Deck 4: Negotiation: Strategy and Planning

Question 1

Without effective planning and target setting,results occur more by ____________ than by negotiator effort.

Answer 1

chance

Question 2

A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation,and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?

Answer 2

substantive,relationship

Question 3

According to Greenhalgh's stage model of negotiation,____________ is extremely critical to satisfactorily moving the other stages forward.

Answer 3

relationship building

Question 4

A "field analysis" is one way to assess all the key parties in a __________.

Question 5

____________ strategies tend to create "we-they" or "superiority-inferiority" patterns,which often lead to distortions in judgment regarding the other side's contributions and efforts,and to distortions in perceptions of the other side's values,needs and positions.

Question 6

Multiple-issue negotiations lend themselves more to ____________ negotiations.

Question 7

The dominant force for success in negotiation is in the ____________ that takes place prior to the dialogue.

Question 8

____________ are the points where you decide that you should stop the negotiation rather than continue,because any settlement beyond this point is not minimally acceptable.

Question 9

A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.

Question 10

In a ____________ negotiation,the other party may be less likely to disclose information,and/or may misrepresent their limits and alternatives.

Question 11

The decision to negotiate is closely related to the desirability of ____________ __________.

Question 12

A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

Question 13

____________ is the process by which each party states their "opening offer."

Question 14

____________ ____________ often requires considering how to package several issues and objectives.

Question 15

Effective goals must be __________,__________,and __________.

Question 16

____________ issues are often difficult to discuss and rank-order.

Question 17

____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

Question 18

Negotiation,like communication in problem-solving groups,proceeds through distinct ____________ or __________.

Question 19

Tactics are subordinate to strategy;they are structured,directed and driven by ____________ considerations.

Question 20

____________ are other agreements negotiators could achieve and still meet their needs.

Question 21

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Question 22

If what we want exceeds what the other party is capable of or willing to give,we must either change our goals or end the negotiation.

Question 23

Context issues (e.g. ,history of the relationship)can affect negotiation.

Question 24

Distributive strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

Question 25

The dominant force for success in negotiation is in the dialogue that takes place prior to the planning.

Question 26

It is not possible to evaluate packages the same way as evaluating individual issues.

Question 27

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

Question 28

Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.
True / False Questions

Question 29

A competitive strategy would be appropriate when the relationship outcome is relatively more important to the strategizer than the substantive outcome.

Question 30

Interests may be process-based and relationship-based.

Question 31

When the other side raises an unexpected issue the negotiator is completely unprepared to discuss,the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue.

Question 32

The pursuit of only a singular,substantive goal often tends to support the choice of a competitive strategy.

Question 33

If intangibles are a key point of the bargaining mix,negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.

Question 34

It is important to set priorities and possibly assign points for both tangible and intangible issues.

Question 35

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Question 36

Large bargaining mixes allow many possible components and arrangements for settlement.

Question 37

Interests are what a negotiator wants.

Question 38

____________ is the most critically important activity in negotiation.

Question 39

The objective of "closing the deal" is to build commitment to the agreement.

Question 40

Gathering information about the other party is a critical step in preparing for negotiation.

Question 41

What is the dominant force for success in negotiation?

A)A distributive vs.integrative strategy
B)The planning that takes place prior to the dialogue
C)The discussions that precede planning sessions
D)The tactics selected in support of strategic goals
E)All of the above

Question 42

Characteristics of collaborative strategies include:

A)long-term focus
B)trust and openness
C)efforts to find mutually satisfying solutions
D)pursuit of goals held jointly with others
E)all of the above

Question 43

Accommodative strategies emphasize:

A)Subordinating one's own goals in favor of those of others.
B)Secrecy and defensiveness.
C)Abandonment of bad images and consideration of ideas based on merit.
D)A key attitude of "I win;you lose".
E)All of the abovE.

Question 44

In a distributive negotiation,the other party may be less likely to disclose information about their limits and alternatives.

Question 45

Avoidance could best be used when:

A)negotiation is necessary to meet your needs.
B)the time and effort to negotiate are negligible.
C)the available alternatives are very strong.
D)the only available negotiator is a senior manager.
E)all of the abovE.

Question 46

A strong interest in achieving only the relationship outcomes suggests one,if any,of the following strategies.Which one?

A)Competitive
B)Accommodation
C)Collaborative
D)Avoidance
E)None of the above

Question 47

Which is not a key step to an ideal negotiation process?

A)Preparation
B)Relationship Building
C)Information Gathering
D)Bidding
E)All of the above are key steps

Question 48

It is sufficient to learn about the other party's interests and resources.

Question 49

In new bargaining relationships,discussions about procedural issues should occur after the major substantive issues are raised.
Multiple Choice Questions

Question 50

Effective planning requires hard work on the following points:

A)Defining the issues
B)Defining the bargaining limit
C)Defining interests
D)Defining limits and alternatives
E)All of the above

Question 51

The less concrete and measurable goals are:

A)the harder it is to communicate to the other party what we want
B)the easier it is to understand what your opponent wants
C)the easier it is to determine whether a particular outcome satisfies our goals
D)the harder it is to restate what the initial goal was
E)all of the above

Question 52

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

A)Collaborative
B)Accommodating
C)Competitive
D)Avoidance
E)None of the above

Question 53

Which is not a difference between strategy and tactics?

A)Scale
B)Goals
C)Perspective
D)Immediacy

Question 54

Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Question 55

In an accommodative negotiation,the relationships have:

A)a short-term focus
B)a long-term focus
C)may be either short term or long term
D)none of the above

Question 56

Which one of the following is as much a win-lose strategy as competition,although it has a decidedly different image?

A)Collaboration
B)Avoidance
C)Engagement
D)Accommodation

Question 57

What are the most critical precursors for achieving negotiation objectives?

A)Effective strategizing,planning and preparation
B)Goal setting and target planning
C)Defining frames and setting goals
D)Framing and strategizing
E)None of the above

Question 58

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

A)preparation
B)information gathering
C)relationship building
D)information using
E)None of the above

Question 59

Interests can be:

A)substantive,directly related to the focal issues under negotiation
B)process based,related to the manner in which we settle this dispute
C)relationship based,tied to the current or desired future relationship between the parties
D)based in the intangibles of the negotiation
E)all of the above

Question 60

A negotiator's goals:

A)are intrinsically in conflict with his opponent's goals
B)have no boundaries or limits
C)are explicitly stated wishes
D)must be reasonably attainable
E)all of the above

Question 61

Reactive strategies:

A)encourage negotiators to be more flexible and creative
B)can efficiently clear up confusion about issues
C)will lessen a negotiator's defensive posture
D)can make negotiators feel threatened and defensive
E)none of the above

Question 62

What are the four types of initial strategies for negotiators?

Question 63

How does short-term thinking affect our choice of strategy and limit our view?

Question 64

Define goal.

Question 65

Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

A)What agenda should we follow?
B)Where should we negotiate?
C)What is the time period of the negotiation?
D)What might be done if negotiation fails?
E)How will we keep track of what is agreed to?

Question 66

Which represents the best deal we can possibly hope to achieve?

A)Specific target point
B)Resistance point
C)Alternative
D)Asking price
E)None of the above

Question 67

Why is it important to understand the typical steps or flow in a negotiation?

Question 68

What strategic negotiation purposes can be served by avoidance?

Question 69

Define Relationship building,a key step in an ideal negotiation.

Question 70

What is a drawback of accommodation strategies?

Question 71

Does any of the following represent the point at which we realistically expect to achieve a settlement?

A)Specific target point
B)Resistance point
C)Alternative
D)Asking price
E)None of the above

Question 72

Define strategy and tactics.

Question 73

Which is not true of limits?

A)Limits are the point where you should stop the negotiation.
B)Limits are also called resistance points.
C)Establishing limits is a critical part of planning.
D)Limits should be ignored in a bidding war.
E)All of the above are true about limits.

Question 74

What is the primary goal in the use of the strategy of accommodation?

Question 75

Research by Greenhalgh suggests there are seven key steps to an ideal negotiation process.What are those seven steps?

Question 76

If the other party has a strong and viable alternative,he/she will

A)be dependent on achieving a satisfactory agreement
B)appear aggressive and hostile in negotiations
C)set and push for high objectives
D)have unlimited negotiating authority
E)all of the above

Question 77

Why is it important for goals to be concrete,specific and measurable?

Question 78

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information?

A)What facts support my point of view?
B)Whom may I consult or take with to help me elaborate or clarify the facts?
C)What is the other party's point of view likely to be?
D)How can I develop and present the facts so they are most convincing?
E)All of the above questions should be asked.

Question 79

What are the three types of goals?

Question 80

What are the most critical precursors for achieving negotiation objectives?