MKT 353

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

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

brainstorming

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

goal

Scope

The issues that need to be considered

Negotiators can close a deal by _____.

offering alternate options to the other party

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

sharing all the necessary information with the negotiating agent

Identify a factor that facilitates successful integrative negotiation. Multiple choice question.

Belief in the validity of one's perspective

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.

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

Information

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

True or false: Umbrella agreements should be avoided in integrative negotiations when all issues and contingencies have not been identified but the parties wish to work together.

F

Identify an accurate statement about a firm position in negotiations.

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

How do negotiators perceive concessions in a negotiation?

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

Intergroup conflict

Occurs between groups

Interdependent

Parties have connecting goals and depend on each other to achieve these goals.

Strong concern for the other party's outcomes

Problem solving and yielding

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

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.

Goals that require a substantial change in the other party's attitude require a negotiator to _____.

use a collaborative or integrative strategy

Negotiators using the _____ hardball tactic pretend that an issue of little or no importance is quite important to them.

bogey

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

accommodative

In integrative negotiations, negotiators must _____. Multiple choice question.

exchange their true objectives

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

goal

If a negotiator challenges the other party's views, he or she is likely to become _____.

defensive

The purpose of _____ is to claim value.

distributive bargaining

A position of firmness

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

Identify the guidelines negotiators should follow when evaluating alternative solutions and reaching a consensus. (Select all that apply.)

Assess solutions on the basis of acceptability, quality, and standards Focus on alternatives that one or more negotiators strongly support Agree to the criteria for evaluation early in the process

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

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.

F

Identify the creative phase of integrative negotiation.

Generating alternative solutions

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.

Arrange the key steps of the integrative negotiation process in sequential order.

ISGE

Identify an accurate statement about distributive bargaining.

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

Distributive bargaining

In this process, negotiators make no effort to understand the other side's needs and objectives.

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

It gives a negotiator some room for bargaining.

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 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? (Select all that apply.)

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.

Identify an accurate statement about integrative negotiations. Multiple choice question.

Negotiators must listen to each other carefully.

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.

Interpersonal Conflict

Occurs between individuals

Intragroup conflict

Occurs within a group

Dependent

One party relies on the other party to achieve its goals and must tolerate the other party's peculiarities

Identify the accurate statement about setting opening bids.

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

Independent

Parties are detached and do not need each other's help to achieve their goals.

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

T

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 when using a concession to convey to the other party in a negotiation that the present offer is the final one? Multiple choice question.

They should ensure that the concession is more substantial than the previous ones.

What should negotiators do while working toward a collective goal? (Select all that apply.)

They should minimize differences. They should emphasize commonalities.

Which of the following steps should negotiators take to deal with the other party who is using hardball tactics to enhance the appearance of his or her bargaining position? (Select all that apply.)

They should use a similar tactic in response. They should ignore the tactics used by the other party. They should let the other party know that they are aware of what he or she is doing.

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.

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

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

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

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

A zero-sum situation

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

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.

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.)

Defining the goal of negotiation and the crucial issues related to achieving the goal Defining the interests Presenting the issues to the other party: substance and process Assembling the issues, ranking their significance, and defining the bargaining mix Analyzing and comprehending the other party's goals, issues, and resistance points

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.

Integrative negotiation

In this process, negotiators make an effort to understand what the other side wants to attain.

Sequence

The order in which the issues should be addressed

Framing

The way the issues should be presented

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

concession maker's resistance point is being approached

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

conflict

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

is relatively transparent when used repeatedly

The integrative negotiation process begins with _____.

recognizing and defining the problem

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(inaction)

What tactic should a negotiator use to elicit information from the other party if the other party is mistrustful of the negotiator?

He or she should consider multiple issues simultaneously.

Identify an accurate statement about mutual adjustment in negotiation.

Mutual adjustment between parties in negotiation is a continuous process.

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

T

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.

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.

What tactics should a negotiating party use in the integrative negotiation process? (Select all that apply.)

The party should describe his or her interests. The party should invent options for mutual gain. The party should actively listen to understand the other party's interests.

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

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

According to Michael Prietula and Laurie Weingart, value characteristics refer to _____. Multiple choice question.

the actual worth of the issues and options of different issues to a negotiator

Distributive bargaining is also known as _____.

win-lose bargaining

A position of flexibility

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

Weak concern for the other party's outcomes

Contending and inaction

Intrapersonal conflict

Occurs within an individual

True or false: A negotiator should try to gather as much information as possible about the other party through initial research.

T

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

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

adopt a competitive, combative orientation toward the other side

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

goal

Negotiation differs from bargaining in that negotiation _____.

is used to refer to win-win situations

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

Mira and Jose are engaged in a negotiation. Mira will have a stronger resistance point if she _____.

sees that Jose needs an agreement quickly and cannot delay it

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 _____.

sweetener

In a distributive bargaining situation, from a buyer's perspective, the _____ is referred to as a negotiator's aspiration. Multiple choice question.

target point

A non-zero-sum situation

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

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

By consulting publications widely available on the Internet

Amir and Ivy are negotiating a deal with each other. How can Amir alter Ivy's perceptions of her position? Multiple choice question.

By explaining that the actual outcomes would be undesirable for Ivy if her demands are met

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

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

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.

In the context of planning a negotiation, identify the true statements about BATNAs (best alternatives to a negotiated agreement). (Select all that apply.)

They are other agreements that negotiators could attain and still meet their needs. They define if the current outcome is better than another possibility.

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

Interests

True or false: Parties tend to be more successful at negotiating integratively if they are trained in the dynamics of integrative negotiation.

T

Identify a true statement about tactics used in negotiation.

Tactics are directed, structured, and driven by strategic considerations.

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 an accurate statement about how goals affect negotiation.

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

Which of the following is true of calculated incompetence as a screening activity used in a group negotiation?

The negotiating agent is tasked with collecting facts and bringing them back to the group.

Fisher, Ury, and Patton suggest that when dealing with hardball tactics used by the other party, negotiators should _____. Multiple choice question.

be hard on the problem and soft on the people

Successful integrative negotiation requires negotiators to _____.

be responsible for mutual understanding

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

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

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

A negotiator who has faith in his or her own ability to negotiate integratively is _____.

more likely to approach the problem at hand with an open mind

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

negotiation

During a negotiation, the choice of whether to pursue a creating value or a claiming value strategy can be best described as the

negotiator's 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

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. Multiple choice question.

problem-solving

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

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

Misperception and bias Competitive, win-lose goals

True or false: When two negotiating parties work toward a shared goal, they always divide the profits equally.

F

Identify an accurate statement about the problem definition process of an integrative negotiation.

It sets broad parameters regarding what the negotiation is about.

Which of the following are true of negotiators' interests? (Select all that apply.)

Learning about the interests of the other party helps negotiators understand the other party's position. They are why negotiators want what they want.

Identify an accurate statement about logrolling.

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