Deck 20: Negotiating

Question 1

Integrative bargaining commonly leads to which outcome?

A) Win-lose
B) Win-win
C) Zero-sum
D) Withdrawal from the negotiation
E) None of the above

Answer 1

B

Question 2

A target point can be defined as the:

A) point at which concessions tend to be reciprocated.
B) outcome the negotiator would like to achieve.
C) option the negotiator believes is in his or her opponent's interests.
D) final outcome of the negotiation process.
E) none of the above

Answer 2

B

Question 3

Tactics used in distributive bargaining include all of the following except:

A) persuading your opponent of the impossibility of getting to his or her target point.
B) arguing that your opponent's target is unfair, whereas yours is fair.
C) attempting to get your opponent to feel emotionally generous toward you.
D) using openness, trust, and flexibility to facilitate the negotiation process.
E) all of the above

Answer 3

D

Question 4

A resistance point can be defined as:

A) the lowest outcome acceptable to a negotiator.
B) a stage in the negotiation process where parties can not agree on a beneficial outcome.
C) the point at which a negotiator believes his or her opponent will accept a less favorable settlement.
D) the area between the settlement range and the aspiration range.
E) none of the above

Question 5

Which of the following statements is not true concerning integrative bargaining?

A) It is preferable over distributive bargaining.
B) It helps builds long-term working relationships.
C) It bonds negotiators.
D) It leaves one party a loser.
E) all of the above are true

Question 6

The general approaches to negotiation include:
I) distributive bargaining
II) integrative bargaining
III) systematic bargaining

A) I and II
B) II and III
C) I and III
D) I, II, and III

Question 7

Which of the following is not a guideline for effective bargaining?

A) Pay little attention to initial offers.
B) Begin with a positive overture.
C) Address problems, not personalities.
D) Have a concrete strategy.
E) All of the above are guidelines for effective negotiation.

Question 8

The meaning of a zero-sum condition is:

A) at least one settlement can create a win-win solution.
B) the negotiation has a win-at-any-cost dynamic.
C) any gain made by one party is at the other's expense.
D) all are examples of a zero-sum condition
E) none of the above