Deck 1: The Nature of Negotiation: What it is and Why it Matters

Question 1

Creating value is best described as:

A)Attaching substantial importance to both the relationship and the substantive terms of the outcome for both parties.
B)Attaching substantial importance to the relationship but not to the substantive terms of the outcome for both parties.
C)Attaching substantial importance to the substantive terms of the outcome for both parties but not to the relationship.
D)Attaching substantial importance to your own terms and outcome.

Answer 1

A

Question 2

Recent evidence suggests that negotiations should be conducte__________ in order to find the best solutions for everyone involved.

A)By professional,third-party negotiators.
B)In one sitting.
C)Competitively.
D)Collaboratively.

Answer 2

D

Question 3

The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict.

A)Two.
B)Three.
C)Four.
D)Five.

Answer 3

D

Question 4

Which of the following is least likely a negotiation situation?

A)You ask a sales clerk to give you a 15 percent discount because the article of clothing you would like to purchase is missing a button.
B)The invitation you receive to a party says you can bring a friend.
C)A high school senior asks his parents if he can borrow their car.They agree,as long as he promises to be home by midnight.
D)Your manager meets with you about your annual raise.

Question 5

Negotiation is a common occurrence in everyday life.

Question 6

Negotiations are generally:

A)Competitive.
B)Collaborative.
C)Mixed-motive.
D)Integrative.

Question 7

The two dominant strategies of the Dual Concerns Model are:

A)Competitive and integrative.
B)Integrative and interest-based.
C)Principled and win-win.
D)Integrative and collaborative.

Question 8

The first step of the first stage of a negotiation is:

A)Formulate arguments and counterarguments.
B)Formulate offers and counteroffers.
C)Build rapport.
D)Pre-negotiation preparation.

Question 9

The idea behind 'creating value" is to allow both negotiating parties to:

A)Maximize outcomes.
B)Save face.
C)Benefit from the negotiation.
D)Avoid conflict.

Question 10

Negotiation is considered a social process in which:

A)Independent parties are required to communicate to resolve their individual issues.
B)Interdependent people with mutual interests interact to achieve their desired outcomes.
C)Interdependent people with conflicting interests interact to achieve their desired outcomes.
D)Desired outcomes are best achieved face to face.

Question 11

The final step of the second stage of a typical negotiation is to implement agreements.

Question 12

Due to advances in technology and changes in the workplace,negotiation is becoming:

A)Increasingly computer-driven.
B)An increasingly important skill for people to hone.
C)Less relationship-oriented.
D)More confrontational.

Question 13

Which of the following statements is not true?

A)You should delay the negotiation if waiting will improve your ability to maximize your gains.
B)It is wiser to find an alternative to negotiating if you do not have a stake in the outcome.
C)Even if there's a possibility that you may lose everything by negotiating,negotiating is still the best option.
D)It is not always appropriate to negotiate.

Question 14

The situational characteristics that determine which negotiating strategy is most appropriate are:

A)Goals,resources,and the level of the relationship and trust.
B)Goals,resources,and the level of negotiating sophistication of each party.
C)Goals,resources,and the level of competitiveness.
D)Goals,resources,and the level of collaboration.

Question 15

Negotiators can use intimidation as a means to avoid conflict.

Question 16

The 'claiming value' negotiation strategy improves trust and the relationship between parties.

Question 17

Closing the deal is the final step of the final stage of a typical negotiation.

Question 18

The strategy of an integrative approach to negotiation involves:

A)Winning at any cost.
B)Competing.
C)Creating value.
D)Limiting resources.

Question 19

Typical negotiations are conducted__________ stages.

A)Three.
B)Four.
C)Five.
D)Six.

Question 20

Which of the following is a 'lose-win' negotiation strategy?

A)Competitive.
B)Accommodation.
C)Avoidance.
D)Collaboration.

Question 21

21,Collaboration is the strategy to use for win-win results.

Question 22

Name the stages of a typical negotiation and the processes and/or procedures that typically take place at each stage.

Question 23

Full disclosure from both sides is necessary for a successful negotiation.

Question 24

Explain what the term 'shadow negotiation' refers to,the types of moves and strategies involved in shadow negotiations,and under what circumstances it is most critical to incorporate shadow negotiation in your negotiating strategy.

Question 25

An analysis of the other party is the first step of the second stage of negotiating.

Question 26

When is the "claiming value" strategy most appropriate in a negotiation and in what approach to negotiation is it typically used?

Question 27

A 'principled' strategy is another term for win-win negotiating.

Question 28

There is no single 'best' way to negotiate.