Exam 5: Developing a Negotiation Style 1

Assess your own motivational orientation by completing the questions in Exhibit 5-3.Given that a key to self-insight is recognizing the external factors that shape your motivational orientation (following Richard Shell's list),what tools do you need to help you become more effective at pie-slicing and pie expansion?

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Question 1

Correct Answer:

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If the student scores high as a cooperative negotiator,the following tools can help keep him or her balanced in a negotiation: avoid concentrating too much on your bottom line; develop your BATNA; get an agent and delegate the negotiation task; tell a third-party about your negotiation,make promises,and report your results; rehearse not saying yes to everything that is proposed; insist on commitments,not just agreements.If the student scores high as a competitive negotiator,the following tools can help keep him or her balanced in a negotiation: think about pie-expansion,not just pie-slicing; ask more questions than you think you should; rely on standards of fairness and objectivity; hire a relationship manager; be scrupulously reliable; do not haggle when you can negotiate; always acknowledge the other party and protect that person's self-esteem.

Cooperative negotiators often get taken advantage of.Which of the following is a strategy that will help overly cooperative negotiators claim a greater share of resources?

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Question 2

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In what situations are the use of rights and power-based negotiation tactics justified?

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Question 3

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Rights and power may be appropriate to use in the following situations: the other party refuses to come to the table.Negotiations have broken down and parties are at an impasse.The other party needs to know you have power.Someone has violated a rule or broken the law.Interests are so opposed that agreement is not possible.Social change is necessary.Negotiators are moving toward agreement and parties are positioning themselves.

With regard to reputation in negotiation,negotiators who use adversarial,stubborn,and ethically-questionable behavior often have the effect of:

(Multiple Choice)

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Question 4

Adjudication is a rights-based procedure for resolving disputes.Adjudication is best characterized as a procedure that:

(Multiple Choice)

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Question 5

Assess your own emotional style by completing the questionnaire in Exhibit 5-9.What are the advantages and disadvantages of each emotional style?

(Essay)

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Question 6

What are some effective strategies for dealing with negative emotions at the bargaining table?

(Essay)

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Question 7

In an effort to reduce the costs of resolving disputes and produce durable resolutions,some organizations use a procedure in which senior executives consider the elements of a dispute.This procedure is known as the:

(Multiple Choice)

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Question 8

With regard to effective negotiation,the ability of negotiators to understand emotions in themselves and others and to use that understanding to generate positive outcomes is defined as:

(Multiple Choice)

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Question 9

What are some personal strategies a negotiator can use to move the counterparty away from rights and power based arguments to an interest-based focus?

(Essay)

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Question 10

Negotiators often compare their inputs and outputs with others.Which of the following statements is true regarding social comparison in negotiation?

(Multiple Choice)

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Question 11

What are some of the main differences between cooperatively-motivated groups of negotiators and individualistically-motivated negotiators?

(Essay)

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Question 12

Regarding the interests,rights and power model of disputing,a negotiator who uses a rights-based approach is characterized by:

(Multiple Choice)

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Question 13

Conflict escalation threatens the ability of negotiators to reach agreement.One of the most effective ways to respond to a power move by an opponent is:

(Multiple Choice)

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Question 14

Regarding the emotions and emotional knowledge that can influence negotiations,what is meant by strategic emotion?

(Multiple Choice)

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Question 15

What are the fundamental differences between tough and soft negotiators,and what are the disadvantages of adopting either stance?

(Essay)

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Question 16

When it comes to using power and making threats in negotiation,all of the following are true except:

(Multiple Choice)

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Question 17

Regarding 3^rd party techniques for dispute resolution,the _____ model involves an arbitrator who makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on the table and is destined to be opened unless the parties reach mutual agreement.

(Multiple Choice)

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Question 18

With regard to motivational orientation,the negotiator whose goals are individualistic in nature:

(Multiple Choice)

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Question 19

The term that refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation is:

(Multiple Choice)

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Question 20

Showing 1 - 20 of 24

Cooperative negotiators often get taken advantage of.Which of the following is a strategy that will help overly cooperative negotiators claim a greater share of resources?

In what situations are the use of rights and power-based negotiation tactics justified?

With regard to reputation in negotiation,negotiators who use adversarial,stubborn,and ethically-questionable behavior often have the effect of:

Adjudication is a rights-based procedure for resolving disputes.Adjudication is best characterized as a procedure that:

Assess your own emotional style by completing the questionnaire in Exhibit 5-9.What are the advantages and disadvantages of each emotional style?

What are some effective strategies for dealing with negative emotions at the bargaining table?

In an effort to reduce the costs of resolving disputes and produce durable resolutions,some organizations use a procedure in which senior executives consider the elements of a dispute.This procedure is known as the:

With regard to effective negotiation,the ability of negotiators to understand emotions in themselves and others and to use that understanding to generate positive outcomes is defined as:

What are some personal strategies a negotiator can use to move the counterparty away from rights and power based arguments to an interest-based focus?

Negotiators often compare their inputs and outputs with others.Which of the following statements is true regarding social comparison in negotiation?

What are some of the main differences between cooperatively-motivated groups of negotiators and individualistically-motivated negotiators?

Regarding the interests,rights and power model of disputing,a negotiator who uses a rights-based approach is characterized by:

Conflict escalation threatens the ability of negotiators to reach agreement.One of the most effective ways to respond to a power move by an opponent is:

Regarding the emotions and emotional knowledge that can influence negotiations,what is meant by strategic emotion?

What are the fundamental differences between tough and soft negotiators,and what are the disadvantages of adopting either stance?

When it comes to using power and making threats in negotiation,all of the following are true except:

Regarding 3^rd party techniques for dispute resolution,the _____ model involves an arbitrator who makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on the table and is destined to be opened unless the parties reach mutual agreement.

With regard to motivational orientation,the negotiator whose goals are individualistic in nature:

The term that refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation is:

Negotiation: The Mind and Heart

What to Do Before Negotiation

Distributive Negotiations

Win-Win Negotiation

Establishing Trust and Building a Relationship

Power,persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties, coalitions, and Teams

Cross-Cultural Negotiation

Social Dilemmas

Negotiating Via Information Technology

Filters

Exam 5: Developing a Negotiation Style 1

Cooperative negotiators often get taken advantage of.Which of the following is a strategy that will help overly cooperative negotiators claim a greater share of resources?

In what situations are the use of rights and power-based negotiation tactics justified?

With regard to reputation in negotiation,negotiators who use adversarial,stubborn,and ethically-questionable behavior often have the effect of:

Adjudication is a rights-based procedure for resolving disputes.Adjudication is best characterized as a procedure that:

Assess your own emotional style by completing the questionnaire in Exhibit 5-9.What are the advantages and disadvantages of each emotional style?

What are some effective strategies for dealing with negative emotions at the bargaining table?

In an effort to reduce the costs of resolving disputes and produce durable resolutions,some organizations use a procedure in which senior executives consider the elements of a dispute.This procedure is known as the:

With regard to effective negotiation,the ability of negotiators to understand emotions in themselves and others and to use that understanding to generate positive outcomes is defined as:

What are some personal strategies a negotiator can use to move the counterparty away from rights and power based arguments to an interest-based focus?

Negotiators often compare their inputs and outputs with others.Which of the following statements is true regarding social comparison in negotiation?

What are some of the main differences between cooperatively-motivated groups of negotiators and individualistically-motivated negotiators?

Regarding the interests,rights and power model of disputing,a negotiator who uses a rights-based approach is characterized by:

Conflict escalation threatens the ability of negotiators to reach agreement.One of the most effective ways to respond to a power move by an opponent is:

Regarding the emotions and emotional knowledge that can influence negotiations,what is meant by strategic emotion?

What are the fundamental differences between tough and soft negotiators,and what are the disadvantages of adopting either stance?

When it comes to using power and making threats in negotiation,all of the following are true except:

Regarding 3rd party techniques for dispute resolution,the _____ model involves an arbitrator who makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on the table and is destined to be opened unless the parties reach mutual agreement.

With regard to motivational orientation,the negotiator whose goals are individualistic in nature:

The term that refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation is:

Negotiation: The Mind and Heart

What to Do Before Negotiation

Distributive Negotiations

Win-Win Negotiation

Establishing Trust and Building a Relationship

Power,persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties, coalitions, and Teams

Cross-Cultural Negotiation

Social Dilemmas

Negotiating Via Information Technology

Filters

Regarding 3^rd party techniques for dispute resolution,the _____ model involves an arbitrator who makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on the table and is destined to be opened unless the parties reach mutual agreement.