Deck 5: Developing a Negotiation Style 1

Question 1

With regard to effective negotiation,the ability of negotiators to understand emotions in themselves and others and to use that understanding to generate positive outcomes is defined as:

A)emotional intelligence
B)motivational orientation
C)social comparison
D)reciprocity

Answer 1

A

Question 2

Sometimes it is necessary to make a threat in negotiation.In order to make an effective threat,a negotiator needs to threaten:

A)the other party's credibility
B)aggressively
C)and intimidate the other party
D)the other party's underlying interests

Answer 2

D

Question 3

With regard to reputation in negotiation,negotiators who use adversarial,stubborn,and ethically-questionable behavior often have the effect of:

A)enhancing their reputations
B)improving their business relationships
C)being regarded as ineffective
D)decreasing their group status

Answer 3

C

Question 4

Regarding the interests,rights and power model of disputing,a negotiator who uses a power-based approach is characterized by:

A)an interest in reconciling differences in a way that addresses the counterparty's most pressing needs and concerns
B)a need to apply standards of fairness to negotiation
C)an interest in formalizing parties' rights by law or contract
D)using status,rank,threats,and intimidation to prevail

Question 5

With regard to motivational orientation,the negotiator whose goals are individualistic in nature:

A)prefers to maximize his or her own gain and is indifferent to how much the other person is getting from the agreement
B)prefers to maximize the difference between their own profits and those of the other party
C)seeks to minimize the difference between the negotiating parties' outcomes
D)is aggressive and egotistical during the negotiation

Question 6

With regard to effective dispute resolution,a method whereby parties learn to prevent similar problems in the future is known as:

A)the mediation method
B)the wise counselor method
C)the postdispute analysis and feedback method
D)the crisis procedure method

Question 7

Regarding the emotions and emotional knowledge that can influence negotiations,what is meant by strategic emotion?

A)The behavioral manifestation of felt emotions
B)Negative emotions directed at the counterparty
C)Carefully designed emotional displays orchestrated to take the counterparty off guard
D)Talking about the counterparty behind their back

Question 8

What are the fundamental differences between tough and soft negotiators,and what are the disadvantages of adopting either stance?

Question 9

Conflict escalation threatens the ability of negotiators to reach agreement.One of the most effective ways to respond to a power move by an opponent is:

A)punishment
B)laugh at the behavior
C)do not reciprocate
D)encourage a bigger threat

Question 10

In an effort to reduce the costs of resolving disputes and produce durable resolutions,some organizations use a procedure in which senior executives consider the elements of a dispute.This procedure is known as the:

A)wise counselor strategy
B)multistep negotiation procedure strategy
C)mediation-tribulation strategy
D)loop-back strategy

Question 11

Negotiators often compare their inputs and outputs with others.Which of the following statements is true regarding social comparison in negotiation?

A)When a pro-social cooperator negotiates with a competitor,they are less likely to accept an unfair offer,as compared to individualists and competitors
B)People will sometimes refuse a larger salary if it means this would equate outcomes between themselves and another party
C)Men are more likely to engage in social comparison than women
D)Women are more likely to engage in social comparison than men

Question 12

Adjudication is a rights-based procedure for resolving disputes.Adjudication is best characterized as a procedure that:

A)determines who is liable when contradictory standards apply
B)presents arguments to a third party who hands down a binding decision
C)formalizes goals for the negotiation
D)establishes the counterparty's opening offer

Question 13

Regarding 3^rd party techniques for dispute resolution,the _____ model involves an arbitrator who makes a decision and places it in a sealed envelope.The threat of the arbitrator's decision sits on the table and is destined to be opened unless the parties reach mutual agreement.

A)final-offer arbitration
B)conventional arbitration
C)med-arb (mediation followed by arbitration)
D)arb-med (arbitration followed by meditation)

Question 14

Regarding the interests,rights and power model of disputing,a negotiator who uses a rights-based approach is characterized by:

A)addressing the counterparty's most pressing concerns
B)applying rank and status biases to the negotiation
C)invoking norms and precedents
D)learning about the counterparty's underlying needs

Question 15

Assess your own motivational orientation by completing the questions in Exhibit 5-3.Given that a key to self-insight is recognizing the external factors that shape your motivational orientation (following Richard Shell's list),what tools do you need to help you become more effective at pie-slicing and pie expansion?

Question 16

The term that refers to a negotiator's belief in their ability to effectively claim resources and persuade others to make the majority of the concessions in a negotiation is:

A)integrative self-efficacy
B)distributive self-efficacy
C)emotional intelligence
D)the halo effect
Discussion Questions

Question 17

Cooperative negotiators often get taken advantage of.Which of the following is a strategy that will help overly cooperative negotiators claim a greater share of resources?

A)Avoid delegating the negotiation task to an agent
B)Concentrate solely on the bottom line
C)Don't tell anyone about his or her negotiation goals to avoid making promises or reporting results
D)Insist on commitments,not just verbal agreements

Question 18

With regard to how to move the counterparty away from rights and power,one of the most effective methods is a process intervention; one of the least effective interventions is:

A)reciprocation
B)paraphrasing the other party's statements
C)strategic cooling off periods
D)using self-discipline and not using personal attacks

Question 19

When it comes to using power and making threats in negotiation,all of the following are true except:

A)power tends to be reciprocated with power
B)by using power it is easy to expand the pie
C)a credible threat may restart negotiations
D)it often produces a "winner" and a "loser"

Question 20

What are some effective strategies for dealing with negative emotions at the bargaining table?

Question 21

Assess your own emotional style by completing the questionnaire in Exhibit 5-9.What are the advantages and disadvantages of each emotional style?

Question 22

What are some of the main differences between cooperatively-motivated groups of negotiators and individualistically-motivated negotiators?

Question 23

In what situations are the use of rights and power-based negotiation tactics justified?

Question 24

What are some personal strategies a negotiator can use to move the counterparty away from rights and power based arguments to an interest-based focus?