Chapter 13

29. Which question should you ask if you want a particular answer? A. rhetorical *B. leading C. open ended D. either-or

*B. leading

43. The furthest point from the LAO that the negotiator can reasonably justify is called the A. MSO B. BATNA C. SRO D. MAO

A. MSO

21. Women put themselves at a disadvantage during negotiations when they A. Wait for someone to praise them B. Compare their performance to others C. Use networking and relationships as leverage D. Try to preserve goodwill

A. Wait for someone to praise them

28. Birdwhistell found that if a manager wants to create stress in an opponent, he or she may A. move closer physically B. move farther away C. avoid eye contact D. sit next to the opponent

A. move closer physically

30. Which question in the negotiation process is asked not to get an answer but for effect? A. rhetorical B. bipolar C. shotgun D. leading

A. rhetorical

38. When negotiating, which factors must be kept in balance? A. the relationship, the goal, and the organization B. the past, the present, and the future C. the methods, the tactics, and the strategy D. all choices are correct

A. the relationship, the goal, and the organization

46. Which is the best location for a negotiation? A. your home ground B. your adversary's home ground C. a neutral territory D. location is not a factor in negotiation

A. your home ground

44. When should a manager decide on a BATNA? A. during the negotiation B. prior to the negotiation C. only after the negotiation has failed D. a negotiator does not need a BATNA

B. prior to the negotiation

36. Which strategy is used to attach one idea to the other? A. fait accompli B. stacking C. building blocks D. bluff

B. stacking

26. Which tactic is not wise to employ during negotiations? A. forbearance B. take the offense when under attack C. use the clock D. do not reveal the true deadline

B. take the offense when under attack

24. Which statement is false? A. feelings of tension are always part of negotiations B. to project confidence, roll up your shirt sleeves and loosen your collar C. gaining a sense of the other party's culture is key for success D. enter negotiations knowing what is reasonable to expect

B. to project confidence, roll up your shirt sleeves and loosen your collar

39. In terms of conflict resolution strategies, what is negotiation? A. win-win B. win-lose C. lose-lose D. none of the choices is correct

B. win-lose

32. Which of the following is an alternative to avoid answering a question during negotiations? A. ignore the question B. change the subject C. answer only part of the question D. write the question down and tell the person you will get back to them

C. answer only part of the question

23. In order to truly understand someone, one must A. agree with his or her message B. do most of the talking C. listen carefully D. feel sympathy for the other party

C. listen carefully

31. Which is not a successful strategy for avoiding an answer? A. ask for clarification: the opponent may reveal the answer sought B. answer a different question or ask a question of your own: the opponent may be diverted C. respond with a long speech: the opponent may become confused D. give a positive response to a negative question: the opponent will find less fault

C. respond with a long speech: the opponent may become confused

37. Which strategy lets an opponent know this is the best offer, and it represents the maximum goal adjustments a person is willing to make? A. compromise B. screen C. take it or leave it D. final offer

C. take it or leave it

40. Collective bargaining is a type of A. conflict B. first-party negotiation C. third-party negotiation D. second-party negotiation

C. third-party negotiation

45. When is the best time to initiate a negotiation? A. first thing in the morning B. at the end of the work day C. when you have the most power and your adversary is the weakest D. none of the choices is correct

C. when you have the most power and your adversary is the weakest

22. To develop a negotiation strategy systematically one must analyze A. time B. environment C. channel D. all choices are correct

D. . all choices are correct

33. Written media as a negotiation can be used to A. establish goodwill B. deemphasize an issue C. lend credibility to the writer D. all choices are correct

D. all choices are correct

34. Which of the following is a strategy that can assist in combining aspects of communication? A. surprise B. bluff C. stacking D. all choices are correct

D. all choices are correct

42. Which layer of the strategic communication model is relevant to negotiation? A. the first layer B. the second layer C. the third layer D. all choices are correct

D. all choices are correct

35. The strategy used to create illusions without the use of lies or outright misrepresentation is known as A. stacking B. fait accompli C. surprise D. bluff

D. bluff

41. The conflict resolution strategy closest to negotiation is A. forcing B. avoiding C. accommodating D. compromising

D. compromising

27. Research studies showed which of the following seating arrangements to be the most preferred configuration in competitive relationships? A. sitting side by side at a square table B. sitting side by side at a round table C. sitting at right angles D. sitting face-to-face

D. sitting face-to-face

25. Which idea about LAO and MSO is true? A. the LAO is relatively difficult to find B. the MSO is easily calculable C. reversing opinion on the MSO during negotiations is acceptable D. the LAO should be set to prevent a loss

D. the LAO should be set to prevent a loss

10. BATNA and LAO are essentially the same result. a. true b. false

false

11. Time constraints are irrelevant in negotiations. a. true b. false

false

14. The nonverbal message is the predominant form of communication in negotiation. a. true b. false

false

20. When negotiating, managers should never use their networks. a. true b. false

false

3. Research indicates that managers are less frequently involved in third-party negotiations. a. true b. false

false

4. A good negotiator never loses ground. a. true b. false

false

7. Managers will have more power in the negotiation process if they appear less confident than the other party. a. true b. false

false

9. The maximum acceptable outcome and the least supportable outcome are flexible guideposts for negotiations. a. true b. false

false

1. Negotiation is an integral aspect of management. a. true b. false

true

12. The environment is important when negotiating because it impacts the amount of control each party may exercise over the physical site arrangements as well as the psychological climate in which the exchange occurs. a. true b. false

true

13. Side-by-side seating indicates cooperation, while face-to-face seating indicates competition. a. true b. false

true

15. In the United States, the accepted practice in negotiations is to begin with a general conversation on neutral topics. a. true b. false

true

16. Negotiators expect each other to make an equal number of concessions in negotiations. a. true b. false

true

17. Written media plays an important role in negotiation. The most common is the letter of intent. a. true b. false

true

18. Written correspondence can soothe an emotional situation. a. true b. false

true

19. Men initiate negotiations four times more often than women do. a. true b. false

true

2. When one or both parties see a situation as one in which one party will lose or gain something in exchange for the other party's loss or gain, a negotiation strategy is best. a. true b. false

true

5. It might be appropriate to make concessions during negotiations in order to preserve the working relationship. a. true b. false

true

6. Since negotiation tactics differ from culture to culture, both national and organizational culture must be considered when negotiating. a. true b. false

true

8. The purpose of the negotiation process is to maximize your advantage. a. true b. false

true