Negotiation Homework ?s

Identify an accurate statement about distributive bargaining.

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

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

brainstorming

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

When two or more parties discuss an issue between themselves in an attempt to find a solution to their conflicting interests, they are engaging in the process of

negotiatgion

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

In the context of negotiation, a _____ situation is one in which parties' goals are linked together in such a way that the goal achieved by one party helps other parties to attain their goals.

non-zero sum

Negotiators can close a deal by _____.

offering alternate options to the other party

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

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

Evaluate and select alternatives

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

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

Zero-sum situation

There is a negative correlation between the goal attainments of the parties involved in negotiation

non-zero-sum situation

There is a positive correlation between the goal attainments of the parties involved in negotiation.

What should negotiators do while working toward a collective goal?

They should emphasize commonalities. They should minimize differences.

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.

Identify the reasons why negotiations occur. (Select all that apply.)

To find solutions to a dispute or problem between parties To determine a way for parties to share or divide a limited resource To create something new that parties could not do individually

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

The purpose of _____ is to claim value.

distributive bargaining

True or false: Negotiation is not a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby.

false

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

friendly stance

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

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

is relatively transparent when used repeatedly

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 negotiators start with a ridiculously low (or high) opening offer that they know they will never achieve, the tactic is suspected.

lowball/highball

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

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

A(n) _____ situation is most likely to occur when parties involved in negotiation are attempting to divide a scarce or limited resource among themselves.

zero sum

Arrange the steps involved in electronic brainstorming in the correct order.

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

A position of flexibility

A moderate opening offer, a reasonable, cooperative opening stance, and a reasonable initial concession

A position of firmness

An exaggerated opening offer, a determined opening stance, and a very small initial concession

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.

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

By consulting publications widely available on the Internet

Identify the ways in which negotiators can enhance their motivation and commitment to problem solving.

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

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 positionBy involving other parties who can influence the outcome of the negotiationBy increasing the time pressure on Katie

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

By saving a special concession for the close 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

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 elements that contribute to the destructive image of conflict. (Select all that apply.)

Competitive, win-lose goals Misperception and bias

Weak concern for the other party's outcomes

Contending and inaction

Identify the key contextual factors of integrative negotiation

Creating a free flow of information Attempting to understand the other negotiator's real needs and objectives -Emphasizing things parties have in common Searching for solutions that meet the goals and objectives of both parties

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

Distributive bargaining

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

False

Identify the guidelines negotiators should follow when evaluating alternative solutions and reaching a consensus.

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

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.

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.

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.

Identify an accurate statement about a firm position in negotiations.

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

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

It gives a negotiator some room for bargaining.

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.

In the context of approaches to generating alternative solutions to a problem as given, which of the following are true of electronic brainstorming?

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.

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 the problem definition process of an integrative negotiation

It sets broad parameters regarding what the negotiation is about.

Identify an accurate statement about logrolling.

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

Identify an accurate statement about mutual adjustment in negotiation.

Mutual adjustment between parties in negotiation is a continuous process.

Identify an accurate statement about negotiation.

Negotiation situations, whether they are peace negotiations or business negotiations, basically have the same characteristics.

How do negotiators perceive concessions in a negotiation?

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

Identify an accurate statement about integrative negotiations

Negotiators must listen to each other carefully.

Identify an accurate statement about BATNA, an acronym for best alternative to a negotiated agreement, as proposed by Roger Fisher, William Ury, and Bruce Patton.

Negotiators must understand their own alternatives.

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.

Identify an accurate statement about the integrative negotiation process

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

In the context of generating alternative solutions to a problem as given, identify the rules that should be observed while brainstorming

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

Strong concern for their own outcomes

Problem solving and contending

Strong concern for the other party's outcomes

Problem solving and yielding

Identify the characteristics of successful integrative negotiators

Superior listening skills Systems orientation Abundance mentality Maturity Honesty and integrity

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

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

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

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

goal

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.

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

The target point The resistance point The asking price

The price at which a buyer would prefer to settle the negotiation The most a buyer is willing to pay The most a buyer is willing to pay

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.

Identify the accurate characteristics of the parties involved in a negotiation situation. (Select all that apply.)

They need each other to achieve their own objectives. They prefer to work together in order to gain better results than they can achieve by working on their own.

Which of the following should negotiators do to facilitate high-quality integrative negotiation?

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

According to a study on successful negotiators by Rackham, what do skilled negotiators do while planning their negotiation process?

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.

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.

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

True

Weak concern for their own outcomes

Yielding and inaction

Explain each: a) interdependent b) dependent c) independent

a) Parties have connecting goals and depend on each other to achieve these goals. b) One party relies on the other party to achieve its goals and must tolerate the other party's peculiarities. c) Parties are detached and do not need each other's help to achieve their goals.

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

adopt a competitive, combative orientation toward the other side

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

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 a typical negotiation process, two or more parties _____.

attempt to sort out their conflicting interests

According to Roger Fisher, William Ury, and Bruce Patton, the decision of a party in a negotiation depends entirely upon the _____.

attractiveness of the best available alternative

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

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

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

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

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

concession maker's resistance point is being approached

Negotiations would not exist without _____.

concessions

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

conflict

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

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

In integrative negotiations, negotiators must _____.

exchange their true objectives

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

false

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

goal

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

Fill in the blank question. When a negotiator obtains information indirectly about the other party's target and resistance points, it is known as ____ ____

indirect assessment

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

indirect assessment

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

information

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

interests

Identify the level at which conflict is quite intricate and negotiations are the most complex.

intergroup conflict

Negotiation differs from bargaining in that negotiation _____.

is used to refer to win-win situations

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

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

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

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

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

provides higher settlements to a negotiator compared to low opening offers

Process based interests are

related to how negotiators behave as they negotiate

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

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

resistance point

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

sharing all the necessary information with the negotiating agent

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

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

substantive

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 _____.

sweetner

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) _____. Multiple choice question.

sweetner

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

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

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

relationship based interests are

tied to the current or desired future relationship between the parties

Distributive bargaining is also known as _____.

win-lose bargaining