Deck 2: What to Do Before Negotiation

Question 1

It is not advisable to focus on a single issue in a negotiation because single-issue negotiations are _______ in nature.

A)variable-sum
B)integrative
C)mixed-motive
D)fixed-sum

Answer 1

D

Question 2

Effective negotiation preparation encompasses three general abilities: situation assessment,other-party assessment,and _______.

A)financial assessment
B)location assessment
C)team assessment
D)self-assessment

Answer 2

D

Question 3

In negotiation,the fixed-pie perception is defined as:

A)the assumption that attacking the other party is the best way to get most of the pie
B)the assumption that capitulating to the other negotiating party's demands is the best way to a win-win agreement
C)the belief that concessions are necessary by one or both parties in order to reach an agreement
D)the assumption that sticking to your demands and refusing anything but the majority of the pie is the best way to get most of the pie

Answer 3

C

Question 4

As compared to negotiators who focus on maximizing gains,negotiators who focus on minimizing their losses are more likely to:

A)reach agreement
B)minimize their strategic risks
C)make few concessions and reach fewer agreements
D)accept a sure thing

Question 5

One strategy for improving one's BATNA in negotiation is to:

A)discuss it in explicit terms with the counterparty
B)improve your alternative options before going to the negotiation table
C)replace it with an aspiration point
D)revise it in reaction to progress of the negotiation

Question 6

In negotiation,having your first offer immediately accepted by the counterparty is likely to lead to feelings of what might have been different,also known as_________?

A)linkage effects
B)counterfactual thinking
C)hindsight bias
D)gambler's fallacy

Question 7

A dispute is best defined as a situation in which:

A)parties have to resort to their BATNA's
B)parties fail to exchange resources
C)a claim is made by one party and rejected by the other party
D)negotiators turn down favors and rewards from others

Question 8

In negotiation,buyers and sellers may adopt differing bargaining positions for an object,but their private valuations for the object should not differ as a consequence of who has possession.The endowment effect is best described as:

A)the difference between what sellers demand and what buyers are willing to pay
B)a tendency for people to value an object more once they own it
C)the intrinsic value we associate with a certain outcome
D)saving money instead of purchasing goods

Question 9

Negotiation is best described as a _______,which involves both _________ and ________.

A)self-assessment ; focus ; introspection
B)grass-is-greener negotiation ; selectiveness ; restlessness
C)strategic risk ; aggressiveness ; gambling
D)mixed-motive enterprise ; cooperation ; competition

Question 10

What is meant by the hidden table in a negotiation?

A)An undisclosed group of resources
B)The ultimate goal of a good negotiator
C)Important parties who are the real decision makers are not present at the negotiation table
D)The undisclosed offers that could have been made
Discussion Questions

Question 11

The term used to represent the quantification of a negotiator's BATNA with respect to other alternatives is known as:

A)the reservation point
B)the target point
C)the focal point
D)a sunk cost

Question 12

In order to reach a successful negotiation outcome,the negotiators must understand that their BATNA is:

A)the outcome that the negotiator wishes to achieve
B)able to be modified by persuasive offers
C)not time sensitive
D)determined by objective reality

Question 13

When,you are asked about your desired salary in a job interview,what is the best response to use with the prospective employer?

A)Make an extreme offer and negotiate your way back down to your acceptable BATNA range
B)Give a salary range that would meet your needs in order to seem less fixated on a particular number.
C)Make a take-it-or-leave-it offer
D)Identify a variety of different combinations of highly attractive offer packages and present those packages to the employer

Question 14

What is meant by counterfactual thinking in negotiation?

A)A negotiator who focuses intensely on what outcome he or she wants
B)A negotiator who thinks about what might have been but did not occur
C)A negotiator who plays the devil's advocate with the other party
D)A negotiator who considers whether the other party will follow through on the terms of their agreement

Question 15

In preparing for negotiation,a negotiator needs to determine what would constitute an ideal outcome,or favorable set of terms,also known as a _______.

A)winner's result
B)target point
C)BATNA
D)reservation point

Question 16

Negotiators should take the time to brainstorm how a single-issue negotiation may be segmented into multiple issues.By identifying and segmenting the negotiation into multiple issues,negotiators may create _________ .

A)a less complicated negotiation
B)more issues that could lead to an impasse
C)integrative potential
D)a potentially illegal negotiation situation

Question 17

What factors can lead a negotiator to be uncertain about his or her BATNA?

A)Potential alternatives present themselves all at once,giving the person a wide range of choices
B)The person is presented with a take it or leave it offer
C)The person is not confident in their reservation point
D)Potential alternatives arrive sequentially,rather than all at the same time

Question 18

A type of negotiation behavior known as reactive devaluation refers to:

A)a negotiator who does not know what he or she really wants other than not wanting what the other party is offering
B)a negotiator who sets the target point too high and refuses to make any concessions
C)a negotiator who overvalues the counterparty's offer
D)an negotiator who opens the negotiation by setting their target too low

Question 19

The more _____ the negotiator,the more likely it is that she or he will make greater concessions.

A)vigilant
B)risk-averse
C)risk-seeking
D)confident

Question 20

Negotiators can focus on gains or losses during a negotiation.Most negotiators are _______ when it comes to losses,and _______ when it comes to gains.

A)risk-averse ; risk-seeking
B)risk-seeking ; risk-averse ( p.20)
C)rational ; irrational
D)irrational ; rational

Question 21

What is the difference between a target point and reservation point,and why is it important not to confuse the two?

Question 22

Why is a lengthy amount of time between the negotiation and the consequences of the negotiated agreement positive or negative?

Question 23

Why is it advisable to assess the self,the counterparty,and the negotiation situation before commencing negotiations? What are some of the questions a negotiator needs to address when assessing the negotiation situation?

Question 24

Why do negotiators incorrectly predict the consequences of final deadlines in a negotiation?

Question 25

Explain the difference between a "gain-frame" and a "loss-frame" when it comes to making decisions in negotiation.

Question 26

What questions should a negotiator find answers to when assessing a negotiation situation?

Question 27

What are some of the problems that arise in the determination of one's target or aspiration point in a negotiation?

Question 28

What is the fixed-pie perception,and how does it affect a person's preparation for negotiation?