Deck 1: The Nature of Negotiation

Question 1

When one party accepts a change in his or her position, a ____________ has been made.

Answer 1

concession

Question 2

There are times when you should _________ negotiate.

Answer 2

not

Question 3

The mix of convergent and conflicting goals characterizes many ____________ relationships.

Answer 3

interdependent

Question 4

The two-dimensional framework called the ____________ ____________ ____________ postulates that people in conflict have two independent types of concern.

Question 5

Most actual negotiations are a combination of claiming and ____________ value processes.

Question 6

Negotiating parties always negotiate by ____________.

Question 7

Negotiations often begin with statements of opening ____________.

Question 8

People ____________ all the time.

Question 9

When parties are interdependent, they have to find a way to ____________ their differences.

Question 10

Negotiation is a ____________ that transforms over time.

Question 11

Independent parties are able to meet their own ____________ without the help and assistance of others.

Question 12

The ____________ of people's goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes.

Question 13

Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _________.

Question 14

The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot

Question 15

Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of ____________.

Question 16

Parties who employ the ____________ strategy maintain their own aspirations and try to persuade the other party to yield.

Question 17

The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects.

Question 18

____________ ____________ is analyzed as it affects the ability of the group to make decisions, work productively, resolve its differences, and continue to achieve its goals effectively.

Question 19

Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of ____________.

Question 20

Most people initially believe that ____________ is always bad.

Question 21

An individual who pursues his or her own outcomes strongly and shows little concern for whether the other party obtains his or her desired outcomes is using another of the following strategies. Which one?

A) yielding
B) compromising
C) contending
D) problem solving
E) None of the above.

Question 22

To most people the words "bargaining" and "negotiation" are

A) mutually exclusive.
B) interchangeable.
C) not related.
D) interdependent.
E) None of the above.

Question 23

In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the

A) cooperativeness dimension and the competitiveness dimension.
B) the assertiveness dimension and the competitiveness dimension.
C) the competitiveness dimension and the aggressiveness dimension.
D) the cooperativeness dimension and the assertiveness dimension.
E) None of the above.

Question 24

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

A) mutual gains
B) win-lose
C) zero-sum
D) win-win
E) None of the above.

Question 25

Interdependent parties' relationships are characterized by

A) interlocking goals.
B) solitary decision making.
C) established procedures.
D) rigid structures.
E) Interdependent relationships are characterized by all of the above.

Question 26

A zero-sum situation is also known by another name of a situation. Which of the following is that?

A) integrative
B) distributive
C) win-lose
D) negotiative
E) None of the above.

Question 27

Which of the following statements about conflict is true?

A) Conflict is the result of tangible factors.
B) Conflict can occur when two parties are working toward the same goal and generally want the same outcome.
C) Conflict only occurs when both parties want a very different settlement.
D) Conflict has a minimal effect on interdependent relationships.
E) All of the above statements about conflict are true.

Question 28

In intragroup conflict,

A) sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives that are in conflict with each other.
B) conflict occurs between individual people.
C) conflict affects the ability of the group to resolve differences and continue to achieve its goals effectively.
D) conflict is quite intricate because of the large number of people involved and possible interactions between them.
E) None of the above describes intragroup conflict.

Question 29

Which of the following is not an intangible factor in a negotiation?

A) the need to look good
B) final agreed price on a contract
C) the desire to book more business
D) fear of setting a precedent
E) All of the above are intangible factors.

Question 30

Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?

A) obligation and perseverance
B) avoidance and compromise
C) influence and persuasiveness
D) trust and openness
E) cognition and emotion

Question 31

Which is not a characteristic of a negotiation or bargaining situation?

A) conflict between parties
B) two or more parties involved
C) an established set of rules
D) a voluntary process
E) None of the above is a characteristic of a negotiation.

Question 32

What are the two dilemmas of negotiation?

A) the dilemma of cost and the dilemma of profit margin
B) the dilemma of honesty and the dilemma of profit margin
C) the dilemma of trust and the dilemma of cost
D) the dilemma of honesty and the dilemma of trust
E) None of the above.

Question 33

Which perspective can be used to understand different aspects of negotiation?

A) economics
B) psychology
C) anthropology
D) law
E) All of the above perspectives can be used to understand different aspects of negotiation.

Question 34

Which of the following contribute to conflict's destructive image?

A) increased communication
B) misperception and bias
C) clarifying issues
D) minimized differences; magnified similarities
E) All of the above contribute to conflict's destructive image.

Question 35

BATNA stands for

A) best alternative to a negotiated agreement.
B) best assignment to a negotiated agreement.
C) best alternative to a negative agreement.
D) best alternative to a negative assignment.
E) BATNA stands for none of the above.

Question 36

Tangible factors

A) include the price and terms of agreement.
B) are psychological motivations that influence the negotiations.
C) include the need to look good in negotiations.
D) cannot be measured in quantifiable terms.
E) None of the above statements describe tangible factors.

Question 37

Negotiators pursuing the yielding strategy

A) show little interest or concern in whether they attain their own outcomes, but are quite interested in whether the other party attains his or her outcomes.
B) pursue their own outcome strongly and shows little concern for whether the other party obtains his or her desired outcome.
C) shows little interest or concern in whether they attain their own outcomes, and does not show much concern about whether the other party obtains his or her outcomes.
D) show high concern for attaining their own outcomes and high concern for whether the other attains his or her outcomes.
E) Negotiators pursuing the yielding strategy demonstrate none of the above behaviors.

Question 38

Satisfaction with a negotiation is determined by

A) the process through which an agreement is reached and the dollar value of concessions made by each party.
B) the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators.
C) the process through which an agreement is reached and by the actual outcome obtained by the negotiation.
D) the total dollar value of concessions made by each party.
E) Satisfaction with a negotiation is determined by none of the above.

Question 39

How much to believe of what the other party tells you

A) depends on the reputation of the other party.
B) is affected by the circumstances of the negotiation.
C) is related to how he or she treated you in the past.
D) is the dilemma of trust.
E) All of the above.

Question 40

Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes, and do not show much concern about whether the other party obtains his or her outcomes. Which of the ones listed below?

A) contending
B) compromising
C) problem solving
D) yielding
E) None of the above.

Question 41

Describe the strategies and tactics a negotiator would employ in a distributive bargaining situation.

Question 42

Conflict also has productive aspects and one of those is that conflict encourages psychological development. Elaborate.

Question 43

Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most people assume"?

Question 44

How does decreased communication contribute as one of the destructive images of conflict in a negotiation?

Question 45

Why do parties negotiate by choice?

Question 46

The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern. What are those two types of concerns?

Question 47

Name the four levels of conflict that are commonly identified.

Question 48

Where would you likely to find the concept of "yielding" on the dual concerns model?

Question 49

What does BATNA stand for?

Question 50

Define synergy?

Question 51

Define "zero-sum" situation.

Question 52

What role do concessions play when a proposal isn't readily accepted?

Question 53

What are tangible and intangible factors in negotiation?

Question 54

What are the three ways that characterize most relationships between parties?

Question 55

Why should negotiators be versatile in their comfort and use of both value claiming and value creating strategic approaches?

Question 56

What are the three reasons negotiations occur?

Question 57

What are concessions?

Question 58

Describe a "mutual gains" situation.

Question 59

What are the five major strategies for conflict management (as identified in the Dual Concerns framework)?

Question 60

Explain how conflict is a potential consequence of interdependent relationships.