Question 1

The target point is the most desired outcome or objective a negotiator sets for an issue.

Accepted Answer

A) True 
 B)False

Question 2

One's BATNA must be objectively "better" than the other party's BATNA to give one negotiating power.

Accepted Answer

A) True 
 B)False

Question 3

Opportunities for deception in negotiations about the matters under negotiation are fewer when the information disparity between the parties is great.

Accepted Answer

A) True 
 B)False

Question 4

Integrative bargaining is a negotiation method in which two parties strive to divide a fixed pool of resources, with each trying to maximize their share of the distribution.

Accepted Answer

A) True 
 B)False

Question 5

Integrative bargaining is a "zero-sum" process.

Accepted Answer

A) True 
 B)False

Question 6

The throwaway items in a negotiation have a higher priority than other issues.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following best describes the "ethics of purpose" theory of ethics?

Accepted Answer

A)  Any means used to achieve an end can be justified if it is believed to be rational. 
B)  The value of the means used to achieve an end can only be judged by the end. 
C)  It is inconsistent with human purpose to use bad means to achieve a good end. 
D)  Ethical actions are those that provide the greatest balance of good over evil. 
A)  Any means used to achieve an end can be justified if it is believed to be rational. 
B)  The value of the means used to achieve an end can only be judged by the end. 
C)  It is inconsistent with human purpose to use bad means to achieve a good end. 
D)  Ethical actions are those that provide the greatest balance of good over evil.

Question 8

The parties to a negotiation often break out into private sessions to discuss the various options discussed at the table. This practice is known as ________.

Accepted Answer

A)  packaging 
B)  caucusing 
C)  posturing 
D)  framing 
A)  packaging 
B)  caucusing 
C)  posturing 
D)  framing

Question 9

A last-minute demand by one party made to take advantage of the other party when they are about to reach an agreement is known as a nickel-and-diming tactic.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following is considered to be an ethical bargaining tactic?

Accepted Answer

A) misrepresenting factual information to support one’s own position 
B) promising benefits to the other party with no ability to deliver them 
C) falsely threatening the opponent or bypassing opposing negotiators 
D) hiding the party’s real bottom line from opposing negotiators 
A) misrepresenting factual information to support one’s own position 
B) promising benefits to the other party with no ability to deliver them 
C) falsely threatening the opponent or bypassing opposing negotiators 
D) hiding the party’s real bottom line from opposing negotiators

Question 11

The opening offer is also known as a(n) ________ because negotiation researchers have shown that people irrationally fixate on the first number put on the table in a negotiation regardless of how arbitrary it may be.

Accepted Answer

A)  anchor 
B)  settlement point 
C)  fixed-pie 
D)  resistance point 
A)  anchor 
B)  settlement point 
C)  fixed-pie 
D)  resistance point

Question 12

________ is the process of moving toward a middle point between the opening offers in a negotiation.

Accepted Answer

A)  Satisficing 
B)  Caucusing 
C)  Framing 
D)  Bracketing 
A)  Satisficing 
B)  Caucusing 
C)  Framing 
D)  Bracketing

Question 13

The U.S. Supreme Court has ruled that if management rejects a union's proposal on grounds of inability to pay, ________.

Accepted Answer

A)  the union must accept the management's counterproposal without question 
B)  the union must decrease the wage demand to accommodate the employer's figure 
C)  the employer must provide information about the financial condition of the company 
D)  the employer must demand a revised and more suitable proposal from the union 
A)  the union must accept the management's counterproposal without question 
B)  the union must decrease the wage demand to accommodate the employer's figure 
C)  the employer must provide information about the financial condition of the company 
D)  the employer must demand a revised and more suitable proposal from the union

Question 14

The equality norm is a form of the relational norm.

Accepted Answer

A) True 
 B)False

Question 15

If a negotiator must give the first opening offer, or choose to do so for strategic reasons, then they should choose the offer that is closest to their resistance point.

Accepted Answer

A) True 
 B)False

Question 16

Immanuel Kant, a German philosopher, believed that each person could, by reasoning, recognize that one should treat each person as he or she wished to be treated. Therefore, human beings would devise rational rules of conduct by which to live. 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 17

Which of the following sets of negotiators is least likely to follow the relational norm during negotiations?

Accepted Answer

A)  The management and labor union of an automobile company are negotiating wage hikes for long-time workers. 
B)  Jim wants to sell his boat to his colleague Sam, but Sam cannot afford the price Jim wants. 
C)  A sports team is in talks with a player with a view to signing him on for the next three years. 
D)  Jan is in the process of buying a second-hand car from Sean, after seeing an advertisement online. 
A)  The management and labor union of an automobile company are negotiating wage hikes for long-time workers. 
B)  Jim wants to sell his boat to his colleague Sam, but Sam cannot afford the price Jim wants. 
C)  A sports team is in talks with a player with a view to signing him on for the next three years. 
D)  Jan is in the process of buying a second-hand car from Sean, after seeing an advertisement online.

Question 18

Which of the following statements is true regarding the equality norm in negotiation?

Accepted Answer

A)  The tendency to respond to the actions of others with equal or similar actions is the source of the equality norm. 
B)  The equality norm involves maintaining the status quo, or keeping all significant issues in their current state. 
C)  The equality norm is a form of the fairness norm in which both sides gain the same amount. 
D)  The equality norm promotes distribution of resources based on the proportional input of the parties. 
A)  The tendency to respond to the actions of others with equal or similar actions is the source of the equality norm. 
B)  The equality norm involves maintaining the status quo, or keeping all significant issues in their current state. 
C)  The equality norm is a form of the fairness norm in which both sides gain the same amount. 
D)  The equality norm promotes distribution of resources based on the proportional input of the parties.

Question 19

Which of the following negotiation norms promotes the distribution of resources based on the proportional input of the parties?

Accepted Answer

A)  equity norm 
B)  relational norm 
C)  need norm 
D)  reciprocity norm 
A)  equity norm 
B)  relational norm 
C)  need norm 
D)  reciprocity norm

Question 20

In integrative bargaining, the objective of both parties is to maximize their self-interest.

Accepted Answer

A) True 
 B)False

The target point is the most desired outcome or objective a negotiator sets for an issue.

One's BATNA must be objectively "better" than the other party's BATNA to give one negotiating power.

Opportunities for deception in negotiations about the matters under negotiation are fewer when the information disparity between the parties is great.

Integrative bargaining is a negotiation method in which two parties strive to divide a fixed pool of resources, with each trying to maximize their share of the distribution.

Integrative bargaining is a "zero-sum" process.

The throwaway items in a negotiation have a higher priority than other issues.

Which of the following best describes the "ethics of purpose" theory of ethics?

The parties to a negotiation often break out into private sessions to discuss the various options discussed at the table. This practice is known as ________.

A last-minute demand by one party made to take advantage of the other party when they are about to reach an agreement is known as a nickel-and-diming tactic.

Which of the following is considered to be an ethical bargaining tactic?

The opening offer is also known as a(n) ________ because negotiation researchers have shown that people irrationally fixate on the first number put on the table in a negotiation regardless of how arbitrary it may be.

________ is the process of moving toward a middle point between the opening offers in a negotiation.

The U.S. Supreme Court has ruled that if management rejects a union's proposal on grounds of inability to pay, ________.

The equality norm is a form of the relational norm.

If a negotiator must give the first opening offer, or choose to do so for strategic reasons, then they should choose the offer that is closest to their resistance point.

Immanuel Kant, a German philosopher, believed that each person could, by reasoning, recognize that one should treat each person as he or she wished to be treated. Therefore, human beings would devise rational rules of conduct by which to live. This approach to ethics is known as ethics of ________.

Which of the following sets of negotiators is least likely to follow the relational norm during negotiations?

Which of the following statements is true regarding the equality norm in negotiation?

Which of the following negotiation norms promotes the distribution of resources based on the proportional input of the parties?

In integrative bargaining, the objective of both parties is to maximize their self-interest.

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

The target point is the most desired outcome or objective a negotiator sets for an issue.

One's BATNA must be objectively "better" than the other party's BATNA to give one negotiating power.

Opportunities for deception in negotiations about the matters under negotiation are fewer when the information disparity between the parties is great.

Integrative bargaining is a negotiation method in which two parties strive to divide a fixed pool of resources, with each trying to maximize their share of the distribution.

Integrative bargaining is a "zero-sum" process.

The throwaway items in a negotiation have a higher priority than other issues.

Which of the following best describes the "ethics of purpose" theory of ethics?

The parties to a negotiation often break out into private sessions to discuss the various options discussed at the table. This practice is known as ________.

A last-minute demand by one party made to take advantage of the other party when they are about to reach an agreement is known as a nickel-and-diming tactic.

Which of the following is considered to be an ethical bargaining tactic?

The opening offer is also known as a(n) ________ because negotiation researchers have shown that people irrationally fixate on the first number put on the table in a negotiation regardless of how arbitrary it may be.

________ is the process of moving toward a middle point between the opening offers in a negotiation.

The U.S. Supreme Court has ruled that if management rejects a union's proposal on grounds of inability to pay, ________.

The equality norm is a form of the relational norm.

If a negotiator must give the first opening offer, or choose to do so for strategic reasons, then they should choose the offer that is closest to their resistance point.

Immanuel Kant, a German philosopher, believed that each person could, by reasoning, recognize that one should treat each person as he or she wished to be treated. Therefore, human beings would devise rational rules of conduct by which to live. This approach to ethics is known as ethics of ________.

Which of the following sets of negotiators is least likely to follow the relational norm during negotiations?

Which of the following statements is true regarding the equality norm in negotiation?

Which of the following negotiation norms promotes the distribution of resources based on the proportional input of the parties?

In integrative bargaining, the objective of both parties is to maximize their self-interest.

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