Question 1

A reservation point is a ________ of a negotiator's BATNA with respect to other alternatives.

Accepted Answer

A)  modification 
B)  qualification 
C)  validation 
D)  quantification 
A)  modification 
B)  qualification 
C)  validation 
D)  quantification D

Question 2

Any set of terms superior to the negotiator's BATNA is not desirable.

Accepted Answer

A) True 
 B)False  False

Question 3

Issues with single agendas are often ________ in nature.

Accepted Answer

A)  fixed sum 
B)  integrative 
C)  lose-lose 
D)  win-win 
A)  fixed sum 
B)  integrative 
C)  lose-lose 
D)  win-win A

Question 4

Kim is undergoing training to improve her negotiating skills and her BATNA.Kim is dynamic and hardworking; she is also prone to being unrealistically optimistic about most negotiations.What conclusion about BATNA can we draw from Kim's example?

Accepted Answer

A)  Negotiators should constantly attempt to improve their BATNAs. 
B)  Your BATNA should not change as a result of the other party's persuasion techniques. 
C)  A BATNA is not something that a negotiator wishes for; rather, it is determined by objective reality. 
D)  Many negotiators are reluctant to recognize their BATNAs and confuse them with their aspiration point. 
A)  Negotiators should constantly attempt to improve their BATNAs. 
B)  Your BATNA should not change as a result of the other party's persuasion techniques. 
C)  A BATNA is not something that a negotiator wishes for; rather, it is determined by objective reality. 
D)  Many negotiators are reluctant to recognize their BATNAs and confuse them with their aspiration point.

Question 5

What does BATNA mean?

Accepted Answer

A)  Best Alternative To Negate Aggression 
B)  Bargaining Assets To Negotiate an Agreement 
C)  Best Alternative To a Negotiated Agreement 
D)  Begin At The Negotiated Agreement 
A)  Best Alternative To Negate Aggression 
B)  Bargaining Assets To Negotiate an Agreement 
C)  Best Alternative To a Negotiated Agreement 
D)  Begin At The Negotiated Agreement

Question 6

What is the key to successful negotiation?

Accepted Answer

A)  motivation 
B)  compromise 
C)  preparation 
D)  capitulation 
A)  motivation 
B)  compromise 
C)  preparation 
D)  capitulation

Question 7

Julia visits a furniture manufacturer to get a deal for furnishing her house.Julia thinks the prices quoted by him are very high and asks for a better deal.The shopkeeper is firm on the prices and refuses to give her any discount.The shopkeeper is a(n)________ negotiator.

Accepted Answer

A)  positional 
B)  underaspiring 
C)  triumphant 
D)  grass-is-greener 
A)  positional 
B)  underaspiring 
C)  triumphant 
D)  grass-is-greener

Question 8

As a mixed-motive enterprise,negotiation is a two-pronged process that involves both ________ and ________.

Accepted Answer

A)  cooperation; coercion 
B)  cooperation; gut feeling 
C)  competition; coercion 
D)  cooperation; competition 
A)  cooperation; coercion 
B)  cooperation; gut feeling 
C)  competition; coercion 
D)  cooperation; competition

Question 9

What strategy do Bazerman and Neale recommend to improve BATNA?

Accepted Answer

A)  One must have one's mind set on the target. 
B)  One must, if necessary, abandon the target completely. 
C)  One must be ready with alternative and viable options. 
D)  One must demand more than the determined option. 
A)  One must have one's mind set on the target. 
B)  One must, if necessary, abandon the target completely. 
C)  One must be ready with alternative and viable options. 
D)  One must demand more than the determined option.

Question 10

The ________ negotiator wants what the other party does not want to give-and does not want what the other party is willing to offer.

Accepted Answer

A)  overaspiring 
B)  grass-is-greener 
C)  egocentric 
D)  underaspiring 
A)  overaspiring 
B)  grass-is-greener 
C)  egocentric 
D)  underaspiring

Question 11

Negotiators tend to ________.

Accepted Answer

A)  correctly predict the consequences of final deadlines in negotiation 
B)  incorrectly predict the consequences of final deadlines in negotiation 
C)  focus on deadlines' effect on others more than themselves 
D)  avoid focusing on deadlines' effect on themselves 
A)  correctly predict the consequences of final deadlines in negotiation 
B)  incorrectly predict the consequences of final deadlines in negotiation 
C)  focus on deadlines' effect on others more than themselves 
D)  avoid focusing on deadlines' effect on themselves

Question 12

A focal point is the pivot for successful negotiations.

Accepted Answer

A) True 
 B)False

Question 13

Sam and Chelsea meet to negotiate a business arrangement between their companies.Chelsea has done a lot of research beforehand and is very well prepared for the meeting when compared to Sam.Sam believes that better solutions are arrived at through intuition,spontaneity,and working hard at the negotiation table.Whom do you think will be more successful at negotiating?

Accepted Answer

A)  Neither because successful negotiation requires hard bargaining and very little preparation, intuition or spontaneity. 
B)  Chelsea, because the 80-20 rule applies to negotiation: About 80% of your effort should go toward preparation; 20% should be the actual work involved in the negotiation. 
C)  Sam, because the 80-20 rule applies to negotiation: About 20% of your effort should go toward preparation; 80% should be the actual work involved in the negotiation. 
D)  While preparation is important, whoever has the "killer instinct " will be more successful at negotiating, because the "killer instinct" plays a much bigger role in negotiation than preparation. 
A)  Neither because successful negotiation requires hard bargaining and very little preparation, intuition or spontaneity. 
B)  Chelsea, because the 80-20 rule applies to negotiation: About 80% of your effort should go toward preparation; 20% should be the actual work involved in the negotiation. 
C)  Sam, because the 80-20 rule applies to negotiation: About 20% of your effort should go toward preparation; 80% should be the actual work involved in the negotiation. 
D)  While preparation is important, whoever has the "killer instinct " will be more successful at negotiating, because the "killer instinct" plays a much bigger role in negotiation than preparation.

Question 14

________ cost is money invested in the past which is not retrievable in the present.

Accepted Answer

A)  Opportunity 
B)  Sunk 
C)  Product 
D)  Explicit 
A)  Opportunity 
B)  Sunk 
C)  Product 
D)  Explicit

Question 15

Briefly explain the overconfidence effect.

Accepted Answer

The overconfidence effect refers to unwa

Question 16

Andrea,the CEO of a medium scale manufacturing company,is negotiating with the representatives of the employee's union.She accepts the demands of the union immediately to avoid a strike though the demands inflict a financial burden on the company.Andrea has acted as a(n)________ negotiator in this negotiation.

Accepted Answer

A)  underaspiring 
B)  overaspiring 
C)  positional 
D)  grass-is-greener 
A)  underaspiring 
B)  overaspiring 
C)  positional 
D)  grass-is-greener

Question 17

Negotiations can arise from either necessity or ________.

Accepted Answer

A)  opportunity 
B)  goodwill 
C)  competition 
D)  consensus 
A)  opportunity 
B)  goodwill 
C)  competition 
D)  consensus

Question 18

The fixed-pie perception is seldom erroneous.

Accepted Answer

A) True 
 B)False

Question 19

Analyze the following statements and choose the correct option. Statement 1: Negotiators should ensure that they do not focus on a single issue during negotiations. Statement 2: Negotiations centered on a particular problem are purely fixed-sum.

Accepted Answer

A)  Statement 2 is true but statement 1 is false. 
B)  Statement 1 and statement 2 are true but statement 2 does not explain statement 1. 
C)  Statement 1 is true but statement 2 is false. 
D)  Statement 1 and statement 2 are true and statement 2 explains statement 1. 
A)  Statement 2 is true but statement 1 is false. 
B)  Statement 1 and statement 2 are true but statement 2 does not explain statement 1. 
C)  Statement 1 is true but statement 2 is false. 
D)  Statement 1 and statement 2 are true and statement 2 explains statement 1.

Question 20

The presence of third parties usually ________.

Accepted Answer

A)  escalates the tension in negotiation situations, if the initial parties believe that third parties will favor their own position 
B)  escalates the tension in negotiation situations, if the initial parties believe third parties will not favor the other party's position 
C)  defuses the tension in negotiation situations, if third parties believe that the initial parties will favor their own position 
D)  defuses the tension in negotiation situations, if third parties believe that the initial parties will not favor their own position 
A)  escalates the tension in negotiation situations, if the initial parties believe that third parties will favor their own position 
B)  escalates the tension in negotiation situations, if the initial parties believe third parties will not favor the other party's position 
C)  defuses the tension in negotiation situations, if third parties believe that the initial parties will favor their own position 
D)  defuses the tension in negotiation situations, if third parties believe that the initial parties will not favor their own position

A reservation point is a ________ of a negotiator's BATNA with respect to other alternatives.

Any set of terms superior to the negotiator's BATNA is not desirable.

Issues with single agendas are often ________ in nature.

Kim is undergoing training to improve her negotiating skills and her BATNA.Kim is dynamic and hardworking; she is also prone to being unrealistically optimistic about most negotiations.What conclusion about BATNA can we draw from Kim's example?

What does BATNA mean?

What is the key to successful negotiation?

Julia visits a furniture manufacturer to get a deal for furnishing her house.Julia thinks the prices quoted by him are very high and asks for a better deal.The shopkeeper is firm on the prices and refuses to give her any discount.The shopkeeper is a(n)________ negotiator.

As a mixed-motive enterprise,negotiation is a two-pronged process that involves both and .

What strategy do Bazerman and Neale recommend to improve BATNA?

The ________ negotiator wants what the other party does not want to give-and does not want what the other party is willing to offer.

Negotiators tend to ________.

A focal point is the pivot for successful negotiations.

________ cost is money invested in the past which is not retrievable in the present.

Briefly explain the overconfidence effect.

Negotiations can arise from either necessity or ________.

The fixed-pie perception is seldom erroneous.

Analyze the following statements and choose the correct option. Statement 1: Negotiators should ensure that they do not focus on a single issue during negotiations. Statement 2: Negotiations centered on a particular problem are purely fixed-sum.

The presence of third parties usually ________.

Negotiation: The Mind and the Heart

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

Establishing Trust and Building a Relationship

Power,Persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties,Coalitions,and Teams

Cross-Cultural Negotiation

Tacit Negotiations and Social Dilemmas

Negotiating Via Information Technology

Are You a Rational Person Check Yourself

Nonverbal Communication and Lie Detection

Third-Party Intervention

Negotiating a Job Offer

Filters

Exam 2: Preparation: What to Do Before Negotiation

A reservation point is a ________ of a negotiator's BATNA with respect to other alternatives.

Any set of terms superior to the negotiator's BATNA is not desirable.

Issues with single agendas are often ________ in nature.

Kim is undergoing training to improve her negotiating skills and her BATNA.Kim is dynamic and hardworking; she is also prone to being unrealistically optimistic about most negotiations.What conclusion about BATNA can we draw from Kim's example?

What does BATNA mean?

What is the key to successful negotiation?

Julia visits a furniture manufacturer to get a deal for furnishing her house.Julia thinks the prices quoted by him are very high and asks for a better deal.The shopkeeper is firm on the prices and refuses to give her any discount.The shopkeeper is a(n)________ negotiator.

As a mixed-motive enterprise,negotiation is a two-pronged process that involves both ________ and ________.

What strategy do Bazerman and Neale recommend to improve BATNA?

The ________ negotiator wants what the other party does not want to give-and does not want what the other party is willing to offer.

Negotiators tend to ________.

A focal point is the pivot for successful negotiations.

________ cost is money invested in the past which is not retrievable in the present.

Briefly explain the overconfidence effect.

Negotiations can arise from either necessity or ________.

The fixed-pie perception is seldom erroneous.

Analyze the following statements and choose the correct option. Statement 1: Negotiators should ensure that they do not focus on a single issue during negotiations. Statement 2: Negotiations centered on a particular problem are purely fixed-sum.

The presence of third parties usually ________.

Negotiation: The Mind and the Heart

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

Establishing Trust and Building a Relationship

Power,Persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties,Coalitions,and Teams

Cross-Cultural Negotiation

Tacit Negotiations and Social Dilemmas

Negotiating Via Information Technology

Are You a Rational Person Check Yourself

Nonverbal Communication and Lie Detection

Third-Party Intervention

Negotiating a Job Offer

Filters

As a mixed-motive enterprise,negotiation is a two-pronged process that involves both and .