Exam 14: Negotiating

When negotiating,managers should never use surprise as a core strategy.

Time constraints are irrelevant in negotiations.

Research indicates that managers are less frequently involved in third-party negotiations.

Research indicates that in the U.S.men initiate negotiations 4 times more often than women do.

Side-by-side seating indicates cooperation,while face-to-face seating indicates competition.

Negotiation can have a broader application than as a means to an end in that it is a relational process.

Describe the connection between negotiation and networking as discussed in the chapter.

When is the best time to initiate a negotiation?

Women put themselves at a disadvantage during negotiations when they ______.

It might be appropriate to make concessions during negotiations in order to preserve the working relationship.

Which type of question in the negotiation process is asked to draw attention or create an effect?

Which strategy has a serious drawback because it gives the impression of limited power?

Which tactic is NOT wise to employ during negotiations?

The environment is important when negotiating because it impacts the amount of control each party may exercise over the physical site arrangements as well as the psychological climate in which the exchange occurs.

Which is the best location for a negotiation?

The purpose of the negotiation process is to maximize your advantage.

Managers will have more power in the negotiation process if they appear less confident than the other party.

What is the best way to arrange the conference room or office in which negotiations are to take place? Consider not only furniture arrangement but also the distance between items.

Define MSO and LAO in a negotiation.Give an example of each.

In the United States,the accepted practice in negotiations is to begin with a general conversation on neutral topics.