Exam 5: Developing a Negotiating Style

________ is a hybrid model traced to South Africa in which an arbitrator makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on a table and is destined to be opened unless the parties reach mutual agreement.

Richard Shell has identified helpful strategies and tips designed for cooperative negotiators and competitive negotiators.Which of the following is one of the seven tools designed for a competitive negotiator?

With reference to motivational orientations,cooperation represents a midpoint between altruism and aggression.

Which of the following statements is true about emotions?

________ is a hybrid model in which,if mediation fails,the mediator serves as an arbitrator.

________ motivation refers to a person's need to understand his or her world.

After completing the selection procedure and the interview,Michel received a job offer from the company which did not meet his salary expectations.In reply to this offer,Michel told the recruiter,"I would like to join your company,but I have received better offers from some other companies." According to the negotiation approaches developed by Ury,Brett,and Goldberg,this is a(n)________ response.

Conventional arbitration is more effective than the arb-med method.

In which of the following methods does the arbitrator lack the authority to compromise between parties' positions,and must accept one of the final offers made?

With reference to the negotiation approaches developed by Ury,Brett,and Goldberg,which of the following approaches is most likely to be effective in implementing integrative strategies and in pie-expansion?

Power is the ability to coerce someone to do something he or she would otherwise not do.

Negotiators who are in a positive mood ________ than do negative or neutral-mood negotiators.

During a negotiation you realize that your opponent is exhibiting competitive behavior but you are interested in carrying out the negotiation in a cooperative fashion so you continue behaving in a cooperative manner.Which of the following is the strongest argument which justifies this behavior?

Which of the following motivational orientations is the exact opposite of cooperation?

Meg is negotiating a sales contract for selling the shirts manufactured by her company.She wants to use the interests-based approach for negotiation but she soon realizes that the other party is using the rights-based approach.Meg considers various possible strategies for refocusing the other party's approach toward interests.She suddenly remembers the study conducted by Goldberg and decides to select the strategy which was identified as the most effective strategy by that study.Based on this information,identify the strategy selected by Meg.

When both negotiators have a cooperative orientation,they ________.

One of the fastest ways to extinguish a behavior is simply not to respond.

Individualistically motivated negotiators are more likely to use integrative strategies.

Making unilateral concessions is not effective for refocusing negotiations.

According to Ury,Brett,and Goldberg,negotiators who focus on ________ attempt to learn about the other party's underlying needs,desires,and concerns.