Ch 2

In order to be given a specific social orientation classification on the 9-trial Decision Task, a person must score at least ____ out of 9 for a particular social orientation measure.

6

Why is it important to have a good understanding of your personal negotiation/conflict handling style (i.e., competing, collaborating, compromising, avoiding or accommodating) when preparing for a negotiation?

A negotiator who understands his or her dominant style will be better able to prepare for a negotiation. The specific strategy for a negotiation must fit the specific negotiation situation, and strategy often times must change once the negotiation begins. A person who tends towards an accommodating style, for example, may have to consider a more aggressive approach (or use the services of an agent) for a negotiation that will require a competitive strategy.

How would a negotiator's past relationship and prior interactions with the other negotiator affect his or her choice of a particular negotiation strategy?

A negotiator whose past experience with the other negotiator involved a competitive negotiation will assume the next negotiation with that person will likewise be competitive. He or she will thus prepare for a competitive negotiation, including the possible use of contentious or hardball tactics.

Which of the following statements is true?

Compromise and collaboration negotiation/conflict handling styles are effectively the same since both aim at achieving "win-win" outcomes. Collaboration is generally best used when there are multiple issues to be negotiated and the situation is not zero-sum. Very few negotiation situations would support the use of an avoiding negotiation/conflict handling style. b and c (correct) a, b and c

Which of the following statements about people classified as "cooperative" is true? Cooperative people actually tend to make fewer concessions in negotiations compared to competitive people. Cooperative people tend to be more effective than individualistic socially oriented people in working with other people to expand resources available to distribute during a negotiation. Cooperative people are better able than competitive people to use and implement integrative ("win-win") negotiation strategies. Cooperative people tend to make more proposals during a negotiation than competitive people. b, c and d

Cooperative people actually tend to make fewer concessions in negotiations compared to competitive people. Cooperative people tend to be more effective than individualistic socially oriented people in working with other people to expand resources available to distribute during a negotiation. Cooperative people are better able than competitive people to use and implement integrative ("win-win") negotiation strategies. Cooperative people tend to make more proposals during a negotiation than competitive people. b, c and d (correct)

Why is a collaborative negotiation strategy often times the hardest to implement? It requires a number of third-party individuals to act as agents or facilitators. It represents an ideal situation that does not really exist. It requires that a negotiator identify his or her interests as well as the interests of the other negotiator. It requires a significant amount of trust between the two negotiators so that they can share different concerns and interests about the issues being negotiated. c and d

It requires a number of third-party individuals to act as agents or facilitators. It represents an ideal situation that does not really exist. It requires that a negotiator identify his or her interests as well as the interests of the other negotiator. It requires a significant amount of trust between the two negotiators so that they can share different concerns and interests about the issues being negotiated. c and d (correct)

Although most negotiators have a dominate negotiation/conflict handling style, effective negotiators understand that they may have to use a different style depending on the specific negotiation situation.

True

Jane took the social value orientation measure below and she chose option A. -She is sensitive to relative differences between self and others. -She is willing to take less for herself in order to reduce what the other person receives. -She is a competitor. -All of the above

She is sensitive to relative differences between self and others. She is willing to take less for herself in order to reduce what the other person receives. She is a competitor. All of the above (correct)

What assumptions might people make when completing the 9-trial Decision Task? Some people will assume that the goal of the task is for them to choose the option that maximizes their outcome. Some people will assume that the goal of the task is for them to find the option that maximizes the outcome for the other person. Some people will assume that the goal of the task is to find the maximum outcome that provides both parties with an equal amount. a and b a, b and c

Some people will assume that the goal of the task is for them to choose the option that maximizes their outcome. Some people will assume that the goal of the task is for them to find the option that maximizes the outcome for the other person. Some people will assume that the goal of the task is to find the maximum outcome that provides both parties with an equal amount. a and b a, b and c (correct)

As a general rule, it is difficult for a negotiator to change her or his dominant negotiation/conflict handling style.

TRUE

Think about a group membership that you may have in common with someone else. What assumptions would you make, based on this common group membership, about the other person and how they may act in a negotiation with you?

This answer will vary depending on the student's stated group membership.

A competitive negotiations strategy is useful when: a negotiator needs to stand firm on an issue and maintaining a good relationship with the other negotiator is of little or no concern. the negotiation situation suggests the possibility of both parties doing well by working together. concern for the negotiator's own outcomes is low and there is an ongoing relationship with the other negotiator. a and b a, b and c

a negotiator needs to stand firm on an issue and maintaining a good relationship with the other negotiator is of little or no concern. (correct) the negotiation situation suggests the possibility of both parties doing well by working together. concern for the negotiator's own outcomes is low and there is an ongoing relationship with the other negotiator. a and b a, b and c

Which of the following negotiation/conflict handling styles would be most appropriate in a situation in which a person must maximize his or her outcome and the relationship with the other person (and his or her outcome) is not important? accommodation competition avoidance collaboration/problem-solving None of the above

accommodation competition (correct) avoidance collaboration/problem-solving None of the above

People who tend towards the use of a competitive negotiation/conflict handling style generally: excel at "win-lose" negotiations where both negotiators are attempting to maximize their outcome at the expense of the other side. use a variety of contentious or "hardball" negotiation tactics to achieve their goals. view most negotiation situations as zero-sum games. a and b a, b and c

excel at "win-lose" negotiations where both negotiators are attempting to maximize their outcome at the expense of the other side. use a variety of contentious or "hardball" negotiation tactics to achieve their goals. view most negotiation situations as zero-sum games. a, b and c (correct)

The 9-trial Decision Task provides a score on three social orientation measures, which include: collectivism. self-determination. individualism problem-solving. avoidance.

individualism. (correct)

Two years ago, you negotiated with a sales representative from New York City over the purchase of new furniture for your apartment. This negotiation was very competitive, as the sales representative spoke quickly, continually asked you how much money you were willing to spend on the furniture and repeatedly told you that if you did not buy the furniture at the listed price several other customers would be happy to do so. You have a salary negotiation scheduled for tomorrow with a human resources representative with a company that you would like to work for. In talking to the human resources representative, you discover that she is from New York City. Assuming that negotiations with people from New York City are always competitive, you prepare a competitive approach to your salary negotiation. This situation best reflects the concept of a/an: self-fulfilling prophecy. stereotype. assumption. a and b a, b and c

self-fulfilling prophecy. stereotype. assumption. a and b a, b and c (correct)

A person using the accommodating negotiation/conflict handling style: views the negotiation process in and of itself as a conflict to be avoided. may fail to achieve his or her own goals because of the emphasis accommodators place on maintaining a good relationship with the other person in a negotiation. sees a negotiation situation as a problem or challenge to be solved. values quality and fairness in attempting to find a middle ground solution to a conflict or negotiation situation. All of the above

views the negotiation process in and of itself as a conflict to be avoided. may fail to achieve his or her own goals because of the emphasis accommodators place on maintaining a good relationship with the other person in a negotiation. (correct) sees a negotiation situation as a problem or challenge to be solved. values quality and fairness in attempting to find a middle ground solution to a conflict or negotiation situation.