Deck 4: Negotiation: Strategy and Planning

Question 1

Effective goals must be ____________,____________,and ____________.

Answer 1

concrete;specific;measurable

Question 2

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

Answer 2

competitive (or distributive

Question 3

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

Answer 3

phases;stages

Question 4

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

Question 5

Multiple-issue negotiations lend themselves more to more ____________ negotiations.

Question 6

Effective strategy and ____________ are the most critically important precursors for achieving negotiation objective.

Question 7

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

Question 8

A beginning (or initiation)phase,a middle (bargaining/problem solving)phase,and a closing (or resolution)phase are likely to be descriptive of ____________ negotiations.

Question 9

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 10

The decision to negotiate is closely related to the desirability of ___________________.

Question 11

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

Question 12

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?

Question 13

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

Question 14

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

Question 15

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

Question 16

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

Question 17

Prioritizing issues includes two steps: 1)determining which issues are most important and which are less important,and 2)determining whether the issues are ____________ together or separate.

Question 18

____________ 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 19

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

Question 20

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

Question 21

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

Question 22

Interests may be process-based and relationship-based.

Question 23

The first iteration through the planning process should be firm,and the negotiator should be inflexible and not modify and adjust previous steps as new information becomes available.

Question 24

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 25

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

Question 26

A unilateral choice is one that is made with the active involvement of the other party.

Question 27

Single-issue negotiations and the absence of a long-term relationship with the other party are the strongest drivers of claiming value strategies.

Question 28

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 29

Negotiators usually set clear objectives that can serve as standards for evaluating offers and packages.

Question 30

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

Question 31

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

Question 32

In the Negotiation Planning Guide it is not necessary to define the alternatives (BATNAs).

Question 33

A single planning process can be followed for both a distributive and an integrative process.

Question 34

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

Question 35

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

Question 36

Accommodation is as much a win-lose strategy as competition,although it has a decidedly different image that involves an imbalance of outcomes,but in the opposite direction ("I lose,you win" as opposed to "I win,you lose").

Question 37

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

Question 38

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

Question 39

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

Question 40

When negotiating for a large consistency such as an entire company or a union or community,the process of consulting can be elaborate and ____________.

Question 41

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

Question 42

Which is not a difference between strategy and tactics?

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

Question 43

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 44

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

Question 45

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 46

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

Question 47

Interests are what a negotiator wants.

Question 48

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

Question 49

What are the most critical precursors for achieving negotiation objectives?

A) effective strategizing and planning
B) goal setting and target planning
C) defining frames and setting goals
D) framing and strategizing
E) none of the above

Question 50

Which of the following is not a reason that negotiations fail?

A) Allowing insufficient time for planning
B) Failing to set clear objectives
C) Understanding the strengths and weaknesses of their and the other party's positions
D) Depending on being quick and clever during negotiations

Question 51

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 52

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

Question 53

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 54

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 55

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 56

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 57

Of the following reasons negotiators might choose not to negotiate which one is not among them?

A) It simply may not be worth the time.
B) The outcomes can be achieved even if negotiations don't work out.
C) The outcomes cannot be achieved even if negotiations don't work out.
D) If one is able to meet one's needs without having to negotiate at all.
E) all of the above are reasons for adopting an avoidance strategy.

Question 58

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

Question 59

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

Question 60

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 61

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 62

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 63

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 64

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 65

How does the single episodic assumption affect our choice of strategy?

Question 66

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 67

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 68

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

Question 69

What is the primary determinant 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 70

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 71

Which is not true of limits?

A) Are the point where you should stop the negotiation
B) Are also called resistance point
C) Establishing them is a critical part of planning
D) They should be ignored in a bidding war
E) All of the above

Question 72

The general structure of a phase model of negotiations involves:

A) Three phases: initiation;problem solving;resolution
B) Four phases: pre-initiation;initiation;problem solving;resolution
C) Two phases: problem solving and resolution
D) None of the above

Question 73

What are the most critical precursors for achieving negotiation objectives?

Question 74

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 75

Can wishes be goals?

Question 76

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

A) specific target point
B) resistance point
C) alternative
D) opening bid
E) none of the above

Question 77

What are the three types of goals negotiators must anticipate to achieve in a negotiation?

Question 78

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 79

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 80

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