Question 1

Making unilateral concessions is not effective for refocusing negotiations.

Accepted Answer

Making unilateral concessions in negotiations can signal weakness and may not lead to reciprocal concessions from the other party. It is often more effective to hold off on making major concessions until there is evidence that the other party is willing to make concessions as well.

Question 2

According to Shell,if you are a(n)________ negotiator,you need to become more assertive,confident,and prudent in negotiations to be more effective at pie-expanding and pie-slicing.
A) individualistic
B) cooperative
C) aggressive
D) competitive

Accepted Answer

According to Shell, if you are a cooperative negotiator, you need to become more assertive, confident, and prudent in negotiations to be more effective at both pie-expanding (creating value) and pie-slicing (distributing value). This is because cooperative negotiators often focus on creating mutual gains but may not advocate strongly enough for their own interests.

Question 3

Distributive self-efficacy refers to a negotiator's belief in her or his ability to create resources.

Accepted Answer

Distributive self-efficacy refers to a negotiator's belief in their ability to claim or distribute resources effectively, not create them.

Question 4

During any negotiation,Peter always seeks equality and tries to minimize the difference between negotiators' outcomes.Based on this information,identify Peter's motivation orientation.
A) altruism
B) individualism
C) cooperation
D) martyrdom

Accepted Answer

Peter's motivation orientation is cooperation as he seeks equality and tries to minimize the difference between negotiators' outcomes. This suggests that he is focused on achieving a mutually beneficial agreement that benefits both parties rather than prioritizing his own individual goals or sacrificing his own interests for the sake of others (altruism/martyrdom).

Question 5

Which of the following motivation orientations represents a desire to harm oneself?
A) competition
B) altruism
C) masochism
D) individualism

Accepted Answer

Masochism refers to an orientation in which an individual derives pleasure or satisfaction from experiencing pain or harm.

Question 6

Individualistically motivated negotiators are more likely to use integrative strategies.

Accepted Answer

Individualistically motivated negotiators are more likely to use distributive rather than integrative strategies. They focus on maximizing their own gains rather than finding mutually beneficial solutions.

Question 7

Which of the following motivational orientations is the exact opposite of cooperation?
A) sadomasochism
B) martyrdom
C) competition
D) individualism

Accepted Answer

The answer of Which of the following motivational orientations is...

Question 8

When both negotiators have a cooperative orientation,they ________.
A) tend to be less effective in terms of maximizing the pie
B) share information about interests and priorities directly
C) tend to be less effective than a group of individualist negotiators in terms of pie-expanding
D) use more distributive strategies

Accepted Answer

When both negotiators have a cooperative orientation, they tend to share information about interests and priorities directly, which leads to better communication and a higher likelihood of finding mutually beneficial solutions. This type of approach is known as integrative bargaining, which involves expanding the pie and creating value for both parties. Therefore, option B is the best choice. The other options are incorrect because negotiators with a cooperative orientation are likely to be more effective in maximizing the pie, less likely to use distributive strategies, and more effective than individualist negotiators in terms of pie-expanding.

Question 9

Richard Shell has identified helpful strategies and tips designed for cooperative negotiators and competitive negotiators.Which of the following is one of the seven tools designed for the overly cooperative negotiator?
A) being scrupulously reliable
B) asking more questions than you think you should
C) bargaining on behalf of someone or something else, not yourself
D) thinking about pie-expansion, not just pie-slicing

Accepted Answer

One of the seven tools for overly cooperative negotiators is bargaining on behalf of someone or something else, not yourself. This can help the negotiator avoid being taken advantage of by focusing on the interests of a third party.

Question 10

Conventional arbitration is more effective than the arb-med method.

Accepted Answer

This statement is subjective and could depend on various factors. Both the conventional arbitration and arb-med methods have their own advantages and disadvantages. It is not appropriate to declare that one is universally more effective than the other.

Question 11

Negotiators who are high in both epistemic and cooperative motivation develop greater trust and reach more integrative agreements than those low in cooperation or low in epistemic motivation.

Accepted Answer

This statement is supported by research on negotiation, which has found that negotiators who are both high in epistemic motivation (a desire to learn and understand) and cooperative motivation (a desire to work collaboratively) tend to develop greater trust and reach more integrative agreements with their counterparts. This is because they are more likely to engage in information-sharing, problem-solving, and brainstorming tactics that can lead to mutually beneficial outcomes. Negotiators who are low in one or both of these motivations are less likely to engage in such behaviors and may be more likely to engage in competitive or distributive tactics that can lead to less effective outcomes.

Question 12

With reference to motivational orientations,cooperation represents a midpoint between altruism and aggression.

Accepted Answer

Cooperation is not a midpoint between altruism and aggression; rather, it is a form of social interaction aimed at mutual benefit, while altruism involves selfless concern for the well-being of others, and aggression is behavior intended to harm or intimidate.

Question 13

People with a competitive orientation behave cooperatively when paired with a cooperative opponent.

Accepted Answer

People with a competitive orientation tend to remain competitive regardless of their opponent's strategy, meaning they are less likely to become cooperative just because their opponent is.

Question 14

Power is the ability to coerce someone to do something he or she would otherwise not do.

Accepted Answer

Power is often defined as the ability to influence or control others, but this definition highlights the element of coercion or force that can accompany power. This means that if someone has power, they are able to make others do something that they would not have done otherwise, whether through threats, incentives, or other means of pressure.

Question 15

Robert is negotiating a sales contract for selling transformers that are manufactured by his company.He prefers to maximize the difference between his profit and that of the other party.Based on this information,identify Robert's motivational orientation.
A) individualistic
B) competitive
C) cooperative
D) altruistic

Accepted Answer

Robert's motivation is to maximize the difference between his profit and that of the other party, indicating a competitive orientation. This suggests that he is more focused on winning the negotiation and getting the best deal for himself rather than working collaboratively with the other party.

Question 16

Richard Shell has identified helpful strategies and tips designed for cooperative negotiators and competitive negotiators.Which of the following is one of the seven tools designed for a competitive negotiator?
A) being scrupulously reliable
B) avoiding concentrating too much on your bottom line
C) creating an audience
D) insisting on commitments, not just agreements

Accepted Answer

The answer of Richard Shell has identified helpful strategies and...

Question 17

One of the fastest ways to extinguish a behavior is simply not to respond.

Accepted Answer

This is true, as ignoring a behavior denies the attention and reinforcement that may be encouraging it. Without reinforcement, the behavior is less likely to continue.

Question 18

A(n)________ negotiator prefers to maximize his or her own gain and is indifferent to how much the other person is getting.
A) cooperative
B) competitive
C) altruistic
D) individualistic

Accepted Answer

An individualistic negotiator focuses on maximizing their own gain without concern for the other party's outcomes.

Question 19

Focusing on rights can usually resolve the problem underlying the dispute more effectively than focusing on interests or power.

Accepted Answer

Focusing on interests rather than rights or power often leads to more effective and sustainable solutions in disputes because it allows for understanding the underlying needs and concerns of the parties involved, leading to more creative and mutually beneficial outcomes.

Question 20

________ represents a midpoint between aggression and individualism.
A) Altruism
B) Cooperation
C) Masochism
D) Competition

Accepted Answer

The answer of ________ represents a midpoint between aggression and...

Quiz 5: Developing a Negotiating Style

Making unilateral concessions is not effective for refocusing negotiations.

According to Shell,if you are a(n) ________ negotiator,you need to become more assertive,confident,and prudent in negotiations to be more effective at pie-expanding and pie-slicing.

Distributive self-efficacy refers to a negotiator's belief in her or his ability to create resources.

During any negotiation,Peter always seeks equality and tries to minimize the difference between negotiators' outcomes.Based on this information,identify Peter's motivation orientation.

Which of the following motivation orientations represents a desire to harm oneself?

Individualistically motivated negotiators are more likely to use integrative strategies.

Which of the following motivational orientations is the exact opposite of cooperation?

When both negotiators have a cooperative orientation,they ________.

Richard Shell has identified helpful strategies and tips designed for cooperative negotiators and competitive negotiators.Which of the following is one of the seven tools designed for the overly cooperative negotiator?

Conventional arbitration is more effective than the arb-med method.

Negotiators who are high in both epistemic and cooperative motivation develop greater trust and reach more integrative agreements than those low in cooperation or low in epistemic motivation.

With reference to motivational orientations,cooperation represents a midpoint between altruism and aggression.

People with a competitive orientation behave cooperatively when paired with a cooperative opponent.

Power is the ability to coerce someone to do something he or she would otherwise not do.

Robert is negotiating a sales contract for selling transformers that are manufactured by his company.He prefers to maximize the difference between his profit and that of the other party.Based on this information,identify Robert's motivational orientation.

Richard Shell has identified helpful strategies and tips designed for cooperative negotiators and competitive negotiators.Which of the following is one of the seven tools designed for a competitive negotiator?

One of the fastest ways to extinguish a behavior is simply not to respond.

A(n) ________ negotiator prefers to maximize his or her own gain and is indifferent to how much the other person is getting.

Focusing on rights can usually resolve the problem underlying the dispute more effectively than focusing on interests or power.

________ represents a midpoint between aggression and individualism.