Question 1

Issues are:

Accepted Answer

A) The points that must be addressed. 
B) The points on which there is no agreement between parties. 
C) Defined after the parties meet for the first time. 
D) Not part of the bargaining mix. 
A) The points that must be addressed. 
B) The points on which there is no agreement between parties. 
C) Defined after the parties meet for the first time. 
D) Not part of the bargaining mix. A

Question 2

Negotiation preparation includes obtaining information about the other party's needs,strategy and goals.

Accepted Answer

A) True 
 B)False  True

Question 3

Relative power influences the negotia___________ a negotiator chooses.

Accepted Answer

A) Resources. 
B) Constraints. 
C) Tactics. 
D) Environment. 
A) Resources. 
B) Constraints. 
C) Tactics. 
D) Environment. C

Question 4

Describe several sources of information that negotiators can use to analyze the other party.

Accepted Answer

If the other party has negotiated in the

Question 5

Identifying the problem to be solved,opportunity to be mined,dispute to be settled or team decision to be made are all elements of:

Accepted Answer

A) Defining the situation. 
B) Establishing goals. 
C) Strategy formulation. 
D) Defining your interests. 
A) Defining the situation. 
B) Establishing goals. 
C) Strategy formulation. 
D) Defining your interests.

Question 6

A 'wise agreement' is one that:

Accepted Answer

A) Satisfies the interests of both parties. 
B) Satisfies the demands of both parties. 
C) Satisfies the goals of both parties. 
D) Is implemented fairly. 
A) Satisfies the interests of both parties. 
B) Satisfies the demands of both parties. 
C) Satisfies the goals of both parties. 
D) Is implemented fairly.

Question 7

Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:

Accepted Answer

A) A distributive strategy. 
B) An integrative strategy. 
C) An interest-based strategy. 
D) A principled strategy. 
A) A distributive strategy. 
B) An integrative strategy. 
C) An interest-based strategy. 
D) A principled strategy.

Question 8

To achieve the greatest gains,negotiators should stick to the script they created during the preparation phase.

Accepted Answer

A) True 
 B)False

Question 9

What is the difference between a strategy and a tactic?

Accepted Answer

A strategy is the "how to" component of

Question 10

It is possible for a Best Alternative To a Negotiated Agreement (BATNA)to be worse than not reaching an agreement with the other party.

Accepted Answer

A) True 
 B)False

Question 11

The basic problem in most negotiations is:

Accepted Answer

A) Conflicting issues. 
B) Conflicting positions. 
C) Conflicting interests. 
D) Conflicting goals. 
A) Conflicting issues. 
B) Conflicting positions. 
C) Conflicting interests. 
D) Conflicting goals.

Question 12

Considering questions such as,"Will you be negotiating a deal,settling a dispute or making a team decision? Will you negotiate with this party once or multiple times? Will you negotiate publicly or privately?" define the:

Accepted Answer

A) Obligations of the interaction. 
B) Environment or context. 
C) Nature of the interaction. 
D) Resources and constraints. 
A) Obligations of the interaction. 
B) Environment or context. 
C) Nature of the interaction. 
D) Resources and constraints.

Question 13

Explain why preparation is such a critical step in the negotiation process.

Accepted Answer

Preparation results in more successful n

Question 14

Preserving the relationship is a desirable goal in all types of negotiations.

Accepted Answer

A) True 
 B)False

Question 15

Interests are the motives underlying your positions.

Accepted Answer

A) True 
 B)False

Question 16

The party who needs the other most has the most bargaining power.

Accepted Answer

A) True 
 B)False

Question 17

Electronic negotiations make testing assumptions:

Accepted Answer

A) A moot point. 
B) Easier. 
C) More difficult. 
D) Even more critical than in face-to-face negotiations. 
A) A moot point. 
B) Easier. 
C) More difficult. 
D) Even more critical than in face-to-face negotiations.

Question 18

Labor markets,unemployment rates,workforce demographics and financial markets are examples of negotiation:

Accepted Answer

A) Issues. 
B) Resources. 
C) Constraints. 
D) Context. 
A) Issues. 
B) Resources. 
C) Constraints. 
D) Context.

Question 19

Aspiration levels or target points are artificially high goals that you use as a starting point for the negotiation.

Accepted Answer

A) True 
 B)False

Question 20

What percentage of the negotiation process should be devoted to preparation?

Accepted Answer

A) Twenty. 
B) Forty. 
C) Sixty. 
D) Eighty. 
A) Twenty. 
B) Forty. 
C) Sixty. 
D) Eighty.

Issues are:

Negotiation preparation includes obtaining information about the other party's needs,strategy and goals.

Relative power influences the negotia___________ a negotiator chooses.

Describe several sources of information that negotiators can use to analyze the other party.

Identifying the problem to be solved,opportunity to be mined,dispute to be settled or team decision to be made are all elements of:

A 'wise agreement' is one that:

Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:

To achieve the greatest gains,negotiators should stick to the script they created during the preparation phase.

What is the difference between a strategy and a tactic?

It is possible for a Best Alternative To a Negotiated Agreement (BATNA)to be worse than not reaching an agreement with the other party.

The basic problem in most negotiations is:

Considering questions such as,"Will you be negotiating a deal,settling a dispute or making a team decision? Will you negotiate with this party once or multiple times? Will you negotiate publicly or privately?" define the:

Explain why preparation is such a critical step in the negotiation process.

Preserving the relationship is a desirable goal in all types of negotiations.

Interests are the motives underlying your positions.

The party who needs the other most has the most bargaining power.

Electronic negotiations make testing assumptions:

Labor markets,unemployment rates,workforce demographics and financial markets are examples of negotiation:

Aspiration levels or target points are artificially high goals that you use as a starting point for the negotiation.

What percentage of the negotiation process should be devoted to preparation?

The Nature of Negotiation: What it is and Why it Matters

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters

Exam 2: Preparation: Building the Foundation for Negotiating

Issues are:

Negotiation preparation includes obtaining information about the other party's needs,strategy and goals.

Relative power influences the negotia___________ a negotiator chooses.

Describe several sources of information that negotiators can use to analyze the other party.

Identifying the problem to be solved,opportunity to be mined,dispute to be settled or team decision to be made are all elements of:

A 'wise agreement' is one that:

Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:

To achieve the greatest gains,negotiators should stick to the script they created during the preparation phase.

What is the difference between a strategy and a tactic?

It is possible for a Best Alternative To a Negotiated Agreement (BATNA)to be worse than not reaching an agreement with the other party.

The basic problem in most negotiations is:

Considering questions such as,"Will you be negotiating a deal,settling a dispute or making a team decision? Will you negotiate with this party once or multiple times? Will you negotiate publicly or privately?" define the:

Explain why preparation is such a critical step in the negotiation process.

Preserving the relationship is a desirable goal in all types of negotiations.

Interests are the motives underlying your positions.

The party who needs the other most has the most bargaining power.

Electronic negotiations make testing assumptions:

Labor markets,unemployment rates,workforce demographics and financial markets are examples of negotiation:

Aspiration levels or target points are artificially high goals that you use as a starting point for the negotiation.

What percentage of the negotiation process should be devoted to preparation?

The Nature of Negotiation: What it is and Why it Matters

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters