MGT

Successful integrative negotiating tends to include all

*Common objectives or goals. *Motivation and commitment to work together. *Faith in problem solving abilities.

In the last chapter of the book, Diamond wraps up his model and his advice to us. Which of the following is his most important advice that you should know and do to negotiate effectively?

Ask yourself: what are my goals, who are they, and what will it take to persuade them.

Erin Meyer advises that when negotiating cross culturally, we should adapt the way we express disagreement. According to her article, why is this tactic important?

Because negotiators in some cultures use downgraders (e.g., maybe), while negotiators in other cultures use upgraders (e.g., completely), and you should adapt to their expectations.

Which of the following is NOT advice Deepak Malhotra gives in his article about negotiating a job offer?

Because the stakes matter in a job offer, be sure to apply a competitive approach.

Which of the following is NOT true, according to Diamond's advice on parenting?

Being right is more important than treating your kids right.

According to course readings distributive bargaining strategies

Can cause negotiators to ignore what the parties have in common.

According to the documentary "American Dream," what was the negotiation approach of the employees, as represented by their 'Local P9' labor union?

Competitive and used some 'hardball' tactics.

3 / 3 pts Integrative negotiations are primarily concerned with...

Creating value.

Which of the following is FALSE, according to Jeff Weiss's article in HBR titled "Negotiating is Not the Same as Haggling?"

In the vast majority of negotiations, there is almost never more value to be created than originally thought.

Which of the following is FALSE, according to Leslie John's article "How to Negotiate With a Liar"?

Robust social psychology research indicates that people hardly ever lie.

Leary, Pillemer, and Wheeler, in their article titled "Negotiating with Emotion," advise that you should do some things during a negotiation to regain your emotional balance. Which of the following do they NOT advise?

Take a two minute fetal position nap - science shows it resets emotional balance.

Which of the following is NOT true, regarding people who tend to be competitive during negotiations?

Tend to be strong at building relationships in the negotiation.

Which of the following is true, according to the article about women and negotiating?

Women tend to avoid negotiating more than men do.

Diamond views culture as ...

what people think and feel.

Which of the following is NOT consistent with the advice given in the article "Negotiating with Emotion," by Leary, Pillemer, and Wheeler?

*CORRECT:All of these are consistent with advice they give. *The best negotiators embrace their emotions, rather than suppress them. *Emotions are important parts of decision making, and hence negotiating. *The most common stressors in negotiations are: lack of control, unpredictability, and the absence of feedback.

According to Diamond, why is using other people's standards a highly persuasive way to achieve your goals?

*CORRECT:All of these are reasons Diamond gives. *Because people hate to contradict themselves. *Using standards is a transparent process, it is not manipulative. *When given the choice 'be extreme or come to me,' most people avoid being extreme.

according to Jeff Weiss's article in HBR titled "Negotiating is Not the Same as Haggling?"

*Haggling can be defined as a concessions game that forces you, and your counterpart, to compromise. *Some drawbacks of collaborative negotiating, is that it requires more preparation, deeper skill, and real discipline. *Weiss would like you to shift from asking 'what do you want' to asking 'why do you want it.'

Integrative Negotiation

A negotiation in which the parties cooperate to achieve maximum benefits by integrating their interests into an agreement. These deals are about creating value and claiming it

Which of the following statements is CORRECT?

A positive bargaining range exists if there is an overlap in reservation prices.

According to Diamond, one of the main problems with the US legal system from a negotiations standpoint is that ...

you don't have to form a relationship with the other person.

According to the TED Talk by Kyle MacDonald, which item that Kyle traded for drew the most criticism from Kyle's followers?

A KISS-branded snow globe.

Successful integrative negotiating tends to include all of the following EXCEPT

A focus on the claiming value stage, more than a focus on the creating value stage.

According to Diamond, which of the following is TRUE regarding relationships and negotiating?

A human connection, even in a transaction, is your best strategy.

Distributive Negotiation

A negotiation in which the parties compete over the distribution of a fixed sum of value. The key question in a distributed negotiation is "Who will claim the most value?" In distributive negotiations, a gain by one side is made at the expense of the other

Which of the following is advice Diamond gives about getting more at work?

* Regarding job interviews, one size does not fit all. Effectively negotiating them is situational. *With compensation, it is especially important to know what the other party is thinking before asking for something specific. *Correct! All of these are advice he gives about getting more at work. *Expanding relationships is essential in virtually all job situations.

What does Diamond mean by the phrase 'understand the pictures in their heads?'

*CORRECT: All of these apply. *Because people frequently are unable to express their feelings, it's your job to find out what is really behind people's comments. *Understand the other party's underlying needs and interests. *Most people will give you the means to persuade them, if you watch and listen carefully.

According to Diamond, trading items of unequal value is a critical negotiation skill you must work hard to improve. Which of the following is consistent with this line of thinking?

Try to ask, and answer, in all your negotiations 'what costs you nothing that gives me what I want, and what costs me nothing that gives you what you want?'

According to Diamond, which of the following is TRUE regarding negotiations?

Emotions and perceptions are far more important than power and logic in dealing with others.

Diamond believes that perhaps the biggest cause of negotiation failure, worldwide, is what kind of failure?

Failures to communicate.

According to Diamond, how important are substance, process, and people in negotiating?

People are the most, substance is the least.

According to Diamond, emotions are...

The enemy of effective negotiations, because people need to learn how to use them to gain control in a negotiation.

Deepak Malhotra provides good advice about preparing in his article "Control the Negotiation Before it Begins." What does he mean about his advice to 'control the frame?'

The frame is the psychological lens through which parties view a negotiation

Which of the following is true regarding the accommodating style in negotiations?

Think the route to winning people over is to give them what they want.