Negotiations for Managers Essay

(1 50 be expenditure 1.2 points a piece)1. Which is not a characteristic of a negotiation or talk terms post?A)conflict between partiesB)two or to a greater extent parties involvedC)an established perplex of rulesD)a voluntary processE)None of the to a higher place is a characteristic of a negotiation.2. Which of the sideline is not an intangible factor in a negotiation?A)the need to look goodB) terminal agreed price on a contractC)the desire to book much businessD)fear of setting a precedentE)All of the above are intangible factors.3. Inter reliant parties affinitys are characterized byA)interlocking goals.B)solitary decision making.C)established procedures.D)rigid structures.E)Interdependent relationships are characterized by all of the above.4. propitiation with a negotiation is determined byA)the process through which an agreement is r all(prenominal)ed and the dollar value of subsidizations make by each party.B)the actual outcome obtained by the negotiation as compa red to the initial bargaining sticks of the negotiators.C)the process through which an agreement is reached and by the actual outcome obtained by the negotiation.D)the total dollar value of concessions made by each party.E)Satisfaction with a negotiation is determined by none of the above.5. Which of the following statements about conflict is true?A)Conflict is the result of tangible factors.B)Conflict can slip away when two parties are working toward the same goal and generally want the same outcome.C)Conflict only occurs when both parties want a very different result.D)Conflict has a minimal effect on interdependent relationships.E)All of the above statements about conflict are true.6. Which of the following contri exactlye to conflicts destructive image?A)increased colloquyB)misperception and biasC)clarifying issuesD)minimized differences magnified similaritiesE)All of the above contribute to conflicts destructive image.7. In the Dual Concerns Model, the train of business c oncern for the individuals suffer outcomes and the level of concern for the opposites outcomes are referred to as theA)cooperativeness mark and the competitiveness dimension.B)the assertiveness dimension and the competitiveness dimension.C)the competitiveness dimension and the aggressiveness dimension.D)the cooperativeness dimension and the assertiveness dimension.E)None of the above.8. Negotiators pursuing the yielding strategyA)show little chase or concern in whether they attain their own outcomes, but are quite interested in whether the other party attains his or her outcomes.B)pursue their own outcome strongly and shows little concern for whether the other party obtains his or her desired outcome.C)shows little interest or concern in whether they attain their own outcomes, and does not show much concern about whether the other party obtains his or her outcomes.D)show high concern for attaining their own outcomes and high concern forwhether the other attains his or her outco mes.E)Negotiators pursuing the yielding strategy demonstrate none of the above behaviors.9. A pip in which themes subsist so that both parties are trying to find a mutually acceptable solution to a heterogeneous conflict is known as which of the following?A)mutual gainsB)win-loseC)zero-sumD)win-winE)None of the above.10. T or F The parties prefer to negotiate and search for agreement rather than to fight openly, give one side dominate and the other capitulate, for good break off contact, or take their dispute to a high authority to resolve it11. T or F When the goals of two or more than(prenominal) people are interconnected so that only one can achieve the goalsuch as running a race in which on that point will be only one winnerthis is a competitive situation, also known as a non-zero-sum or distributive situation12. T or f Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful.13. Distributive bargaining strate giesA)are the most efficient negotiating strategies to use.B)are used in all interdependent relationships.C)are useful in maintaining long term relationships.D)can cause negotiators to ignore what the parties have in common.E)None of the above describes distributive bargaining strategies.14. The objective of both parties in distributive bargaining is to obtain as much of which of the following as achievable?A)bargaining rangeB) metro pointC) rate pointD)bargaining mixE)None of the above.15. The oppositeness point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.A)cost, value, worthB)value, worth, costC)value, cost and durationlinessD)cost, importance, valueE)None of the above.16. The more you can convince the other that you value a particular outcome outside the others bargaining range, the more pressure you put on the other party to set by one of the following resistance points. A)highB)lowC)modestD)extremeE)None of the above.17. T or F The resistance point is the point at which a negotiator would like to conclude negotiations.18. T or F Each partys resistance point is openly stated at the conclusion of negotiations.19. T or F The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly, the more likely he or she will be to establish a modest resistance point.20. T or F Studies indicate that negotiators who make low or modest go-ahead offers get higher settlements than do those who make extreme opening offers.21. The bargaining range is defined byA)the opening stance and the initial concession.B)the initial round of concessions.C)the bargaining mix and the opening stance.D)the opening offer and the counteroffer.E)The bargaining range is defined by all of the above.22. Good distributive bargainers willA)begin negotiations with the other party with an opening offer close to their own resistance point. B)ensure that there is enough room in the bargaining range to make some concessions.C)accept an offer that is presented as a fait accompli.D)immediately identify the other partys target point.E)All of the above are actions that good distributive bargainers will take.23. What statement about concessions is false?A)Concessions are central to negotiations.B)Concessions is another word for adjustments in position.C)Concession making exposes the concession maker to some attempt.D)Reciprocating concessions is a haphazard process.E)All of the above statements are true.24. Negotiators who make threatsA)are perceived as more powerful than negotiators who do not use threats.B)receive higher outcomes than negotiators who do not use threats.C)are perceived as more cooperative in distributive negotiations.D)should use detailed, complex statements of demands, conditions and consequences.E)All of the above describe negotiators who make threats.25. Hardball tactical manoeuvre are designed toA)be used primarily against powerful negotiators.B)clarify the users adherence to a distributive bargaining approach.C)pressure targeted parties to do things they would not otherwise do.D)eliminate risk for the person victimization the tactic.E)Hardball tactics are designed to accomplish all of the above.26. The negotiators basic strategy is toA)get breeding about the opposition and its positions.B)reach the final settlement as close to the others resistance point as possible.C)convince members of the other party to change their minds about their ability to achieve their own goals.D)promote his or her own objectives as desirable, necessary, and inevitable.E)All of the above.27. T or F Integrative agreements have been shown to be facilitated when parties exchanged information about their positions on particular issues, but not necessarily about their priorities on those issues.28. T or F An integrative negotiation problem should be defined as a solution process rather than as a specifi c goal to be attained.29. T or F In generating alternate(a) solutions to the problem, groups should also adopt procedures for specify the problem, defining the interests, and generating options, however, to pr charget the group process from degenerating into a win-lose competition or a debating event.30. T or F Expanding the pie as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.31. Which of the following processes is central to achieving or so all integrative agreements?A)moderating the free flow of information to ensure that each partys position is accurately statedB)exchanging information about each partys position on key issuesC)emphasizing the commonalties between the partiesD)searching for solutions that maximize the substantive outcome for both partiesE)All of the above processes are central to achieving integrative agreements.32. In which major step of the integrat ive negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?A)define the problem in a way that is mutually acceptable to both sides.B)state the problem with an eye toward practicality and comprehensiveness.C)state the problem as a goal and identify the obstacles to attaining this goal.D)depersonalizing the problem.E)separate the problem definition from the search for solutions.33. Which of the following statements about interests is true?A)There is only one typeface of interest in a dispute.B)Parties are always in agreement about the type of interests at stake.C)Interests are often based in more deeply rooted human needs or values.D)Interests do not change during the course of an integrative negotiation.E)All of the above statements about interests are true.34. Successful logroll requiresA)that the parties establish more than one issue i n conflict and then agree to trade off among these issues so one party achieves a passing preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.B)no additional information about the other party than his/her interests,and assumes that simply enlarging the resources will solve the problem.C)that one party is allowed to obtain his/her objectives and he/she then pays off the other party for accommodate his/her interests.D)a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties needs.E)Successful logrolling requires all of the above.35. When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?A)broaden the range of solution optionsB)evaluate solutions on the basis of quality, standards, and acceptabilityC)decide on crite ria date evaluating optionsD)maintain a focus on the influence of tangibles in selecting optionsE)All of the above steps should be used when confronted with complex problems.36. In nonspecific compensationA)resources are added in such a way that both sides can achieve their objectives.B)one party achieves his/her objectives and the others costs are minimized if he/she agrees to go along.C)the parties are able to invent new options that meet each sides needs.D)one person is allowed to obtain his/her objectives and pay off the other person for accommodating his interests.E)All of the above are colligate to nonspecific compensation.37. Which guideline should be used in evaluating options and reaching a consensus?A)keep the range of solution options as wide as possibleB)evaluate the solutions on the basis of speed and expediencyC)keep detailed records throughout the discussion and evaluation processD)be alert to the influence of intangibles in selecting optionsE)None of the above sho uld be used in the evaluation process.38. Which of the following is not necessary for integrative negotiation to succeed?A)Each party should be as interested in the objectives and problems of the other as each is in his/her owneach must assume responsibility for the others needs and outcomes as well as for his/her own.B)The parties must be committed to a goal that benefits both of them rather than to pursuing only their own ends.C)The parties must be willing to adopt interpersonal styles that are more congenial than combative, more open and rely than evasive and defensive, more flexible (but firm) than stubborn (but yielding).D)Needs have to be made explicit, similarities have to be identified, and differences have to be recognized and accepted.E)All of the above are essential for integrative negotiation to succeed.39. Which of the following factors does not contribute to the development of trust between negotiators?A)We are more likely to trust somebody we perceive as similar to u s or as holding a positive attitude toward us.B)We often mistrust people who are dependent upon us because we are in a position to help or hurt them.C)We are more likely to trust people who initiate cooperative, trusting behavior.D)We are more likely to trust negotiators who make concessions.E)All of the above contribute to the development of trust between negotiators.40. What are the most critical precursors for achieving negotiation objectives?A)Effective strategizing, cooking and preparationB)goal setting and target supplyingC)defining frames and setting goalsD)framing and strategizingE)none of the above41. Which of the following is not a reason that negotiations fail?A)Allowing insufficient time for planningB)Failing to set clear objectivesC)Understanding the strengths and weaknesses of their and the other partys positionsD)Depending on being quick and clever during negotiations42. A strong interest in achieving only the relationship outcomes suggests one, if any, of the follo wing strategies. Which one?A)competitiveB)accommodationC)collaborativeD)avoidanceE)none of the above43. Getting to know the other party and understanding similarities and differences represents what key step in the negotiation processA)preparationB)information gatheringC)relationship buildingD)information usingE)None of the above44. What is the dominant force for success in negotiation?A)a distributive vs. integrative strategyB)the planning that takes place prior to the dialogueC)the discussions that precede planning sessionsD)the tactics selected in support of strategic goalsE)all of the above45. Does any of the following represent the point at which we realistically expect to achieve a settlement?A)specific target pointB)resistance pointC)alternativeD)asking priceE)none of the above46. If the other party has a strong and viable alternative, he/she willA)be dependent on achieving a satisfactory agreementB)appear aggressive and hostile in negotiationsC)set and push for high objectiv esD)have unlimited negotiating authorityE)all of the above47. Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?A)What agenda should we follow?B)Where should we negotiate?C)What is the time period of the negotiation?D)What might be done if negotiation fails?E)How will we keep track of what is agreed to?48. T or F If what we want exceeds what the other party is capable of or willing to give, we must either change our goals or end the negotiation.49. T or F If both substance and relationship outcomes are important, the negotiator should pursue a competitive strategy.50. T or F Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.(51 54 are worth 10 points a piece)51. Name the four levels of conflict that are commonly identified. Ex plainhow conflict is a potential consequence of interdependent relationships.52. What characteristics of original offer, opening stance and opening concession would signal a position of firmness? Of flexibility? What are the advantages of adopting a flexible position?53. What tactics can be used to communicate firm flexibility to an opponent? In addition, what guidelines should be used in evaluating options and reaching a consensus?54. Research by Greenhalgh suggests there are cardinal key steps to an ideal negotiationprocess. Which of the Greenhalgh seven steps of negotiation do Asian negotiators spend a great deal of time on? Why is this so important?