Question 1

A POWER-BASED approach to negotiation is
A) Collaborative.
B) Adversarial.
C) A win-win approach.
D) Transformative.
E) All of the above.

Accepted Answer

A power-based approach to negotiation is adversarial as it focuses on using power to gain an advantage over the other party, often leading to a win-lose outcome.

Question 2

Examples of POWER-BASED strategies for negotiation include
A) Persuasion.
B) Bluffing.
C) Secretiveness.
D) Intransigence.
E) All of the above.

Accepted Answer

Power-based strategies for negotiation involve using one's power or authority to influence the outcome of the negotiation. Persuasion, bluffing, secretiveness, and intransigence are all examples of power-based strategies.

Question 3

RATIONAL DECISION-MAKING theory suggests that it is
A) Logical for people to act out of self-interest.
B) Illogical for people to act out of self-interest.
C) Illogical for a rational person to use power-based negotiation.
D) Illogical for a rational person to use rights-based negotiation.
E) Illogical for a rational person to use interest-based negotiation.

Accepted Answer

Rational decision-making theory posits that individuals make decisions by logically evaluating options to maximize their self-interest.

Question 4

One of the downsides of POWER-BASED negotiation is that people may lose value, meaning that
A) Power-based negotiators are stupid people with low IQs.
B) In an effort to maximize personal gains, power-based negotiators may increase costs and miss opportunities for creative problem solving.
C) It is better to spend money hiring a good lawyer to fight it out in court, instead of using power to obtain a more collaborative, joint solution.
D) The best way to create value in negotiations is for both parties to exert as much power as they can and let the most powerful person win.
E) All of the above.

Accepted Answer

Power-based negotiation focuses on maximizing personal gains, which can lead to increased costs and missed opportunities for creative solutions that could benefit all parties involved.

Question 5

Skylar wants a raise. During negotiations, she asks for a 10 percent increase. This request is an example of a(n)
A) Counteroffer
B) Target offer
C) Bargain basement price
D) Closing offer
E) Opening offer

Accepted Answer

Skylar's request for a 10 percent increase is an example of an opening offer, which is the initial proposal made in a negotiation.

Question 6

RECIPROCITY refers to the process of
A) Generating options.
B) Building trust.
C) Exchanging concessions.
D) Persuading the other person through logical arguments.
E) Avoiding conflict by fleeing a situation.

Accepted Answer

Reciprocity involves exchanging concessions or favors, where each party gives something to receive something in return.

Question 7

During power-based negotiations, SILENCE can be used to show that the negotiator is
A) Going to accept the prior offer, without condition or further negotiation.
B) Contemplating the prior offer.
C) Bluffing.
D) Nowhere near his or her bottom line.
E) Anchoring.

Accepted Answer

Silence in negotiations often indicates that the negotiator is contemplating the prior offer, allowing them time to think and assess the situation before responding.

Question 8

During power-based negotiations, NIBBLING refers to
A) Biting the other person's ear as a sign of affection.
B) Asking for additional concessions when the parties are still far apart in their positions.
C) Anchoring.
D) Using a tit-for-tat strategy in order to discourage the other person from using further power.
E) Asking for additional concessions when agreement is near.

Accepted Answer

Nibbling refers to asking for additional concessions when the parties are still far apart in their positions.

Question 9

Randi asks Dawn to come to her office to resolve a conflict. By having negotiations on her own turf, Randi may be using a power-based strategy called
A) Anchoring.
B) Tit-for-tat.
C) Snowballing.
D) Tilting the process.
E) BATNAing.

Accepted Answer

Tilting the process refers to creating an advantage by controlling the environment or context, such as negotiating on one's own turf.

Question 10

BATNA refers to
A) The best way that a negotiator can persuade another person to make a low opening offer.
B) A counteroffer that is higher than the other person's bottom line.
C) Brainstorming for the best possible solution.
D) Obtaining a commitment to follow through on a negotiated agreement.
E) The best course of action that a negotiator could take if negotiations do not lead to agreement.

Accepted Answer

BATNA stands for "Best Alternative to a Negotiated Agreement." It is a concept from negotiation theory that refers to the most advantageous alternative course of action a party can take if negotiations fail and an agreement cannot be reached. Knowing one's BATNA is crucial for negotiators because it provides a standard against which to measure any proposed agreement. It also helps negotiators to make more informed decisions about whether to accept an offer or to walk away from the negotiation table. Essentially, it is the fallback plan or the best option available to a negotiator if the current negotiations do not result in a deal.

Question 11

During power-based negotiations, negotiators have an incentive to
A) Share information freely and openly.
B) Keep certain information from the other party.
C) Collaborate on determining the truth.
D) Answer the other person's questions openly and honestly.
E) Only (a) and (b).

Accepted Answer

In power-based negotiations, negotiators often withhold information to maintain an advantage or leverage over the other party.

Question 12

BAT LISTENING refers to:
A) Anchoring negotiations with a low initial offer.
B) Persuading the other person through the use of technology, fear, and darkness.
C) Sending a signal and carefully listening to the other person's response before determining one's next move.
D) Paraphrasing what the other person says.
E) Showing empathy through active listening skills, such as summarization, paraphrasing, and reflection of feelings.

Accepted Answer

Bat listening involves sending a signal and listening to the response to determine the next move, similar to how bats use echolocation.

Question 13

SCARCITY refers to the principle that people tend to
A) Reduce their power in order to persuade others.
B) Share information in order to persuade others.
C) Assign greater value to resources that are in short supply.
D) Assign lower value to resources that are in short supply.
E) All of the above.

Accepted Answer

Scarcity refers to the economic principle where people assign greater value to resources that are limited or in short supply, making them more desirable.

Question 14

LIKEABILITY may be used as a power-based strategy by
A) Using insults and innuendo to persuade the other person.
B) Presenting oneself as honest and reliable.
C) Allowing the other person to rely upon assumptions and false information.
D) Using logical arguments to persuade the other person.
E) Using passionate or emotional arguments to scare the other person.

Accepted Answer

Presenting oneself as honest and reliable can increase likeability, which can be used as a power-based strategy to influence others positively.

Question 15

An example of STONEWALLING is
A) Refusing to meet with the other person for various reasons.
B) Meeting with the person in a neutral setting to discuss issues in a rational manner.
C) Mediating in good faith.
D) Accommodating the other person's wishes or positions.
E) All of the above.

Accepted Answer

Stonewalling involves refusing to engage or communicate, such as refusing to meet with the other person.

Question 16

Describe the advantages and disadvantages of using a POWER-BASED approach to negotiation.

Accepted Answer

The answer of Describe the advantages and disadvantages of using...

Question 17

Describe a situation in which a client makes a threat against a helping professional. What strategies may be effective in dealing with this threat?

Accepted Answer

The answer of Describe a situation in which a client...

Question 18

What is the difference between HARASSMENT and INTIMIDATION?

Accepted Answer

The answer of What is the difference between HARASSMENT and...

Question 19

Tad thinks Jerry (an addictions client) is acting in BAD FAITH as they are negotiating a contract for services. Describe three strategies Tad could use with Jerry and explain how they might be useful in responding to this bad faith situation.

Accepted Answer

The answer of Tad thinks Jerry (an addictions client) is...

Question 20

Describe how RAISING AWARENESS could be used as a strategy with a colleague who is making racist jokes during an agency meeting.

Accepted Answer

The answer of Describe how RAISING AWARENESS could be used...

Quiz 4: Power-Based Negotiation

A POWER-BASED approach to negotiation is

Examples of POWER-BASED strategies for negotiation include

RATIONAL DECISION-MAKING theory suggests that it is

One of the downsides of POWER-BASED negotiation is that people may lose value, meaning that

Skylar wants a raise. During negotiations, she asks for a 10 percent increase. This request is an example of a(n)

RECIPROCITY refers to the process of

During power-based negotiations, SILENCE can be used to show that the negotiator is

During power-based negotiations, NIBBLING refers to

Randi asks Dawn to come to her office to resolve a conflict. By having negotiations on her own turf, Randi may be using a power-based strategy called

BATNA refers to

During power-based negotiations, negotiators have an incentive to

BAT LISTENING refers to:

SCARCITY refers to the principle that people tend to

LIKEABILITY may be used as a power-based strategy by

An example of STONEWALLING is

Describe the advantages and disadvantages of using a POWER-BASED approach to negotiation.

Describe a situation in which a client makes a threat against a helping professional. What strategies may be effective in dealing with this threat?

What is the difference between HARASSMENT and INTIMIDATION?

Tad thinks Jerry (an addictions client) is acting in BAD FAITH as they are negotiating a contract for services. Describe three strategies Tad could use with Jerry and explain how they might be useful in responding to this bad faith situation.

Describe how RAISING AWARENESS could be used as a strategy with a colleague who is making racist jokes during an agency meeting.