NEGOTIATIONS- quiz 1 & 2

As a general rule, and according to the nine-year study of "skilled" negotiators conducted by Rackham, "skilled" negotiators prefer using competitive negotiations strategies compared to the cooperative negotiations strategies favored by less skilled negotiators. -True -False

False (pg 7/8)

Studies suggest that cooperative negotiators cannot be successful in price-only business transactions nor can competitive negotiators be effective in situations that require relationship-building skills. -True -False

False (pg 8) *A cooperative person CAN be effective in price-only business transactions *A competitive person CAN be effective in situations that require relationship-building skills

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

True

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 -False

True (pg 23)

An important part of planning for a negotiation involves considering the negotiation style that best fits the specific negotiation situation. -True -False

True (pg. 6) *without proper planning your chances of being successful in negotiation diminish. *planning for a negotiation means thinking not only about what you want but also about the negotiation style that best fits the specific negotiation situation.

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

(pg 24/25) ex) 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.

What is the "fixed pie assumption"? How might the "fixed pie assumption" affect a negotiator's strategy or tactics?

(pg 3) The fixed pie assumption is the belief that every negotiation is a win-lose transaction. A negotiator with the fixed pie assumption believes that what he or she wants is in direct conflict with what the other negotiator wants, the negotiation involves fixed resources (the resource "pie" is only so big) and the only way he or she can claim value ("win") is to take as many of those resources (the "pie") as possible away from the other negotiator.

Identify and discuss the five traits the authors associate with successful negotiators.

(pg 8/9/10) Genuine Flexible Ethical Active Listener Curious

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?

*shared group membership may lead negotiators to make assumptions about possible shared values that in turn may lead us to threat the person as trustworthy even if we don't know them that well

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 key finding of the Rackham study about the traits of effective negotiators is that effective negotiators use distributive strategies and hardball tactics far more often than "average" negotiators -True -False

False (pg. 7/8) *Rackham's study suggests that skilled negotiators view negotiations as a partnership with the other negotiator and not as a competitive game. *Rackham's study emphasizes that effective negotiators tend to use more "cooperative" type skills in negotiation than confrontational or competitive tactics.

QUIZ #1

QUIZ #1

QUIZ #2

QUIZ #2

Rackham conducted a nine-year study of 48 professional labor and contract negotiators. Skilled negotiators, according to Rackham, generally: -avoid defend/attack spirals with the other negotiator. -spend more time than average negotiators looking for common ground or shared interests with the other negotiator. -have more formal education - advanced degrees in business or law - than average negotiators. -a and b -a, b and c

a and b (pg 7)

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

a, b, and c (pg 16/18)

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

a, b, and c (pg 23) *people will make assumptions about the goal of the task: -some will assume that the goal is to choose the option that gives them the most -some will assume that the goal is to maximize the total (their own, the other persons, or equal)

Which of the following statements is true? a-Being "genuine" in negotiations means that a negotiator understands and works with his/her general tendencies when analyzing a negotiation situation and preparing a negotiation strategy. b-Inexperienced negotiators frequently try to imitate the style of other more successful negotiators. c-Effective negotiators understand that even the best-planned negotiation strategy may have to change once a negotiation gets started. -a and b -a, b and c

a, b, and c (pg 8/9)

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

a, b, and c (????) (pg 25/26)

A competitive negotiations strategy is useful when: a-a negotiator needs to stand firm on an issue and maintaining a good relationship with the other negotiator is of little or no concern. b-the negotiation situation suggests the possibility of both parties doing well by working together. c-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- a negotiator needs to stand firm on an issue and maintaining a good relationship with the other negotiator is of little or no concern. (pg 18)

People frequently say they "hate to negotiate" because they: -don't see negotiation situations develop until it is too late to do any planning. -fail to understand what is required to plan for an effective negotiation. -do not understand that different negotiation situations may require different strategies. -assume all negotiations are competitive and "win-lose" in nature. -All of the above

all of the above (pg 3/4)

The Rackham study compared the information gathering behavior of skilled versus average negotiators. Which of the following is true of Rackham's findings? -Skilled negotiators ask more questions than average negotiators. -Skilled negotiators do more testing of their understanding of what the other negotiator said compared to average negotiators. -Skilled negotiators spend more time summarizing issues and agreements during the negotiation than average negotiators. -All of the above are true -Only a and b are true

all of the above (pg 7)

Jane took the social value orientation measure below and she chose option A. A. B. C. You get: 500. 500 550 Other gets: 100. 500 250 What can we surmise about Jane's social values? -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 -Only a and c are true

all of the above???

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 -a, b and c

b and c (pg 18/19/20)

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

b, c, and d (pg 24) *a is false because cooperative people tend to make MORE concessions

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? a-accommodation b-competition c-avoidance d-collaboration/problem-solving -None of the above

b- competition (pg 19) *competing is a useful strategy when you need to stand firm (when something is important to you) and maintaining a good relationship with the other is of low or little importance

A person using the accommodating negotiation/conflict handling style: a-views the negotiation process in and of itself as a conflict to be avoided. b-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. c-sees a negotiation situation as a problem or challenge to be solved. d-values quality and fairness in attempting to find a middle ground solution to a conflict or negotiation situation. -All of the above

b-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. (pg 19)

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

c and d (pg 20) *This style requires time to work through and consider interests and creative outcomes *requires both parties to share information and work together, which usually requires a certain level of trust and respect between negotiators.

A "negotiation" is best described as: -a "win-lose" game between two people with conflicting goals. -competitive "haggling" between two or more people in which the only way one negotiator "wins" is by having the other negotiator "lose." -a process that helps two or more people work together to achieve goals and solve problems. -a problem-solving activity that requires the active participation of both negotiators for a deal to be reached. -c and d

c and d (pg 6)

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

individualism (pg 23) *3 primary measures/social motivations: individualism, cooperation, competition

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. -four -five -six -seven -eight

six (pg 23) *for research purposes, if 6 out of 9 are chosen consistently, then you will be classified as an individualist, a competitor, or a cooperator.