Negotiations in Management - CH 4

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

True or false: The choice of strategy in a negotiation is independent of goals.

False

Match the types of deliberations (in the left column) with the places in which they are held (in the right column). Instructions

Formal deliberations matches Choice Board or conference rooms or hotel meeting rooms Informal deliberations matches Choice Restaurants, cocktail lounges, or private airline clubs

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 consider how to package many issues and objectives. He or she should have an understanding of trade-offs and throwaways.

Which of the following should negotiators consider when planning the presenting and framing of issues to the other party? (Select all that apply.)

How they will propose their case to the other party The ways in which they can offer ample facts and arguments to support their case

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.

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.

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.

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.)

Presenting the issues to the other party: substance and process 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 Analyzing and comprehending the other party's goals, issues, and resistance points Defining the interests

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). Instructions

Scope matches Choice The issues that need to be considered Sequence matches Choice The order in which the issues should be addressed Framing matches Choice The way the issues should be presented

According to Pendergast, identify some of the major concerns that a negotiator should consider in developing a negotiation agenda. (Select all that apply.)

Sequence of the issues to be addressed Formula for the negotiation Framing of the issues Packaging of the issues Scope of the negotiation

Which of the following statements on strategy and tactics is not true?

Strategy is subordinate to tactics.

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

Strong conflict

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

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

According to negotiation adviser Jeswald Salacuse, what steps should negotiators take before a deal breaks down?

Take the time to build a relationship with the other party. Make provisions for mechanisms to renegotiate in case the deal falters.

Which of the following statements is not true of setting a target?

Target setting requires reactive thinking about one's own objectives.

Identify an accurate statement about how goals affect negotiation.

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

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

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

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.

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

Blank 1: negotiator's Blank 2: dilemma

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). Instructions

Claiming-value (distributive) strategies matches Choice Negotiations on a single issue and the absence of a long-term relationship with the other negotiating party Creating-value (integrative) strategies matches Choice Negotiations on multiple issues and the importance of a long-term relationship with the other negotiating party

Which of the following observations about the planning process is not true?

Complete and up-to-date planning requires the negotiator follow the ten steps of the planning process in a linear fashion, one through ten.

_____ 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). Instructions

Distributive strategies matches Choice They may lead to distortions in judgment about the contributions and efforts of the other side. Integrative strategies matches Choice They may lead negotiators to stop being accountable to their constituencies in favor of pursuing the negotiation process for its own sake. Accommodative strategies matches Choice They may lead to negotiators repeatedly giving in to avoid a fight or to keep the other party happy.

Identify the characteristics of effective goals. (Select all that apply.)

They are concrete. They are specific. They are measurable.

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.

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.

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.

According to a study on successful negotiators by Rackham, what do skilled negotiators do while planning their negotiation process? (Select all that apply.)

They explore a wider range of options for action than average negotiators do. They work harder than average negotiators to find common ground with the other negotiating party.

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: Conflict between two parties in a negotiation is often an outcome of linkage between their goals.

True

Identify the questions that a negotiator should ask himself or herself about presenting and framing negotiation issues. (Select all that apply.)

What are the facts that support my perspectives? Has anyone else negotiated on these issues earlier? How can I make the facts most convincing?

When should a negotiator adopt an accommodative strategy?

When he or she is concerned more about the relationship outcome

Which of the following statements about prioritizing issues is not true?

When the negotiator represents a constituency, it is important to involve that group in setting priorities.

A(n) ________ strategy may create an imbalance, and attempts to correct the imbalance may be met with resentment from the other.

accommodative

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

accommodative

In both distributive and integrative processes, the better these are, the more power you have to walk away from the current deal and still know your needs and interests can be met.

alternatives

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

be more dependent on reaching a satisfactory agreement

If you compare the other party's goals, issues, and resistance points against your own, you can begin to define areas where there can be simple trade-offs. Which of the situations would signify a chance for a simple trade-off?

both parties want the same group of things but differing in priorities

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

When defining the major negotiation issues, multiple issues may allow the parties to ________ by finding solutions that improve the outcomes for both parties.

create value

After assembling issues on an agenda, the negotiator next must prioritize the issues, which includes: determining which issues are most important and which are less important, and

determining whether the issues are linked together or separate.

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

establish alternatives if the current deal cannot be completed successfully

When assessing the social context of negotiation, one way to assess all the key parties is to complete a(n) ________ analysis.

field

When developing a negotiation agenda, which concern is being considered if the negotiator is determining how the issues should be presented?

framing

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

goal

Knowing your ________ is absolutely the first and most important step in developing a strategy and executing a negotiation.

goal

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

goal

An opening bid or a target point are what a negotiator wants, but ________ are why the negotiator wants them.

interests

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

The foundation for success in negotiation is not in the game playing or the dramatics but in the

planning that takes place prior to the dialogue.

When developing a negotiation agenda, which of the following is being considered when the negotiator tries to determine what issues should be considered?

scope

Which of the following situations may require a negotiator to develop a long-range plan for goal attainment?

shaping the agenda

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

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

After negotiators have defined the issues, assembled a tentative agenda, and consulted others appropriate and necessary, the next step is to define two other key points: the specific target point and

the opening bid.

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

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

Characteristics of collaborative strategies include

win-win negotiation.

Which of the following is an example of a procedural goal?

winning