chapter 1-6

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What should one do to deal with another party's aggressive behavior tactics in a negotiation?

One should discuss the negotiation process before moving forward with the negotiations.

Identify the accurate statement about setting opening bids.

Opening bids tend to be an ideal solution, the best possible outcome.

Identify an accurate statement about logrolling.

Logrolling is generally performed by trial and error, that is, by experimenting with various packages of offers.

True or false: Individuals tend to assume that their personal beliefs are based on credible information, while opposing beliefs are based on misinformation.

True

True or false: Negative emotions experienced during a negotiation are typically based in dejection or agitation

True

True or false: Negotiators commonly justify lying about their true intentions or deceiving the other party in a negotiation by stating that they feel cheated by the "system."

True

When is distributive bargaining between two parties generally most appropriate?

When there is no possibility of future interaction with the other party

When evaluating alternative solutions and reaching a consensus, negotiators should _____.

be alert to the influence of intangibles in selecting alternatives

Fisher, Ury, and Patton suggest that when dealing with hardball tactics used by the other party, negotiators should _____.

be hard on the problem and soft on the people

If the other party, in a negotiation, has weak alternatives, he or she will _____.

be more dependent on reaching a satisfactory agreement

During the problem definition process, negotiators should _____.

be practical and comprehensive when stating their problems

Successful integrative negotiation requires negotiators to _____.

be responsible for mutual understanding

When a deceptive negotiation tactic has been utilized in a negotiation, the victim is more likely to _____.

be the one to discontinue or end the relationship

Negotiators can make commitments to each other, known as _____ ______ before they begin the negotiations.

blank 1 presettlement blank 2 settlement

In a negotiation, the _____ hardball tactic is suspected when the other party takes a position completely counter to what you expected.

bogey

Negotiators using the _____ hardball tactic pretend that an issue of little or no importance is quite important to them.

bogey

The process of working together in small groups to generate as many solutions to a problem as possible is known as _____.

brainstorming

In a negotiation, the _____ tactic involves using a large bluff plus a threat to force the other party to concede.

chicken

Negotiators exhibiting positive emotionality are more likely to _____.

coax conformity with ultimatum offers

In negotiations, the law of small numbers applies to the manner in which negotiators _____.

draw inappropriate conclusions based on their personal experience that is limited in time or scope

Negotiators can justify lying in a negotiation if it _____.

does not have adverse effects

When a victim of a deceptive negotiation tactic _____, he or she is likely to show no reaction other than disappointment at having lost the negotiation.

does not realize or know that a deceptive tactic has been used

When a negotiator believes in _____ ethics, he or she determines the rightness of an action by evaluating the pros and cons of the action's consequences.

end-result

During a negotiation, the choice of whether to pursue a creating value or a claiming value strategy can be best described as the

negotiators dilemma

During a negotiation, the choice of whether to pursue a creating value or a claiming value strategy can be best described as the _______ ________

negotiators dilemma

A negotiator who justifies lying because it creates positive consequences for all parties involved in the negotiation is following the tenets of _____.

utilitarianism

If a negotiator has used a deceptive negotiation tactic that has paid dividends, the negotiator _____.

will attempt to use the tactic in a more productive manner

Distributive bargaining is also known as _____.

win-lose bargaining

Arrange the steps involved in electronic brainstorming in the correct order. (Place the first step at the top.)

1) a facilitator guides input by participants by using a series of questions 2) participators enter their response anonymously into a networked device 3) the device aggregates and displays the entries made by participants to the group as a whole 4) the facilitator ask additional probing questions

Arrange the key steps of the integrative negotiation process in sequential order.

1) identify and define the problem 2)surface interest and needs 3)generate alternative solutions to the problem 4)evaluate alternatives and select among them

Rank the stages through which disputes tend to be transformed, starting from the first stage to the last stage.

1)naming 2)blaming 3)claiming

Match the types of goals that may facilitate the development of integrative agreements (in the left column) with their descriptions (in the right column).

A common goal-It is shared equally by all parties. A shared goal-It is a goal that both negotiating parties work toward but that benefits each party differently. joint goal-It involves people with different personal goals agreeing to combine them in a collective effort.

Which of the following factors is most likely to lead to negative emotions during a negotiation?

A competitive frame of mind

Which of the following is an implication of introducing a large bargaining mix in a negotiation?

A large bargaining mix is likely to increase the length of the negotiation.

Identify an accurate statement about stereotyping.

A person is usually stereotyped on the basis of one bit of perceptual information.

Match the positions in negotiations (in the left column) with the appropriate elements of negotiations (in the right column).

A position of firmness-An exaggerated opening offer, a determined opening stance, and a very small initial concession A position of flexibility A moderate opening offer, a reasonable, cooperative opening stance, and a reasonable initial concession

Select all that apply Which of the following factors are more likely to result in positive emotions during a negotiation? (Select all that apply.

A positive social comparison A just process

Identify the chicken tactic of negotiation from the following scenarios.

A retailer threatens to terminate the contract if the supplier refuses to give in to the retailer's demands.

Identify a tactic that negotiators can use to deal with the other party's use of deceptive tactics.

Abandoning the assertion made by the other party

When the issue at hand is trivial and a cooling off period is needed, which of the following styles of handling interpersonal conflict should a negotiator use to handle the dispute?

An avoiding style

Select all that apply In the context of preparing to implement a negotiation strategy, which of the following points should a negotiator consider for effective planning? (Select all that apply.)

Analyzing and comprehending the other party's goals, issues, and resistance points Defining the interests Assembling the issues, ranking their significance, and defining the bargaining mix Defining the goal of negotiation and the crucial issues related to achieving the goal Presenting the issues to the other party: substance and process

Which of the following is a tactic that negotiators can use to deal with the other party's use of deceptive tactics?

Asking a question that compels the other party to tell a direct lie

Which of the following cognitive biases leads negotiators to more readily believe information that can be easily recalled and used to inform or evaluate a decision?

Availability bias

In the context of the dual concerns model of conflict management, identify a strategy in which a party prefers to do nothing, be silent, or retreat.

Avoiding

Identify a factor that facilitates successful integrative negotiation.

Belief in the validity of one's perspective

Match the stages through which disputes are transformed (in the left column) with their descriptions (in the right column.)

Blaming-A party focuses on determining who or what caused a problem. Naming-A party identifies a problem and describes what it is about. Claiming-A party takes action against the other party that caused a problem.

When a negotiator obtains information indirectly about the other party's target and resistance points, it is known as

Blank 1: indirect Blank 2: assessment

Identify an accurate statement about how negotiators should use the two major strategic approaches to negotiation.

Both approaches to negotiation must be employed with equal versatility.

Identify the relation between the wishes and the goals of a party involved in conflict resolution.

Both are related to the interests and needs of the party.

Which of the following statements is true about parties involved in a negotiation?

Both parties can influence the outcomes and decisions of the other party.

Select all that apply In the context of generating alternative solutions by redefining problems, identify the true statements about bridging solutions. (Select all that apply.)

Bridging solutions do not always remedy all concerns of the negotiating parties. Bridging solutions are likely to be highly satisfactory to both parties if negotiators are committed to a win-win negotiation.

How can a negotiator obtain information indirectly about the other party's target and resistance points?

By consulting publications widely available on the Internet

How do parties shape frames in a negotiation? (Check all that apply.)

By countering the other party's case By altering their own arguments on the basis of the other party's argument

Select all that apply Identify the ways in which negotiators can enhance their motivation and commitment to problem solving. (Select all that apply.)

By engaging in presettlement commitments By opting for umbrella agreements that give a framework for future discussions By recognizing that working together is more beneficial than working separately

Amir and Ivy are negotiating a deal with each other. How can Amir alter Ivy's perceptions of her position?

By explaining that the actual outcomes would be undesirable for Ivy if her demands are met

Select all that apply Identify the ways in which a negotiator can convey that an offer is the final one to the other party. (Select all that apply.)

By personalizing a concession to the other party By allowing the absence of offers to convey that there is no further concession

What is one way for a negotiator obtain information directly about the other party's target and resistance points?

By provoking the other party into an angry outburst

Select all that apply Jeremy and Katie are engaged in a negotiation with each other. Identify the ways in which Jeremy can increase the costs to Katie for not reaching an agreement. (Select all that apply.)

By publicly protesting against Katie's position By involving other parties who can influence the outcome of the negotiation By increasing the time pressure on Katie

How can negotiators cure the winner's curse?

By thoroughly preparing well ahead of time to refrain from making an offer that will be accepted easily

How can reactive devaluation be minimized?

By upholding a fair or impartial outlook of the process

Select all that apply Identify the ways in which negotiators can close a deal. (Select all that apply.)

By using an assume-the-close technique By offering to split the difference By using an exploding offer to compel the other party to agree quickly By saving a special concession for the close

Match the types of negotiation strategies (in the left column) with their strongest drivers (in the right column).

Claiming-value (distributive) strategies-Negotiations on a single issue and the absence of a long-term relationship with the other negotiating party Creating-value (integrative) strategies-Negotiations on multiple issues and the importance of a long-term relationship with the other negotiating party

Which of the following approaches to deal with negotiators who use hardball tactics is built on the theory that it is much more difficult to attack a friend than an enemy?

Co-opting the other party

Identify the accurate statements about conflict. (Select all that apply.)

Conflict can be effectively resolved through negotiation. The strongly divergent needs of two parties can lead to conflict.

In the context of using direct action to manage the other party's impressions of one's position in a negotiation, match the emotional reactions displayed by negotiators (in the left column) with the information they provide (in the right column).

Disappointment-It suggests that an issue is important to the negotiators. An angry outburst-It suggests that a topic is very important and may give it a prominence that will shape the topic of discussion. Indifference-It suggests that an issue is trivial.

Select all that apply Identify the effective ways in which a negotiator can deal with intimidation tactics used by the other party in a negotiation. (Select all that apply.)

Discussing the negotiation process with the other party Ignoring the other party's intimidation attempts Using a team to negotiate with the other party

Which of the following statements is true of frames used in a negotiation?

Dissimilarities in frames between negotiating parties are sources of conflict.

_____ strategies tend to create "superiority-inferiority" or "we-they" patterns in negotiations.

Distributive

_____ is the approach to negotiation in which negotiators employ win-lose strategies and tactics to beat the competition.

Distributive bargaining

Match the negotiation styles (in the left column) with their characteristics (in the right column).

Distributive bargaining matches-In this process, negotiators make no effort to understand the other side's needs and objectives. Integrative negotiation matches-In this process, negotiators make an effort to understand what the other side wants to attain.

True or false: Negotiators realize that the use of ethically questionable tactics has severe consequences on a negotiator's credibility and they always take this into consideration in the short term.

False

True or false: Negotiators should always work toward individual goals and not toward collective goals.

False

Match the negotiation strategies (in the left column) with their predictable drawbacks (in the right column).

Distributive strategies-They may lead to distortions in judgment about the contributions and efforts of the other side. Integrative strategies-They may lead negotiators to stop being accountable to their constituencies in favor of pursuing the negotiation process for its own sake. Accommodative strategies-They may lead to negotiators repeatedly giving in to avoid a fight or to keep the other party happy.

In the context of elements that contribute to conflict's destructive image, what happens when the other party challenges a party in a negotiation?

Each negotiator starts to look at things from his or her own perspective.

Fred and Sarah are engaged in a negotiation with each other. Which tactic should Fred employ to elicit information from Sarah if she mistrusts him?

Encourage reciprocity and share information

Match the different approaches to ethical reasoning in business and negotiation (in the left column) with the actions most likely taken by a negotiator (in the right column).

End-result ethics-The negotiator does what is necessary to get the most ideal outcome. Duty ethics-Choice-The negotiator perceives a commitment to principles and does not involve in deceptive tactics.

Match the following terms (in the left column) with their appropriate descriptions in the context of a negotiation (in the right column.)

Ethical-What is deemed appropriate by a standard of moral conduct Practical-What a negotiation can actually make happen in a given Legal-What the law defines as acceptable practice Prudent-What is deemed to be wise on the basis of the efficacy of a tactic

Identify an accurate statement about ethics.

Ethics emerge from philosophies that claim to explain the characteristics of our world.

Identify the step in the integrative negotiation process that is important for claiming value.

Evaluate and select alternatives

True or false: If a negotiator justifies lying in a negotiation by saying that the tactic was innocuous, the victim always agrees with the negotiator.

False

True or false: Negotiations cannot be governed by a set of rules of proper conduct and behavior.

False

True or false: The pattern of concessions a negotiator makes contains valuable information, which is always easy to interpret.

False

True or false: When two negotiating parties work toward a shared goal, they always divide the profits equally.

False Reason: This is false. A shared goal is one that both parties work toward but that benefits each party differently. For example, partners can work together in a business but not divide the profits equally. One may receive a larger share of the profit because he or she contributed more experience or capital investment.

the_____, ______effect is a tendency to overestimate the degree of support and consensus that exists for one's own position, opinions, or behaviors.

False, consensus

True or false: Parties involved in a negotiation should adopt apparent expediency of voting on final agreements.

False: Reason: This is false. It is suggested that negotiators should avoid the apparent expediency of voting on final agreements, and encourage negotiations to continue until a consensus is reached. While voting closes the discussion, it can also create disenfranchisement of the losing party and make it more likely that "losers" will be less committed than "winners" to the implementation of the negotiated outcome.

Select all that apply Identify the guidelines negotiators should follow when evaluating alternative solutions and reaching a consensus. (Select all that apply.)

Focus on alternatives that one or more negotiators strongly support Agree to the criteria for evaluation early in the process Assess solutions on the basis of acceptability, quality, and standards

Match the types of deliberations (in the left column) with the places in which they are held (in the right column).

Formal deliberations-Board or conference rooms or hotel meeting rooms Informal deliberations-Restaurants, cocktail lounges, or private airline clubs

Select all that apply According to Pendergast, identify some of the major concerns that a negotiator should consider in developing a negotiation agenda. (Select all that apply.)

Formula for the negotiation Sequence of the issues to be addressed Packaging of the issues Framing of the issues Scope of the negotiation

Select all that apply Identify the key contextual factors of integrative negotiation. (Select all that apply.)

Generating a free flow of information Searching for solutions that allow both parties to meet their goals Attempting to understand the other party's needs and objectives

Identify the creative phase of integrative negotiation.

Generating alternative solutions

Identify an accurate statement about the direct effects of goals on the choice of strategy.

Goals must be realistic and should be attainable.

Identify an accurate statement about anchors in a negotiation.

Goals that are set realistically can serve as anchors.

In the context of the distortion of the perceptual process, which of the following occurs when people generalize about a variety of traits based on the knowledge of one trait of an individual?

Halo effects

Select all that apply Identify the questions that a negotiator should ask himself or herself about presenting and framing negotiation issues. (Select all that apply.)

Has anyone else negotiated on these issues earlier? What are the facts that support my perspectives? How can I make the facts most convincing?

What tactic should a negotiator use to elicit information from the other party if the other party is mistrustful of the negotiator?

He or she should consider multiple issues simultaneously.

What should a negotiator do to communicate effectively with the other party?

He or she should ensure that the opening offer and stance send a consistent message.

Select all that apply What are the principles that a negotiator should keep in mind when setting a target point in a negotiation? (Select all that apply.)

He or she should have an understanding of trade-offs and throwaways. He or she should consider how to package many issues and objectives.

James and Chang are engaged in a negotiation with each other. In order for James to be a successful integrative negotiator, identify the trait that he should possess.

He should have a systems orientation.

Select all that apply In the context of the model that helps explain how a negotiator decides whether to employ one or more deceptive tactics, identify the standards based on which the negotiator will assess consequences once a tactic is employed. (Select all that apply.)

How the negotiator feels about himself or herself once the tactic is employed Whether the tactic contributed to the desired outcome How the negotiator may be evaluated by neutral observers

Identify an accurate statement about how negotiators should use the two major strategic approaches to negotiation.

Identify an accurate statement about how negotiators should use the two major strategic approaches to negotiation.

Select all that apply According the Neale and Bazerman, what are the different ways to logroll? (Select all that apply.)

Identifying differences in expectations about the likelihood of future events Exploring differences in time preferences Recognizing the differences in risk preferences

Match the types of frames that negotiating parties use in disputes (in the left column) with their descriptions (in the right column).

Identity-How the parties describe who they are Characterization-How the parties describe other parties Loss or gain-How the parties define the reward or risk associated with particular outcomes

Identify a true statement about expanding the pie as an approach to generating alternative solutions by redefining a problem.

In this approach, the only information negotiators need about the other party is his or her interests

In the context of generating alternative solutions by redefining problems, which of the following is true of finding a bridge solution?

It is a technique in which negotiating parties meet all their respective needs by inventing new options.

When a conflict arises, one of the three parties involved in the conflict retreats and does nothing. It shows no interest in whether it can attain its own outcomes or whether the other parties can attain theirs. In the context of the dual concerns model, what strategy for conflict management has this party adopted?

Inaction

Which of the following is the life force of a negotiation?

Information

Match the frames in negotiations (in the left column) with their concerns (in the right column.)

Interests-The needs, desires, or wants of a party Rights-The legitimacy of a party's standards Power-Choice, The capability of a party to strong-arm the other party

Match the different levels of conflict (in the left column) with their descriptions (in the right column).

Intragroup conflict- Occurs within a group Intergroup conflict-Occurs between groups Interpersonal conflict-Occurs between individuals Intrapersonal conflict- Occurs within an individual

Match the types of relationship interests (in the left column) with their characteristics (in the right column).

Intrinsic relationship interests-Choice, They exist when the parties value the relationship both for its existence and for the pleasure that sustaining it creates. They exist when the parties value the relationship both for its existence and for the pleasure that sustaining it creates. Instrumental relationship interests matches-They exist when the parties gain substantive benefits from the relationship and do not wish to jeopardize future benefits by souring it.

Identify an accurate statement about a firm position in negotiations.

It allows parties to capture most of the bargaining range for themselves.

What happens when negotiators fail to consider things from the other party's viewpoint?

It allows them to make their thinking about convoluted procedures simpler.

Identify a true statement about integrative negotiation.

It can be conceptualized as the process of identifying Pareto efficient negotiation solutions.

Which of the following is true of the strategy of logrolling?

It can be used to merge options into negotiated packages.

Which of the following is true about asking probing questions that deal with the other party's use of deceptive tactics in a negotiation?

It can disclose information that the other party might otherwise have intentionally concealed.

Identify an accurate statement about the effect of overconfidence on negotiations.

It can lead to negotiators disregarding the validity of the views of others.

Identify an accurate statement about framing in negotiation.

It focuses, constructs, and arranges the world around individuals.

Identify an advantage of an exaggerated opening offer in a negotiation.

It gives a negotiator some room for bargaining.

Which of the following is true of information in relation to negotiations?

It has a tremendous amount of bargaining power in negotiations.

Identify an implication of introducing large bargaining mixes into negotiations.

It increases the probability of a particular "package" of component elements meeting the needs of both parties.

Which of the following is true of the tactic of responding in kind used by negotiators to deal with the other party's use of deceptive tactics?

It is best considered as a last-resort strategy.

Which of the following is true of the use of deceptive tactics in a negotiation process?

It is hard for a negotiator to mend his or her image after having been caught using such tactics.

Identify a rationalization that is used by negotiators to justify the use of a deceptive tactic in a negotiation.

It is just or suitable to the scenario at hand.

Identify a true statement about the best alternative to a negotiated agreement (BATNA).

It is negotiators' best alternative to reaching an agreement.

Which of the following is true of the best alternative to a negotiated agreement (BATNA)

It is often less attractive than the preferred agreement.

Which of the following is true of the best alternative to a negotiated agreement (BATNA)?

It is often less attractive than the preferred agreement.

Identify an attribute of reframing in negotiation

It may be done deliberately by a party.

Select all that apply In the context of approaches to generating alternative solutions to a problem as given, which of the following are true of electronic brainstorming? (Select all that apply.)

It may be especially useful for integrative negotiations that involve more than two parties. It is most likely to be useful when there are disparate views within one's team while preparing for an integrative negotiation.

What is a disadvantage of an exaggerated opening offer in a negotiation?

It may be harmful to long-term relationships as it exhibits a tough attitude.

Identify an accurate statement about the problem definition process of an integrative negotiation.

It sets broad parameters regarding what the negotiation is about.

Identify an accurate characteristic of an opening bid in negotiation.

It should be formulated around a "best possible" settlement.

Which of the following rationalizations is commonly used by negotiators to justify lying in a negotiation?

It was done for humanitarian purposes.

What should a negotiator keep in mind when anticipating the other party's goals?

It will be easier to define one's own goals if one gathers data about the other party's goals prior to negotiation.

Match the categories of marginally ethical negotiating tactics utilized by negotiators (in the left column) with their examples (in the right column).

Misrepresentation to opponent's networks-Damaging the other party's reputation with his or her peers Inappropriate information gathering-Intrusion and spying Bluffing-False threats or promises

Select all that apply Identify the true statements about the consequences of negative emotions on negotiations. (Check all that apply.)

Negative emotions can lead parties to view a negotiation as being cutthroat. Negative emotions can impair a negotiator's ability to evaluate a negotiation effectively. Negative emotions may lead negotiators to intensify the negotiation process.

Which of the following is a factor that affects how frames are shaped during negotiations?

Negotiating parties using secondary concerns to influence the conversation about primary issues

Negotiations would not exist without _____.

Negotiations would not exist without _____.

How do negotiators perceive concessions in a negotiation?

Negotiators are less satisfied when negotiations conclude with the acceptance of their first offer.

Select all that apply Identify the accurate statements about frames used in a negotiation. (Select all that apply.)

Negotiators are likely to assume specific frames depending on various factors. Specific types of frames may lead to specific types of agreements.

Which of the following is true of the aspects of the negotiation process that lead to negative emotions?

Negotiators are more likely to experience negative emotions when the negotiation ends in impasse.

Which of the following is true of framing in negotiation?

Negotiators can use more than one frame in a negotiation.

Select all that apply Identify the accurate statements about prioritizing issues in a negotiation. (Select all that apply.)

Negotiators must decide whether issues are truly connected. Negotiators can set priorities by grouping issues into categories of low, medium, or high importance.

Identify an accurate statement about integrative negotiations.

Negotiators must listen to each other carefully.

How can negotiators overcome a snow job tactic used by the other party?

Negotiators should ask questions to the other party until they receive a clear, satisfactory answer.

Select all that apply According to Deepak Malhotra and Max Bazerman, which of the following are the principles of the investigative negotiation process? (Select all that apply.)

Negotiators should continue their investigation even if the deal seems to be lost. Negotiators should create common ground with the other negotiating party.

In the context of preparing to implement a negotiation strategy, which of the following is essential for effective planning?

Negotiators should know their alternatives.

Select all that apply Which of the following are true of negotiation strategies that affect resistance points of the parties in a negotiation? (Select all that apply.)

Negotiators tend to set a more demanding resistance point if they see that the other party cannot defer an agreement. Negotiators try to convince the other party that they value a particular issue so that the other party will set a modest resistance point.

Which of the following is true of the differences between negotiators who are risk-averse and negotiators who are risk-seeking?

Negotiators who are risk-seeking are more likely to bide their time for a more desirable offer.

Match the techniques for generating alternative solutions by redefining problems (in the left column) with their descriptions (in the right column).

Nonspecific compensation-This technique permits one party to obtain his or her goals while compensating the other party for accommodating his or her interests. Cost cutting-In this technique, one party achieves his or her objectives and the other party's costs are minimized if he or she agrees to go along. Superordination-It occurs when the differences in interest that gave rise to conflict between the negotiating parties are replaced by other interests. Compromise-It is preferred when a more comprehensive agreement between the negotiating parties is not possible.

Which of the following statements is true of the consequences of negative emotions on negotiations?

Not all negative emotions have the same consequence on negotiations.

Select all that apply In the context of generating alternative solutions to a problem as given, identify the rules that should be observed while brainstorming. (Select all that apply.)

People should be separated from the problem. Parties should be persistent in the brainstorming process.

Match the following approaches that are used for evaluating strategies and tactics in business and negotiation (in the left column) with their descriptions (in the right column).

Personalistic ethics-According to this approach, the rightness of an action is based on one's own conscience and moral standards. Social contract ethics-According to this approach, the rightness of an action is based on the customs and norms of a particular community. Duty ethics-It involves choosing a course of action on the basis of one's responsibility to uphold appropriate rules and principles. End-result ethics-It involves choosing a course of action on the basis of results a negotiator expects to achieve.

Match the types of bargaining ranges (in the left column) with accurate their descriptions (in the right column).

Positive bargaining range-A buyer is minimally willing to pay more than a seller is minimally willing to sell for. Negative bargaining range-A buyer is not willing to pay more than a seller is minimally willing to accept.

Match the emotional states of negotiators (in the left column) with their effects on negotiations (in the right column).

Positive emotional state-Negotiators may be less likely to pay close attention to the other party's case and are more vulnerable to deceit. Negative emotional state-Choice, Negotiators are alerted to the difficult or uncertain nature of the situation and may be inspired to solve the issue. Negotiators are alerted to the difficult or uncertain nature of the situation and may be inspired to solve the issue.

Which of the following statements is true of the effects of positive emotions and negative emotions in negotiations?

Positive emotions can generate negative outcomes, and negative emotions can elicit profitable outcomes.

Select all that apply Identify the true statements about the consequences of positive emotions on negotiations when compared with negative emotions. (Check all that apply.)

Positive emotions set the stage for favorable negotiations in the future. Positive emotions are more likely to lead negotiators toward more integrative methods. Positive emotions result in negotiators displaying a positive demeanor toward the other party.

Select all that apply Identify the steps involved in prioritizing issues in a negotiation. (Select all that apply.)

Ranking issues according to their importance Understanding if the issues are separate or interrelated

Match the concerns to be considered in developing a negotiation agenda (in the left column) with their descriptions (in the right column).

Scope-The issues that need to be considered Sequence-The order in which the issues should be addressed Framing-The way the issues should be presented

Match the approaches to ethical reasoning in business and negotiation (in the left column) with the reasoning that a negotiator is most likely to apply (in the right column).

Social contract ethics-The negotiator bases strategies on his or her interpretation of proper conduct for behavior in the community. Personalistic ethics-The negotiator consults his or her own conscience to rationalize the strategies implemented.

Match the types of concerns a party to a conflict has according to the dual concerns model (in the left column) with the corresponding strategies (in the right column).

Strong concern for the other party's outcomes-Problem solving and yielding Weak concern for the other party's outcomes-Contending and inaction

Match the types of concerns people in conflict have according to the dual concerns model (in the left column) with the corresponding strategies (in the right column).

Strong concern for their own outcomes-Problem solving and contending Weak concern for their own outcomes-Yielding and inaction

Which of the following statements is true of substantive interests?

Substantive interests can be intrinsic or instrumental or both.

Match the types of frames that negotiating parties use in disputes (in the left column) with their characteristics (in the right column)

Substantive-What the dispute is about Outcome-A party's predisposition to achieving a specific result from the negotiation Aspiration-A party's predisposition toward satisfying a broader set of needs in negotiation Process-How the parties will go about resolving their conflict

Select all that apply Identify the characteristics of successful integrative negotiators. (Select all that apply.)

Superior listening skills Systems orientation Honesty and integrity Abundance mentality Maturity

True or false: Negotiators will avoid deception when there are other ways to achieve their goals.

T Reason: This is true. Negotiators are more likely to use deceptive tactics to achieve their goals but will avoid being deceptive when there are other ways to get there.

Identify a true statement about tactics used in negotiation.

Tactics are directed, structured, and driven by strategic considerations.

Select all that apply According to negotiation adviser Jeswald Salacuse, what steps should negotiators take before a deal breaks down? (Select all that apply.)

Take the time to build a relationship with the other party. Make provisions for mechanisms to renegotiate in case the deal falters.

Select all that apply What tactics should a negotiating party use in the integrative negotiation process? (Select all that apply.)

The party should actively listen to understand the other party's interests. The party should describe his or her interests. The party should invent options for mutual gain.

According to Roger Fisher, William Ury, and Bruce Patton, identify a key to achieving an integrative negotiation agreement.

The ability of the negotiators to understand and satisfy each other's interests

In the context of good cop/bad cop hardball negotiation tactic, match the role of cops (in the left column) with the roles they play in a negotiation (in the right column).

The bad cop-Speaks when the negotiations are headed in an undesirable direction The good cop-Speaks as long as things are in favor of his or her party

Which strategy for conflict management is located right in the middle of the dual concerns model?

The compromising strategy

Select all that apply Identify the characteristics of a conflict that make it easy to resolve.

The conflict has consequences that are little and insignificant. A powerful, trusted, prestigious third party is available.

In the context of the dual concerns model, what strategy for conflict management is associated with threats, punishment, intimidation, and unilateral action?

The contending strategy

Identify an accurate statement about how goals affect negotiation.

The goals of one party are not always linked to those of the other party.

Which of the following is the first step in the model that helps explain how a negotiator decides whether to employ one or more deceptive tactics?

The negotiator determines possible influence tactics that could work best in a given scenario.

What happens as a conflict escalates during a negotiation?

The negotiators tend to interpret people and events as being either with them or against them.

Select all that apply Identify the kinds of information one party needs about the other party to prepare for a negotiation. (Select all that apply.)

The other party's issues and likely bargaining mix The other party's interests and needs

In the context of negotiation, what is a disadvantage of conducting surveys to generate alternative solutions to a problem?

The parties cannot benefit from seeing and hearing each other's ideas.

Select all that apply In the context of generating alternative solutions by redefining problems, which of the following are true of offering nonspecific compensation? (Select all that apply.)

The party doing the compensating need not offer a compensation that is related to the substantive negotiation. The party doing the compensating should be aware of how seriously the other party is inconvenienced.

When can negotiators justify lying in a negotiation?

When the tactic is harmless

Match the prices involved in a distributive bargaining situation (in the left column) with their descriptions (in the right column).

The target point-The price at which a buyer would prefer to settle the negotiation The resistance point-The most a buyer is willing to pay The asking price-The initial price quoted by a seller

Which of the following cognitive biases most likely causes negotiators to fail to consider the other party's thoughts and perceptions and thus inhibits an accurate understanding of the other party's interest and goals?

The tendency to ignore others' cognitions

Select all that apply Which of the following should negotiators consider when planning the presenting and framing of issues to the other party? (Select all that apply.)

The ways in which they can offer ample facts and arguments to support their case How they will propose their case to the other party

Identify a characteristic of presettlement settlements.

They are later changed into a more clearly delineated long-term agreement.

Select all that apply Identify the characteristics of effective goals. (Select all that apply.)

They are measurable. They are concrete. They are specific.

According to a study on successful negotiators by Rackham, which of the following is true of skilled negotiators?

They are more likely to set boundaries of acceptable settlements than average negotiators.

Select all that apply Which of the following are true of negotiators' interests? (Select all that apply.)

They are why negotiators want what they want. Learning about the interests of the other party helps negotiators understand the other party's position.

Select all that apply In the context of planning a negotiation, identify the true statements about BATNAs (best alternatives to a negotiated agreement). (Select all that apply.)

They define if the current outcome is better than another possibility. They are other agreements that negotiators could attain and still meet their needs.

How can negotiators deal with the use of deceptive tactics by the other party?

They should ask incisive and probing questions.

Select all that apply What should negotiators do while working toward a collective goal? (Select all that apply.)

They should emphasize commonalities. They should minimize differences.

Select all that apply Which of the following should negotiators do to facilitate high-quality integrative negotiation? (Select all that apply.)

They should engage in active listening. They should willingly share information about themselves.

Which of the following should negotiators do when using a concession to convey to the other party in a negotiation that the present offer is the final one?

They should ensure that the concession is more substantial than the previous ones.

Select all that apply Which of the following steps should negotiators take to deal with the other party who is using hardball tactics to enhance the appearance of his or her bargaining position? (Select all that apply.)

They should ignore the tactics used by the other party. They should use a similar tactic in response. They should let the other party know that they are aware of what he or she is doing.

In the context of evaluating alternatives and reaching a consensus, identify a best practice negotiators should follow until all aspects of the final proposal are complete.

They should keep decisions conditional.

Select all that apply According to a study on successful negotiators by Rackham, what do skilled negotiators do while planning their negotiation process? (Select all that apply.)

They work harder than average negotiators to find common ground with the other negotiating party. They explore a wider range of options for action than average negotiators do.

In the context of the analytical process for the resolution of moral problems, what are the modes of analysis on the path to a convincing solution to a problem after the problem is fully defined? (Select all that apply.)

Thinking about the legal requisites of the problem Assessing the ethical responsibilities of the concerned parties Analyzing the economic consequences of possible courses of action

Which of the following is true of expanding the pie as an approach to generating alternative solutions by redefining a problem?

This approach assumes that the problem will be solved by simply enlarging the resources.

Select all that apply In the context of using direct action to manage the other party's impressions of one's position in a negotiation, which of the following are true of selective presentation? (Select all that apply.)

This method can be used by negotiators to lead the other party to create the desired impression of their resistance point. This method helps create new possibilities for agreement that are more favorable than those that exist at present.

Which of the following is a way the availability bias operates in negotiation?

Through presenting information in colorful and striking ways

Match the categories of marginally ethical negotiating tactics used by negotiators (in the left column) with their examples (in the right column).

Traditional competitive bargaining-Making an exaggerated opening offer Emotional manipulation-Faking happiness and contentment Misrepresentation-Choice, Manipulating information when describing it to others

True or false: A negotiator can increase the other party's costs of delay in negotiation through disruptive action.

True

True or false: A negotiator should try to gather as much information as possible about the other party through initial research.

True

True or false: Negotiators should be able to use both approaches to negotiation in the same deliberation when most negotiation issues or problems have components of both claiming and creating values.

True

True or false: Negotiators who are coached to implement a positive emotional tone are more likely to reach agreements that incorporate a future business relationship between the parties in a negotiation compared to those implementing a negative or neutral emotional strategy.

True

True or false: Parties tend to be more successful at negotiating integratively if they are trained in the dynamics of integrative negotiation.

True Reason: This is true. Several studies indicate that training in integrative negotiation enhances the ability of the parties to negotiate integratively.

True or false: Negotiators must either change their goals or end the negotiation if what they want exceeds what the other party is capable of providing.

True Reason: This is true. There are boundaries or limits to what "realistic" goals can be. If what a negotiator wants exceeds these limits (i.e., what the other party is capable of or willing to give), the negotiator must either change his or her goals or end the negotiation.

True or false: In the context of the integrative negotiation process, the Pareto efficient frontier contains a point where no change can be made to a solution or an agreement to make a negotiating party better off without decreasing the outcomes to the other party in a negotiation.

True (Reason: This is true. The goal of creating value in a negotiation is to push the potential negotiation solutions toward the Pareto efficient frontier. It contains a point where "there is no agreement that would make any party better off without decreasing the outcomes to any other party.")

Identify an accurate statement about the integrative negotiation process.

Understanding the needs of the other party should be a negotiator's top priority.

When should a negotiator adopt an accommodative strategy?

When he or she is concerned more about the relationship outcome

Jenna wants to use the obliging approach to handle an interpersonal dispute. In which of the following situations would it be most appropriate for her to use this style of handling interpersonal conflict?

When preserving her relationship with the other party is of utmost importance

When is the compromising style of handling interpersonal conflict appropriate? (Select all that apply.)

When the integrating or dominating style of handling interpersonal conflict is unsuccessful When the parties' goals are mutually exclusive

Identify the instance in which negotiators are most willing to use deceptive tactics in a negotiation.

When the other party is interpreted to be uninformed

While pursuing a particular strategy for conflict management, a negotiator shows little interest or concern in whether he attains his own outcomes but is quite interested in whether the other party attains his or her outcomes. In the context of the dual concerns model, identify the strategy the negotiator has adopted.

Yielding

An obliging style of handling interpersonal conflict is appropriate when _____.

a party is dealing from a position of weakness

Early in the relationship building process, a negotiator in a long-term relationship with the other party should consider _____ moves.

accommodative

Parties in a negotiation define a problem that _____.

accurately reflects needs and priorities of both parties

Perceptual biases are often exacerbated by the _____, in which people tend to attribute their own behavior to situational factors, but attribute others' behaviors to personal factors.

actor-observer effect

Unlike integrative negotiators, negotiators engaging in a distributive bargaining process _____.

adopt a competitive, combative orientation toward the other side

Tactics that include various ways of being hostile or forceful to push your position or attack the other person's position in a negotiation are known as _____.

aggressive tactics

An attribute of selective perception is that _____.

an individual's preferences influence selective perception

A type of learning that directly compares different negotiation examples to identify and understand the underlying principles and structure of a negotiation is called _____ learning.

analogical

in a negotiation, the "targets" of a deceptive negotiation tactic _____.

are likely to seek retribution against the deceitful negotiator

During a negotiation, the ideal approach in dealing with a lowball/highball tactic is to _____.

ask the other party to make a more reasonable opening offer

In order to deal with intimidation tactics used by the other party in a negotiation, negotiators should _____.

avoid making concessions for emotional rather than objective reasons

When two parties, in solving a conflict, actively pursue approaches to maximize their joint outcome from the conflict, they are most likely pursuing the _____ strategy for conflict management identified in the dual concerns model.

collaborating

Both the parties involved in a negotiation are seeking the same outcome on an issue and therefore, misrepresent their interests on it. This is known as a _____ issue

common-value

In the context of the dual concerns model, actors who put moderate efforts to achieve their own outcomes and help the other party achieve his or her outcomes are pursuing the _____ strategy of conflict management.

compromising

In a negotiation, when successive concessions get smaller, it typically indicates that the _____.

concession maker's resistance point is being approached

"A sharp disagreement or opposition, as of interests and ideas amongst other things" best describes the term

conflict

According to negotiation adviser Jeswald Salacuse, before a deal breaks down, a negotiator should _____.

consider how to involve a third party in case the deal falters

The strategy of conflict management that is adopted by negotiators who show little concern for the other party's desired outcomes and want to concentrate on their own outcomes is called the _____ strategy.

contending

Once negotiators have surfaced the interests and needs of a negotiation, they must _____.

create alternative solutions to the problem

If a negotiator challenges the other party's views, he or she is likely to become _____.

defensive

The first step in the analytical process for the resolution of moral problems is to _____.

develop a thorough comprehension of the moral dilemma at hand

According to Harold Kelley, the dilemma faced by a negotiator in deciding how much of the truth to tell the other party is called the _____.

dilemma of honesty

According to Harold Kelley, the dilemma that all negotiators face which concerns how much negotiators should believe what the other side tells them is known as the _____.

dilemma of trust

When a negotiator obtains information directly from the other party about his or her target and resistance points, it is known as

direct assessment

Irrational escalation of commitment impedes the performance of negotiators by increasing their tendency to _____.

disregard any data or information that undermines their position

During a negotiation, negative emotions result when negotiators are _____.

dissatisfied with the progress of the negotiation process

The purpose of _____ is to claim value

distributive bargaining

Identify an accurate statement about distributive bargaining.

distributive bargaining, the goals of negotiating parties are usually in direct conflict with each other.

The simple act of possessing something seems to induce negotiators to elevate its perceived value, even when its actual value is known. This tendency is known as the _____.

endowment effect

The tendency of negotiators to overvalue something they own or believe they possess is known as the _____.

endowment effect

The tendency of a negotiator to make decisions that are associated with a failing course of action is known as _____.

escalation of commitment

In the context of planning a negotiation, good preparation requires a negotiating party to _____.

establish alternatives if the current deal cannot be completed successfully

The social standards that are broadly applied to situations to determine what is right or wrong are known as

ethics

In integrative negotiations, negotiators must _____.

exchange their true objectives

Negotiators who perceive a negotiation process to be fair tend to _____.

experience a greater amount of positive emotions

In the context of the law of small numbers in negotiation, if negotiators' own experiences are limited in time or scope, the tendency is to _____.

extrapolate previous experiences onto subsequent negotiations

True or false: Mood states are less enduring and more intense than emotion states.

false

True or false: The choice of strategy in a negotiation is independent of goals.

false Reason: This is false. Goals can have both direct and indirect effects on the choice of strategy.

True or false: A negotiator is motivated by relationship-oriented goals toward a strategy choice in which the relationship with the other party is valued less than the substantive outcome.

false Reason: This is false. Relationship-oriented goals should motivate the negotiator toward a strategy choice in which the relationship with the other party is valued as much as (or even more than) the substantive outcome.

True or false: Umbrella agreements should be avoided in integrative negotiations when all issues and contingencies have not been identified but the parties wish to work together.

false Reason: This is false. Umbrella agreements provide a framework for future discussions. These can be used when all the issues and contingencies have yet to be identified but the parties know they wish to work together.

Negotiators with a(n) _____ have a tendency to assume that the negotiators' interests are completely in opposition with each other, with no possibility for integrative settlements and mutually beneficial trade-offs

fixed-pie belief

Negotiators with a(n) _____ have a tendency to assume that the negotiators' interests are completely in opposition with each other, with no possibility for integrative settlements and mutually beneficial trade-offs.

fixed-pie belief

When stating a problem during an integrative negotiation process, negotiators should _____.

focus most of their attention on solving the core problem

The subjective mechanism through which people analyze and make sense out of complex situations, leading them to pursue or avoid subsequent actions is known as a _____.

frame

Negotiators usually combine a reasonable bargaining position with a(n) _____.

friendly stance

A(n) _____ is a definite, fixed target that a negotiator can realistically develop a plan to achieve.

goal

The first and most significant step in developing a strategy and executing a negotiation is knowing one's _____.

goal

Brian and Lucy are engaged in a negotiation. Lucy never employs deceptive tactics in negotiations. However, Brian lies about his financial state of affairs to avoid paying a heavy fine to Lucy. Lucy suffers a huge loss of money due to Brian's deceit. In this scenario, Brian can justify the use of an unethical tactic because it _____.

has helped him avoid negative consequences

For the benefit of a negotiating party, its resistance point, certain targets, confidential information about a weak strategic position, or an emotional vulnerability should be _____.

hidden from the other party

During negotiations, the mythical fixed-pie belief can be minimized by _____.

holding negotiators responsible for the way they negotiate

During a negotiation, negotiators who disclose all of their exact requirements and boundaries of limitation to the other party cannot gain more than their walkaway point. This is known as the dilemma of _____.

honesty

The main purpose of using immoral and deceitful strategies in a negotiation process is to _____.

increase a negotiator's power in the negotiation

In a negotiation, when compared with negative emotions, positive emotions are more likely to _____.

increase the negotiator's confidence and perseverance

In a situation where other parties are committed to the successful implementation of an outcome, it is appropriate to use the _____ style of handling interpersonal conflict.

integrating

Attempting to find solutions so that both sides can do well and accomplish their goals is typical of the _____ approach to negotiation.

integrative

Incorporating the other party's viewpoint into the definition of the problem and attending to it as the parties search for mutually acceptable alternatives is the purpose of a(n) _____ negotiation.

integrative

Creating value is the purpose of _____.

integrative negotiation

For an organization, employee salary is a permanent expense, while a signing bonus occurs only in the first year. Therefore, the organization may be more willing to concede on the amount of the bonus than on the salary. In the context of differences among negotiators, this scenario is most likely an example of differences in _____.

interests

The underlying concerns, needs, desires, or fears that encourage a negotiator to take a particular position are called_____

interests

Karen and Lee, both employees of a US-based company, have been assigned the task of preparing a presentation for the company's latest product. While executing their responsibilities, Karen and Lee get into a dispute over which format to use for the PowerPoint presentation. This situation is an example of _____ conflict.

interpersonal

In a negotiation process, perception enables negotiators to _____.

interpret accurately the meaning of what the other party is saying

An accurate statement about the good cop/bad cop tactic is that it _____.

is relatively transparent when used repeatedly

A disadvantage of an exaggerated opening offer in a negotiation is that _____.

it is more likely to be immediately rejected by the other party

Ryan and Helen, employees of an automobile manufacturer, engage in a dispute over the design of the company's latest product. The conflict between Ryan and Helen is easy to resolve if _____.

it is possible to divide the issue at hand into small parts

An accurate statement about the yielding strategy for conflict management in the dual concerns model is that _____.

it is pursued by negotiators who are not very concerned about their own outcomes

When engaging in an integrative negotiation process, a party must ensure that _____.

it searches for solutions that can satisfy the goals of both sides

A consequence of mismatches in frames between negotiating parties is that they _____.

lead to disputes and an air of uncertainty

The strategy to generate alternative solutions to a problem that requires the parties concerned to find more than one issue in conflict and to have different priorities for those issues is called _____.

logrolling

When negotiators start with a ridiculously low (or high) opening offer that they know they will never achieve,

lowball

Kevin, a freelance writer, is negotiating his terms of service with Reena, his client. Reena can change Kevin's impressions of his own proposal by _____.

making the outcomes of Kevin's proposal appear less attractive to him

Howard and Trisha are involved in a negotiation. Trisha realizes that Howard is consistently falsifying facts. In this case, if Trisha decides to use the tactic of responding in kind to deal with Howard's deceptive tactic, she will most likely _____.

misrepresent facts to Howard

Nebula Inc., a management consulting firm, wants to open two new offices to increase its revenue. But due to low demand for its current service, expansion is not a feasible option. To overcome this problem, Nebula decides to offer new services to increase customer demand, which in turn will support its two new offices. This strategy of generating alternative solutions to a problem is known as _____.

modifying the resource pie

The directors of Agraria Inc., a U.S.-based cookie manufacturer, decide to export its products. Problems arise when half of the directors insist on exporting the products to Brazil and the other half to Europe. Ultimately, the directors decide to set up local retail outlets to sell the cookies and use the revenue generated to support the export of cookies to both countries. This strategy of generating alternative solutions to a problem is known as _____.

modifying the resource pie

Mood states are _____ than emotion states

more diffuse

A negotiator who has faith in his or her own ability to negotiate integratively is _____.

more likely to approach the problem at hand with an open mind

In a negotiation process, if the other parties have strong and viable alternatives, they are _____.

more likely to be confident when negotiating

A negotiator is likely to justify or rationalize an ethically ambiguous tactic by saying that it was _____.

necessary

Negotiations are likely to stalemate if they begin with a _____ range.

negative bargaining

To reduce the advantage of home turf, parties in negotiation should _____.

negotiate in a neutral territory

Lying in negotiations is unavoidable if the _____.

negotiator is pressured to lie by his or her constituency

The cognitive bias that leads negotiators to believe that their ability to be accurate is greater than is actually the case is known as _____

negotiator overconfidence

The cognitive bias that leads negotiators to believe that their ability to be accurate is greater than is actually the case is known as _____.

negotiator overconfidence

A difference between negotiators who are risk-averse and negotiators who are risk-seeking is that _____.

negotiators who are risk-averse are more likely to welcome any reasonable offer since they are scared of losing

Herb wants to buy an apartment. He is negotiating with Maria who is looking to sell her apartment. He tells Maria that he will buy her apartment if the drapes are included for free. This is an example of the _____ tactic.

nibble

The _____ is a tactic in which negotiators ask for a proportionally small concession on an item, which has not been discussed previously, in order to close the deal.

nibble

Negotiators can close a deal by _____.

offering alternate options to the other party

If negotiators do not disclose information about common-value issues that would benefit the other party, they are said to be misrepresenting by _____.

omission

It is most appropriate to use an integrating style of handling interpersonal conflict in a situation where _____.

one party cannot find the solution of the problem by its own

The process by which individuals connect to their environment is known as _____.

perception

When a negotiator focuses on making something realistic happen in a negotiation, the negotiator is being _____.

practical

In the context of the dual concerns model of conflict management, a party pursuing the _____ strategy shows high concern for whether the other party attains his or her outcomes and high concern for attaining his or her own outcomes.

problem-solving

During integrative negotiation, in order to gain the commitment and cooperation of all parties, people must manage both the context and the ____of the negotiation.

process

The process by which a negotiator lowers the worth of the other party's concessions simply because the other party made them is known as _____.

reactive devaluation

The integrative negotiation process begins with _____.

recognizing and defining the problem

Negotiators are motivated to behave unethically to _____.

reduce the chances of being cheated by fellow negotiators

The process of _____ refers to changes to the thrust, tone, and focus of a conversation as the parties engage in it.

reframing

From a negotiator's perspective, the simplest way to screen one's position during a negotiation is to _____.

remain silent and do as little as possible

A party should not disclose the _____ point in a negotiation.

resistance

The difference between the _____ points of the buying and selling party in a negotiation is called the settlement range.

resistance

During distributive bargaining, both parties aim to reach an agreement as close to the other party's _____ as possible.

resistance point

When two negotiating parties have a dispute about _____, formal or informal arbitrators are called to determine whose standards are more appropriate

rights

Unlike a company with no cash flow problems, a company with cash flow problems is less open to expanding its operations. In the context of differences among negotiators, this scenario is most likely an example of differences in _____.

risk tolerance

The perceptual error that occurs when a perceiver singles out certain information that supports or reinforces a prior belief and filters out information that does not conform to that belief is known as _____.

selective perception

Taking personal credit for favorable outcomes and blaming the conditions of a situation for unfavorable outcomes are examples of the cognitive prejudice known as _____.

self-serving bias

In the context of cognitive biases in negotiations, the error of anchoring causes negotiators to _____.

set standards based on potentially misleading or incorrect data

To screen information on one's position, the constituents of a group negotiation should avoid _____.

sharing all the necessary information with the negotiating agent

Trevor and Kara engage in a negotiation for the first time. Trevor has a reputation for practicing deception in negotiations. As a result, Kara lies to Trevor right from the beginning of the negotiation. This results in a loss of millions of dollars for Trevor. In this scenario, Kara is likely to justify her unethical conduct by saying that _____.

she did it first because Trevor would have done it anyway

Fred and Hanna are negotiating a business deal. Hanna will have a weaker resistance point if _____.

she has a higher estimate of her own cost of delay than Fred

According Deepak Malhotra and Max Bazerman, one of the major principles of the investigative negotiation process is that negotiators _____.

should ask the other party why he or she wants a specific outcome

In the _____ hardball tactic used in negotiations, negotiators provide more than sufficient information to other parties and try to confuse them for determining which facts are real or important and which are included merely as distractions.

snow job

Negotiators are most willing to use deceptive tactics in a negotiation when the _____.

stakes of the issue under negotiation are high

In a negotiation, the opening statements of both parties often contain _____ points.

starting

The assignment of attributes to people solely on the basis of their membership in a particular social or demographic category is known as _____.

stereotyping

What is the most likely outcome when both parties have a high priority for the same thing?

strong conflict

Interests that are directly related to the focal issues under negotiation are called _____ interests.

substantive

Conducting a surveyBlank ____ , Correct Unavailable is an approach in which questionnaires are distributed to people, asking them to list all the possible solutions to a particular problem.

survey

John is negotiating to sell his office space. In order to close the deal faster, he decides to include previously excluded equipment, furniture, and curtains in the offer. The special concession given by John is a _____.

sweetener

Providing the other party with extra incentives along with the final offer or saving a special concession for the close is known as a(n) _____.

sweetener

While defining a problem in an integrative negotiation process, a negotiator should _____.

take care to state the problem in impartial terms

In a distributive bargaining situation, from a buyer's perspective, the _____ is referred to as a negotiator's aspiration.

target point

According to Michael Prietula and Laurie Weingart, value characteristics refer to _____.

the actual worth of the issues and options of different issues to a negotiator

The more concrete, specific, and measurable a goal is _____.

the easier it is to understand what the other party wants

In the context of a tactic's effectiveness having an impact on whether the tactic will be used in the future, if a deceptive tactic used by a negotiator goes unpunished by others, _____.

the frequency of its usage is likely to increase

Sarah decides to use the compromising style to handle an interpersonal conflict. She is making the right choice if _____.

the issue at hand is complex and a temporary solution is required

The dominating style of handling interpersonal conflict is used when _____.

the issue is important to a party

It is appropriate to use the avoiding style of handling interpersonal conflict when _____.

the issue is trivial

One of the excuses that negotiators use to justify the use of an unethical tactic such as lying is that _____.

the other party had deceived them in the past

One of the excuses that negotiators use to justify the use of unethical tactics is that _____.

the other party has already been deceitful

Lee decides to use the dominating style of conflict management to handle a certain interpersonal dispute. He is making the right choice if _____.

the parties have to make a quick decision

Halo effects in the perception of a person are most likely to occur when _____.

the person is well known

Fred and Karen are negotiating a business deal with each other. Fred finds out that Karen has lied to him about her organization's profit margins. He therefore withholds crucial information in their next interaction. In this case, Fred can justify his actions because _____.

the rules had already been violated by Karen

A characteristic of an exaggerated opening offer in a negotiation is that it _____.

the way a negotiation is constructed

Michael Prietula and Laurie Weingart suggest that negotiators need to be sensitive to content characteristics when creating offers. They concern _____.

the way a negotiation is constructed

The tendency of negotiators to settle quickly on an outcome and then feel discomfort about a negotiation success that comes too easily is known as _____.

the winner's curse

Generally, distributive bargaining between two parties is most appropriate when _____.

there is a limitation on time and resources

Negotiators can justify lying when _____.

they anticipate that the other party intends to lie

For reaching an agreement and for ensuring support for the agreement after the negotiation concludes, both parties must believe that _____.

they have got the best possible settlement

True or false: Conflict between two parties in a negotiation is often an outcome of linkage between their goals.

true Reason: This is true. Linkage between two parties' goals defines an issue to be settled and is often the source of conflict.

A negotiator who believes everything the other party says can be manipulated by dishonesty. This is known as the dilemma of _____.

trust

When setting targets, negotiators should _____.

understand the issues in order to package them effectively

Goals that require a substantial change in the other party's attitude require a negotiator to _____.

use a collaborative or integrative strategy

Which of the following is true of calculated incompetence as a screening activity used in a group negotiation?

yhe negotiating agent is tasked with collecting facts and bringing them back to the group.