Deck 5: Developing a Negotiating Style

Question 1

Making unilateral concessions is not effective for refocusing negotiations.

Answer 1

True

Question 2

According to Shell,if you are a(n)________ negotiator,you need to become more assertive,confident,and prudent in negotiations to be more effective at pie-expanding and pie-slicing.

A) individualistic
B) cooperative
C) aggressive
D) competitive

Answer 2

B

Question 3

Distributive self-efficacy refers to a negotiator's belief in her or his ability to create resources.

Answer 3

False

Question 4

During any negotiation,Peter always seeks equality and tries to minimize the difference between negotiators' outcomes.Based on this information,identify Peter's motivation orientation.

A) altruism
B) individualism
C) cooperation
D) martyrdom

Question 5

Which of the following motivation orientations represents a desire to harm oneself?

A) competition
B) altruism
C) masochism
D) individualism

Question 6

Individualistically motivated negotiators are more likely to use integrative strategies.

Question 7

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

A) sadomasochism
B) martyrdom
C) competition
D) individualism

Question 8

When both negotiators have a cooperative orientation,they ________.

A) tend to be less effective in terms of maximizing the pie
B) share information about interests and priorities directly
C) tend to be less effective than a group of individualist negotiators in terms of pie-expanding
D) use more distributive strategies

Question 9

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 the overly cooperative negotiator?

A) being scrupulously reliable
B) asking more questions than you think you should
C) bargaining on behalf of someone or something else, not yourself
D) thinking about pie-expansion, not just pie-slicing

Question 10

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

Question 11

Negotiators who are high in both epistemic and cooperative motivation develop greater trust and reach more integrative agreements than those low in cooperation or low in epistemic motivation.

Question 12

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

Question 13

People with a competitive orientation behave cooperatively when paired with a cooperative opponent.

Question 14

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

Question 15

Robert is negotiating a sales contract for selling transformers that are manufactured by his company.He prefers to maximize the difference between his profit and that of the other party.Based on this information,identify Robert's motivational orientation.

A) individualistic
B) competitive
C) cooperative
D) altruistic

Question 16

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?

A) being scrupulously reliable
B) avoiding concentrating too much on your bottom line
C) creating an audience
D) insisting on commitments, not just agreements

Question 17

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

Question 18

A(n)________ negotiator prefers to maximize his or her own gain and is indifferent to how much the other person is getting.

A) cooperative
B) competitive
C) altruistic
D) individualistic

Question 19

Focusing on rights can usually resolve the problem underlying the dispute more effectively than focusing on interests or power.

Question 20

________ represents a midpoint between aggression and individualism.

A) Altruism
B) Cooperation
C) Masochism
D) Competition

Question 21

People with a cooperative orientation behave competitively when paired with a competitive opponent.Which of the following statements,if true,would weaken this argument?

A) People make judgments about what is fair based on what they are investing in the relationship and what they are getting out of it.
B) The motivational orientation of people remains fixed irrespective of the circumstances.
C) People's choices are driven, in large part, by their relationship with the other party.
D) One of the fastest ways to extinguish a behavior is simply not to respond.

Question 22

According to a study carried out by Goldberg,which of the following strategies is the least effective for moving your opponents back to interests-based negotiations?

A) reciprocation
B) process intervention
C) mixed-message approach
D) behavioral reinforcement

Question 23

Advisory arbitration is a method whereby managers are provided with information that ________.

A) helps them in identifying the reservation points of both the parties
B) allows them to identify the appropriate bargaining zone for the negotiation
C) would likely result if the dispute were to go to court
D) helps them in suggesting the appropriate approach for resolving the dispute

Question 24

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.

A) reciprocation
B) process intervention
C) behavioral reinforcement
D) mixed-message approach

Question 25

Threats and contests are two types of ________ approaches.

A) interests-based
B) capabilities-based
C) rights-based
D) power-based

Question 26

Sam and Mike are negotiating a contract.Sam has a cooperative orientation whereas Mike has a competitive orientation.Sam begins the negotiation in a cooperative fashion but he soon realizes that he is facing a competitive negotiator.Which of the following is most likely to be Sam's reaction?

A) Sam will continue his negotiation in the cooperative fashion.
B) Sam will try to use integrative bargaining strategies.
C) Sam will start behaving competitively.
D) Sam will make large concessions.

Question 27

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?

A) power-based approach
B) interests-based approach
C) rights-based approach
D) capabilities-based approach

Question 28

To reach integrative agreements,negotiators should have not only a(n)________ orientation but also a deep understanding of the task.

A) altruistic
B) competitive
C) individualistic
D) cooperative

Question 29

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

A) power
B) capabilities
C) interests
D) rights

Question 30

During negotiations,Albert uses status,rank,threats,and intimidation to get his way.According to Ury,Brett,and Goldberg,Albert is a negotiator who focuses on ________.

A) rights
B) capabilities
C) power
D) interests

Question 31

Which of the following statements is true regarding negotiation strategies?

A) If you want to discourage a competitive motivational orientation in the counterparty, you should reciprocate the competitive behavior.
B) People with a competitive orientation behave cooperatively when paired with a cooperative opponent.
C) The negotiating styles of people remain fixed.
D) The negotiating styles of the negotiators tend to converge during a negotiation.

Question 32

You are negotiating a contract and you would like to use the interests-based approach for negotiation.Soon you realize that the other party is using the power-based approach.Which of the following strategies can you use to move your opponent toward interests?

A) Reciprocate your opponent's approach so she will soon realize that the power-based approach will not work.
B) Avoid face-to-face meetings during negotiations.
C) Stay focused on the issue and separate the people from the problem.
D) Make unilateral concessions.

Question 33

In a multistep negotiation procedure,________.

A) negotiations are carried out using the rights-based approach
B) the focus of negotiation is expanding the pie
C) an unresolved dispute moves to a higher level in the organizational hierarchy
D) the negotiators use various distributive bargaining strategies for dividing the resources

Question 34

According to Ury,Brett,and Goldberg,negotiators who focus on rights ________.

A) use integrative bargaining strategies and try to expand the bargaining zone
B) apply standards of fairness to negotiation based upon norms
C) attempt to learn about the other party's underlying needs, desires, and concerns
D) use status, rank, threats, and intimidation to get their way

Question 35

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?

A) In any negotiation situation, it is important not to lose sight of your own interests.
B) People's choices are driven, in large part, by their relationship with the other party.
C) It is important to reinforce the behavior immediately after it occurs.
D) Integrative (pie-expanding) and distributive (pie-slicing) behaviors tend to be reciprocated.

Question 36

Sophie is a cooperative negotiator whereas Samantha is a competitive negotiator.Which of the following is most likely to occur when they negotiate a contract with each other?

A) Sophie will be able to identify Samantha's reservation point.
B) Samantha will try to use integrative bargaining strategies.
C) Sophie will make the opening offer which would then act as the anchor point.
D) Samantha will not change her motivational orientation during the negotiation.

Question 37

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

A) Epistemic
B) Altruistic
C) Aggressive
D) Individualistic

Question 38

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.

A) interests-based
B) capabilities-based
C) rights-based
D) power-based

Question 39

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

A) Final-offer arbitration
B) Arb-med
C) Minitrial
D) Med-arb

Question 40

Which of the following statements is true regarding the rights-based approach?

A) It often leads to an unequal distribution of the resources.
B) It focuses on the future.
C) It expands the pie by addressing the parties' underlying needs.
D) The goal of this approach is understanding the other party's concerns.

Question 41

In which of the following procedures do high-level executives in the organization,who have not been involved in the dispute previously,act as lawyers,represent each side and present evidence and arguments that are heard by a neutral judge or advisor?

A) a minitrial
B) a med-arb
C) a final offer arbitration
D) an arb-med

Question 42

________ is an active and unpleasant emotion.

A) Sadness
B) Stress
C) Depression
D) Boredom

Question 43

Which of the following statements is true about emotions?

A) Moods are less chronic when compared to emotions.
B) Emotions are usually not directed at a certain event or at someone.
C) The classification of moods is more specific than that of emotions.
D) Emotions are usually fairly intense.

Question 44

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

A) use fewer cooperative strategies
B) engage in less information exchange
C) generate fewer alternatives
D) use fewer contentious tactics

Question 45

________ refers to a negotiator's belief in his or her ability to claim resources effectively.

A) Primacy effect
B) Distributive self-efficacy
C) Self-serving bias
D) False consensus effect

Question 46

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?

A) arb-med
B) final offer arbitration
C) minitrial
D) med-arb

Question 47

According to Ury,Brett,and Goldberg,what are the three types of approaches that are used for conflict or dispute resolution?

Question 48

________ 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.

A) Arb-med
B) Final offer arbitration
C) Med-arb
D) Minitrial

Question 49

Discuss the effect of emotional intelligence on negotiated outcomes.

Question 50

________ refers to a negotiator's belief in her or his ability to create resources.

A) Circular logrolling
B) Self-serving bias
C) Emotional contagion
D) Integrative self-efficacy