative strategy.

The following questions of protocol should occur before the major substantive ones have been raised EXCEPT?

Large bargaining mixes allow many possible components and arrangements for settlement.

Multiple-issue negotiations lend themselves more to distributive negotiations.

Effective goals must be concrete, specific, and preferably measurable.

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information?

What is the primary goal in the use of the strategy of accommodation?

What are the three types of goals?

What strategic negotiation purposes can be served by avoidance?

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 are the advantages and disadvantages of large bargaining mixes?

All negotiations consist of multiple issues.

Interests may be both process-based and relationship-based.

Planning is critically the most important activity in negotiation.

It is sufficient to learn only about the other party's interests and resources.

This is as much a win-lose strategy as competition, although it has a decidedly different image.

Define strategy and tactics.

Avoidance could best be used when:

What is the dominant force for success in negotiation?

A "field analysis" is one way to assess all the key parties in a negotiation.

A strong interest in achieving only substantive outcomes tends to support an integrative strategy.

The following questions of protocol should occur before the major substantive ones have been raised EXCEPT?

Large bargaining mixes allow many possible components and arrangements for settlement.

Multiple-issue negotiations lend themselves more to distributive negotiations.

Effective goals must be concrete, specific, and preferably measurable.

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information?

What is the primary goal in the use of the strategy of accommodation?

What are the three types of goals?

What strategic negotiation purposes can be served by avoidance?

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