Negotiation Test
Arguing is not typically an effective way to negotiation, and sometimes results in which of the following? Anger Happiness Elation Anxiety
anger
what are important in a negotiation because they have the power to disrupt or facilitate progress toward an agreement Background nonparticipants Parties at the table Negotiation employees Background participants
background participants
the habit of always withholding information for fear of losing power is a great way to get the better end of a negotiation a bad habit that takes work to break productive to negotiation tactics safe and helps out in the long run
a bad habit that takes work to break
which of the following components of a negotiation plan involves identification of batna Interests Approach and tactics Individual and cultural differences Alternatives
alternatives
which of the following components of a negotiation plan involves first considering or understanding views, for example Approach and tactics Individual and cultural differences Alternatives Interests
approach and tactics
Various tactics can be utilized in negotiating; which of the following relates to discovering what other other party(ies) at the table want? Uncovering your own interests Perspective taking Asking interest-based questions Compromising
asking interest-based questions
when we overvalue our own experiences and information that we can easily recall it is called tactics confirming evidence bias availability bias self-fulfilling prophecy
availability bias
one should not underestimate the power of the _____, as they are often viewed as the "court of public opinion" background nonparticipants negotiation employees parties at the table background participants
background nonparticipants
what are people who are watching the negotiation but have no way to directly change its course Background nonparticipants Negotiation employees Parties at the table Background participants
background nonparticipants
_____ are the people who may be "pulling the strings" of the participants at the table in a negotiation Participants Background participants Nonparticipants Influencers
background participants
a collection of issues within a negotiation is called the bargaining mix tangible interests position intangible interests
bargaining mix
BATNA stands for Best Alternative to a Negotiated Agreement Best Agreement to Negotiated Alternatives Basic Alternative to a Negotiated Agreement Best Alternative to a Negotiated Argument
best alternative to a negotiated agreement
some negotiators find it helpful to distinguish between different types of negotiations and the processes within. as such, one process, referred to as _____, is when one party attempts to negotiate in such a way as to cause the other party to give up something without getting anything in return creating value claiming value distributive agreement integrative agreement
claiming value
I choose to offer you $50 for your coat that you no longer want, and you choose to reciprocate by instead asking $75, you are engaging in a(n) ______. value effort exchange counteroffer mimic situation
collaborative
when issues can be resolved quickly and often with the perception of fairness, in that both sides have given up something is referred to as conflict negotiation compromise resolution
compromise
Even if you have very clear personal ethical standards, you will still need to think about how they apply in a particular ______, such as purchasing a used car versus salary negotiation with a prospective boss. compromise context location alternative
context
If one is said to have "skin in the game", there is motivation on both sides of the negotiation, which is a benefit of which negotiation tactic? Adding issues Logrolling Packing issues Contingent contracts
contingent contracts
Various tactics can be utilized in negotiating; which of the following relates to what negotiators give to the other side is dependent on a future event? Adding issues Logrolling Packing issues Contingent contracts
contingent contracts
some negotiators find it helpful to distinguish between different types of negotiations and the processes within. as such, one process, referred to as _____ is when negotiations find ways to increase the total value to be gained from the negotiation creating value distributive agreement claiming value integrative agreement
creating value
The 10-month lockout in the National Hockey League is a good example of ______, in which the players were overly concerned with their own salaries and neglected to understand the financial limitations of the owners. bias personality conflict egocentrism confrontation
egocentricism
If one must address his/her anxiety and stress, which may impede the progress of a negotiation, this would best be described by which of the following individual or cultural differences? Ability Emotion Personality Gender
emotion
Reciprocity is based on the fundamental calculation of ______. consensus value equity finances
equity
______ are usually narrowly focused and are rooted in considerations of philosophy and morality Standards Biases Heuristics Ethics
ethics
which of the following is one of the most common mistakes novice negotiators make in negotiations Planning ahead Consider all issues Considering alternatives Failing to plan
failing to plan
which of the following explain a mistake in which one thinks based on their views in life Functional fixedness bias Mental models False-consensus effect Fixed-pie bias
fixed-pie bias
what is the inability to adapt to various situations Self-fulfilling prophecy Functional fixedness Illusory conflict Inert knowledge problem
functional fixedness
when considering ____, there is potential danger of overspecification goals interests potential issues obvious issues
goals
what means that parties require interaction to accomplish their goals Conflict Interdependence Compromise Negotiation potential
interdependence
we use negotiations to satisfy our ______, the fundamental reasons why people want what they want interests needs necessities desires
interests
_____ are building blocks of agreements, and may include money, time, company car, or vacation destination Interests Issues Preferences Positions
issues
not all ___ may actually be usable in negotiation, in fact, the more you can come up with beforehand, the more you have to work with positions issues interests preferences
issues
what are the items on the table to be negotiated, and can be nearly anything Intangible interests Tangible interests Issues Positions
issues
which of the following components of a negotiation plan involves prioritizing various items in terms of which are more/less important to you Goals Issues/preference table Negotiation participants Interests
issues/preference table
when people take credit for someone else's work, this can be viewed as procedural justice justice violation distributive justice retributive justice
justice violation
negotiation potential is realized depending on whether one can adjust the situation to involve conflict meet their own needs limit or remove the conflict satisfy both parties involved
limit or remove the conflict
Various tactics can be utilized in negotiating; which of the following relates to finding issues to trade which parties value unequally? Adding issues Logrolling Packaging issues Contingent contracts
logrolling
A common misbelief among many negotiators is that they key to negotiating is about ______ the other side. manipulating valuing understanding convincing
manipulating
In Weingart's research, collaborative behaviors were found to lead to ______. more collaborative behaviors no change in behavior more competitive behaviors less collaborative behaviors
more collaborative behaviors
what is considered a negotiation issue Medical bill expense Negotiating a salary Being stuck in traffic Booking a plane ticket
negotiating a salary
there are likely to be situations the come up on a daily basis that could be resolved more effectively if we applied _____ to them social interdependence more understanding negotiation knowledge tactics
negotiation knowledge
which of the following components of a negotiation plan involves the individuals directly responsible for reaching an agreement Negotiation participants Goals Interests Issues/preference table
negotiation participants
when negotiating the purchase of a truck, a customer and salesperson may discuss cost and financing, for example. these would be considered a position interests potential issues obvious issues
obvious issues
While Frank gathers data on what people want, and reviews what he has to offer, he also needs to allow time for this information to ______. percolate surge sit disappear
percolate
Various tactics can be utilized in negotiating; which of the following relates looking at things from another viewpoint? Uncovering your own interests Perspective taking Asking interest-based questions Compromising
perspective taking
the inert knowledge problem is _____ in negotiations mysterious pervasive complex uncommon
pervasive
Ethical situations may arise due to lack of ______ in a negotiation, resulting in individuals being placed in unfamiliar or uncomfortable situations. interests tactics issues planning
planning
if someone wants to work from home a couple days a week due to the desire to help with aging parents those few days, one asking to telecommute is considered the _____ in the negotiation potential issue interest obvious issue position
position
the means by which one tries to achieve interests is referred to as the _____ tangible interest intangible interest issue position
position
When we perceive we were treated fairly in a negotiation, we likely experience ______ feelings. negative no change in positive exaggerated
positive
when negotiating a job, a manager and potential employee may discuss tuition reimbursement and dates for a performance review, for example. These would be considered _____ interests obvious issues a position potential issues
potential issues
when reviewing hotel options, price was Devina's first consideration. however, other items to consider may include safety, location, amenities, etc. these would be considered his ______ to also address obvious issues positions potential issues interests
potential issues
An individual receives $5 in the mail along with a survey. As such, they do not want to throw the money away and would rather keep it. This means they will likely complete the survey due to which phenomenon? Obligation Reciprocity Trust Manipulation
reciprocity
Some negotiators do not see ______ as applicable to negotiations and instead choose to be competitive no matter what behaviors are from either side. counteroffers creativity complacency reciprocity
reciprocity
what is a question about whether information that could matter does matter Importance Relevance Consideration Influence
relevance
creating our own reality and having the thought of "I knew it!" is a phenomenon referred to as the self-fulfilling prophecy functional fixedness bias availability bias confirmation bias
self-fulfilling prophecy
the only way to get what you want is by doing what Not caring what the other party has to offer Go into the negotiation with aggression Sharing some information with the other side Offering to pay a better price than others
sharing some information with the other side
part of negotiation is learning to use various tools or behaviors, referred to as _____, as different ones can be appropriate for different tasks tendencies roles prophecies tactics
tactics
when planning for a negotiation, all but which of the following are essential The ability to anticipate potential challenges and opportunities in the negotiation The ability to craft a cohesive strategy that considers the specifics of your negotiation The ability to manipulate others into fully meeting your needs and wants The ability to understand your own needs and wants and anticipate others' needs and wants
the ability to manipulate others into fully meeting your needs and wants
if your ideal vacation spot is tropical and sunny and you assume others like the idea of a tropical and sunny location, this is an example of the false-consensus effect egocentrism confirming evidence bias inert knowledge problem
the false-consensus effect
why can folk wisdom and imprecise terminologies work together They can explain the basic conditions where negotiations might be possible. They can give a clear understanding of negotiation potential. They can determine whether or not the negotiation is going to work. They can help the form a perceived notion on how negotiations work.
they can help the form a perceive notion on how negotiations work
______ is the willingness to be vulnerable to someone else. Value Effort Paradox Trust
trust
when you take on the ____ approach to negotiation, you are trying to comprehend what the other side is thinking as completely as possible convincing understanding yielding collaborating
understanding
When negotiating, the focus can be taken away from winning and losing, and instead placed on ______. effort ability value feelings
value
Vanessa wanted to buy a used washer and dryer from a seller who listed the appliances at $3500. Desperate, Vanessa negotiated $3300 with the seller and did not inspect the appliances before paying. When she got home, she found out that the washer makes a very loud noise and the dryer doesn't dry very well. What did Vanessa fundamentally do wrong in the negotiation? Vanessa failed to plan. Vanessa assumed that the appliances were in good working condition. Vanessa overpaid for the appliances. Vanessa did not do her research on the sellers.
vanessa failed to plan
Which of the following costs of leveraging is demonstrated by the following issue? Cade enters the negotiation but is unsure how to begin because he is unfamiliar with the situation. Time Vulnerability Focus Soured relationships
vulnerability
if you batna is _____, you may not want to employ it strong specific inclusive weak
weak
most societies agree that lying is generally an inappropriate and unethical act. however, in negotiations, there are times where it may be more justified. for example, if something not answering what one's "bottom line" is in a negotiation is similar to which of the following Protecting from harm Withholding information Outright lying Deception
withholding information
Dalen chooses not to share all the details of his desires with Gavin during their negotiation. Which of the following behaviors does this represent? Withholding information about your interests Mischaracterizing information about your interests Using information that plays on another’s fear/hopes Pretending to be emotional or in distress
withholding information about your interests
ZOPA stands for Zone of Potential Arguments Zero Opportunity of Potential Agreement Zone of Possible Argument Zone of Potential Agreement
zone of potential agreement
________, or mental shortcuts, are not necessarily bad, but they can trick us into misinterpreting information that will be used in our decisions Biases Tendencies Assumptions Heuristics
heuristics
if one is viewed as possessing _____, it essentially means that people believe you behave in an ethically laudable way
integrity
a(n) ______ is the fundamental reason why you want something in a negotiation interest obvious issue potential issue position
interests
what are the behaviors that are used in the context of a negotiation Negotiation potentials Negotiation tactics Apparent conflicts Mental models
negotiation tactics
Reciprocity exists because of which of the following feelings? Obligation Value Trust Manipulation
obligation
If all Caroline considers are ______ in her negotiation with Paul, her ability to create value is quite limited. alternatives interests potential issues obvious issues
obvious issues
The fear of being taken advantage of causes one to avoid the thing that will help (sharing), which ultimately hurts (by not sharing), is known as which of the following phenomenon? Fixed-pie bias Paradox of reciprocity Contingent contract issue Paradox of negotiation
paradox of reciprocity
A phenomenon known as ______ makes "completion" of a negotiation an attractive looking endpoint, as we are driven to engage in future actions to justify past costs. value completion reference point bias economic costs sunk cost bias
sunk cost bias
which of the following is not one of the basic conditions where negotiation might be possible More than one person Joint action Threats Apparent conflict
threats
the distance between each party's resistance point in a negotiation is referred to as the ____ Pone of Possible Agreement Zone of Potential Arguments Zone of Potential Agreement Zone of Possible Argument
zone of potential agreement
