Question 1

In the case of a negotiation, the resistance point is ________.

Accepted Answer

A)  the starting point of the negotiation accepted by both the parties 
B)  the maximum or minimum level beyond which the negotiator will not accept a proposal 
C)  the midpoint of the settlement range accepted by both the parties 
D)  the most desired outcome or objective a negotiator sets for an issue 
A)  the starting point of the negotiation accepted by both the parties 
B)  the maximum or minimum level beyond which the negotiator will not accept a proposal 
C)  the midpoint of the settlement range accepted by both the parties 
D)  the most desired outcome or objective a negotiator sets for an issue B

Question 2

________ bargaining is a negotiation method described as a "win-lose" situation, in which resources are viewed as fixed and limited, and each side wants to maximize its share.

Accepted Answer

A)  Relative 
B)  Distributive 
C)  Collaborative 
D)  Integrative 
A)  Relative 
B)  Distributive 
C)  Collaborative 
D)  Integrative B

Question 3

The settlement range is also known as the zone of possible agreement.

Accepted Answer

A) True 
 B)False  True

Question 4

A distributive bargaining method results in a "win-win" situation.

Accepted Answer

A) True 
 B)False

Question 5

During negotiations, parties often conceal their real goals and objectives to enhance their opportunity for the best possible settlement.

Accepted Answer

A) True 
 B)False

Question 6

Parties involved in a negotiation have interdependent goals.

Accepted Answer

A) True 
 B)False

Question 7

Gaining information about the opponent by asking associates and contacts is an ethical bargaining tactic.

Accepted Answer

A) True 
 B)False

Question 8

Only undesirable proposals are taken to a caucus.

Accepted Answer

A) True 
 B)False

Question 9

In the case of an integrative negotiation, only one issue is discussed at a time and each issue is settled separately.

Accepted Answer

A) True 
 B)False

Question 10

People seek to minimize the difference between the benefits they provide others and the benefits received from others. This tendency to respond to the actions of others with equal or similar actions is the source of the ________ norm in negotiation.

Accepted Answer

A)  fairness 
B)  relational 
C)  need 
D)  reciprocity 
A)  fairness 
B)  relational 
C)  need 
D)  reciprocity

Question 11

In the case of a negotiation, the target point is ________.

Accepted Answer

A)  the starting point of the negotiation accepted by both the parties 
B)  the maximum or minimum level beyond which the negotiator will not accept a proposal 
C)  the midpoint of the agreed-upon settlement range that is accepted by both the parties 
D)  the most desired outcome or objective a negotiator sets for an issue 
A)  the starting point of the negotiation accepted by both the parties 
B)  the maximum or minimum level beyond which the negotiator will not accept a proposal 
C)  the midpoint of the agreed-upon settlement range that is accepted by both the parties 
D)  the most desired outcome or objective a negotiator sets for an issue

Question 12

A negotiator's WATNA is his or her best alternative course of action if no settlement is reached.

Accepted Answer

A) True 
 B)False

Question 13

John Stuart Mills, an English philosopher, believed that one could only judge the moral value of an action by its result. If an action benefits more people than it harms then it is a moral action. This approach to ethics is known as ethics of ________.

Accepted Answer

A)  purpose 
B)  principle 
C)  consequence 
D)  equality 
A)  purpose 
B)  principle 
C)  consequence 
D)  equality

Question 14

Integrative bargaining is also known as an "expanded-pie approach."

Accepted Answer

A) True 
 B)False

Question 15

Every proposal received should be studied and responded to by acceptance or a counteroffer.

Accepted Answer

A) True 
 B)False

Question 16

Aristotle believed that it is inconsistent with "goodness" to use a "bad" means to achieve a good end, so both the means used and the ends achieved must be "good."

Accepted Answer

A) True 
 B)False

Question 17

Which of the following actions exhibited by a party is likely to imply inflexibility?

Accepted Answer

A)  asking the other party to present their proposals first 
B)  including several throwaway items in the list of issues 
C)  	making the first offer to anchor the negotiation 
D)  immediately rejecting the other party's proposals 
A)  asking the other party to present their proposals first 
B)  including several throwaway items in the list of issues 
C)  	making the first offer to anchor the negotiation 
D)  immediately rejecting the other party's proposals

Question 18

Traditional methods that focus on defending stated positions are more likely than interest-based bargaining to break down because the parties become too invested in their positions instead of trying to uncover new option.

Accepted Answer

A) True 
 B)False

Question 19

________ is a negotiation tactic of putting a few items together and allowing both sides to achieve gains on one or more items to establish trust and decrease the number of unresolved issues.

Accepted Answer

A)  Packaging 
B)  Caucusing 
C)  Framing 
D)  Posturing 
A)  Packaging 
B)  Caucusing 
C)  Framing 
D)  Posturing

Question 20

Which of the following should negotiators follow during a negotiation process?

Accepted Answer

A)  They should avoid the use of trade-offs and throwaways. 
B)  They should avoid discussing the past relationship between the companies. 
C)  They should always try to present their proposals first. 
D)  They should only make large concessions if matched by the other party. 
A)  They should avoid the use of trade-offs and throwaways. 
B)  They should avoid discussing the past relationship between the companies. 
C)  They should always try to present their proposals first. 
D)  They should only make large concessions if matched by the other party.

In the case of a negotiation, the resistance point is ________.

________ bargaining is a negotiation method described as a "win-lose" situation, in which resources are viewed as fixed and limited, and each side wants to maximize its share.

The settlement range is also known as the zone of possible agreement.

A distributive bargaining method results in a "win-win" situation.

During negotiations, parties often conceal their real goals and objectives to enhance their opportunity for the best possible settlement.

Parties involved in a negotiation have interdependent goals.

Gaining information about the opponent by asking associates and contacts is an ethical bargaining tactic.

Only undesirable proposals are taken to a caucus.

In the case of an integrative negotiation, only one issue is discussed at a time and each issue is settled separately.

People seek to minimize the difference between the benefits they provide others and the benefits received from others. This tendency to respond to the actions of others with equal or similar actions is the source of the ________ norm in negotiation.

In the case of a negotiation, the target point is ________.

A negotiator's WATNA is his or her best alternative course of action if no settlement is reached.

John Stuart Mills, an English philosopher, believed that one could only judge the moral value of an action by its result. If an action benefits more people than it harms then it is a moral action. This approach to ethics is known as ethics of ________.

Integrative bargaining is also known as an "expanded-pie approach."

Every proposal received should be studied and responded to by acceptance or a counteroffer.

Aristotle believed that it is inconsistent with "goodness" to use a "bad" means to achieve a good end, so both the means used and the ends achieved must be "good."

Which of the following actions exhibited by a party is likely to imply inflexibility?

Traditional methods that focus on defending stated positions are more likely than interest-based bargaining to break down because the parties become too invested in their positions instead of trying to uncover new option.

________ is a negotiation tactic of putting a few items together and allowing both sides to achieve gains on one or more items to establish trust and decrease the number of unresolved issues.

Which of the following should negotiators follow during a negotiation process?

Introduction to Labor Relations

Private Sector Labor Relations: History and Law

Public Sector Labor Relations: History and Laws

Establishing a Bargaining Unit and the

Negotiating a Collective Bargaining Agreement

Wage and Salary Issues

Employee Benefits

Job Security and Seniority

Unfair Labor Practices and Contract Enforcement

Grievance and Disciplinary Procedures

The Arbitration Process

Comparative Global Industrial Relations

Filters

Exam 5: Negotiation Models, Strategies, and Tactics

In the case of a negotiation, the resistance point is ________.

________ bargaining is a negotiation method described as a "win-lose" situation, in which resources are viewed as fixed and limited, and each side wants to maximize its share.

The settlement range is also known as the zone of possible agreement.

A distributive bargaining method results in a "win-win" situation.

During negotiations, parties often conceal their real goals and objectives to enhance their opportunity for the best possible settlement.

Parties involved in a negotiation have interdependent goals.

Gaining information about the opponent by asking associates and contacts is an ethical bargaining tactic.

Only undesirable proposals are taken to a caucus.

In the case of an integrative negotiation, only one issue is discussed at a time and each issue is settled separately.

People seek to minimize the difference between the benefits they provide others and the benefits received from others. This tendency to respond to the actions of others with equal or similar actions is the source of the ________ norm in negotiation.

In the case of a negotiation, the target point is ________.

A negotiator's WATNA is his or her best alternative course of action if no settlement is reached.

John Stuart Mills, an English philosopher, believed that one could only judge the moral value of an action by its result. If an action benefits more people than it harms then it is a moral action. This approach to ethics is known as ethics of ________.

Integrative bargaining is also known as an "expanded-pie approach."

Every proposal received should be studied and responded to by acceptance or a counteroffer.

Aristotle believed that it is inconsistent with "goodness" to use a "bad" means to achieve a good end, so both the means used and the ends achieved must be "good."

Which of the following actions exhibited by a party is likely to imply inflexibility?

Traditional methods that focus on defending stated positions are more likely than interest-based bargaining to break down because the parties become too invested in their positions instead of trying to uncover new option.

________ is a negotiation tactic of putting a few items together and allowing both sides to achieve gains on one or more items to establish trust and decrease the number of unresolved issues.

Which of the following should negotiators follow during a negotiation process?

Introduction to Labor Relations

Private Sector Labor Relations: History and Law

Public Sector Labor Relations: History and Laws

Establishing a Bargaining Unit and the

Negotiating a Collective Bargaining Agreement

Wage and Salary Issues

Employee Benefits

Job Security and Seniority

Unfair Labor Practices and Contract Enforcement

Grievance and Disciplinary Procedures

The Arbitration Process

Comparative Global Industrial Relations

Filters