Mar chapter 4

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

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

establish alternatives if the current deal cannot be completed successfully

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.

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

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

substantive

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

the easier it is to understand what the other party wants

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.

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 an implication of introducing a large bargaining mix in a negotiation?

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

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

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.

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

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

Distributive

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.

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

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

Goals must be realistic and should be attainable.

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?

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.

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.

Identify an accurate characteristic of an opening bid in negotiation.

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

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.

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.

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.

Identify the accurate statement about setting opening bids.

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

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

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.

Identify an accurate statement about how goals affect negotiation.

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

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

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

be more dependent on reaching a satisfactory agreement

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.

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

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.

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.

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 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.

When should a negotiator adopt an accommodative strategy?

When he or she is concerned more about the relationship outcome

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

accommodative

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

more likely to be confident when negotiating

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

negotiate in a neutral territory

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

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

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

strong conflict