Question 1

When the negotiating parties agree on what to do if an agreement is not reached,occurs in the _____ stage of the negotiation process.

Accepted Answer

The stage of defining ground rules includes discussing and agreeing on what happens if an agreement is not reached. This is done to prevent any breakdown in the negotiation process and to establish a framework for continuing the negotiation.

Question 2

At which stage of the negotiation,do the parties read through the written agreement based on their negotiated results before signing?

Accepted Answer

The stage where parties read through the written agreement based on their negotiated results before signing is the closing and implementing stage. This is the final stage of the negotiation process where the parties come to a final agreement and determine the next steps to take for implementing the agreement.

Question 3

Which of the following is an example of a loaded question,which puts opponents on the spot regardless of answer?

Accepted Answer

This question contains an assumption that the opponent is unwilling to negotiate further, which might not be the case. It also puts the opponent in a defensive position regardless of their answer.

Question 4

A person can be more effective in negotiations if he/she does all of the following,EXCEPT:

Accepted Answer

Agreeing on issues that are unsolvable at that moment would not make the person more effective in negotiations. In fact, it could potentially harm their position in the negotiation. The other options - demonstrating attention, taking breaks if needed, and using effective communication techniques - are all strategies that can increase effectiveness in negotiations.

Question 5

When _____ during a negotiation process,one should focus on interests,and not on positions.

Accepted Answer

When bargaining and problem solving during a negotiation process, it is important to focus on interests, as positions can become rigid and hinder progress.

Question 6

When clarifying communication during a negotiation,Jake asks John if he could explain the reasons for his decision.This is an example of a(n)_____ question.

Accepted Answer

An open-ended question is one that allows the person to give a more detailed and thoughtful response, which can lead to further exploration and clarification of the issue. In this case, Jake is asking John to explain the reasoning behind his decision, which is an open-ended question.

Question 7

A successful negotiator will:

Accepted Answer

The answer of A successful negotiator will:
...

Question 8

Which of the following negotiation strategy makes use of agendas,questions,and summarizing techniques?

Accepted Answer

Managing involves using agendas, asking questions, and summarizing to keep the negotiation on track and ensure that both parties are clear on the key points being discussed. Scripting involves preparing and rehearsing specific phrases or responses in advance. Bargaining involves making offers and counteroffers to reach a mutually beneficial agreement. Framing involves shaping the negotiation by presenting information in a certain way.

Question 9

Which of the following best characterizes a threat as a negotiation tactic?

Accepted Answer

Threatening to take one's business elsewhere is a common negotiation tactic used to gain leverage in price negotiations. It implies that the other party will lose business if they do not lower their prices or offer better terms.

Question 10

Shine and Brown are negotiating the terms of a contract.Shine says "Everybody else buys our product for $5 per unit." when trying to convince Brown to accept her terms.This is an example of which of the following verbal negotiation tactics?

Accepted Answer

Shine is using a normative appeal by stating that the price of $5 per unit is what everybody else is paying for their product, implying that it is a standard or norm in the industry.

Question 11

The _____ strategy is considered when preparing for and in the thick of the negotiation.This strategy relies on the adage "practice makes perfect."

Accepted Answer

The answer of The _____ strategy is considered when preparing...

Question 12

Which of the following is true for distributive bargaining strategy?

Accepted Answer

Distributive bargaining is used when there is a limited amount of resources or a fixed pie to be divided, and the focus is on claiming as much of the pie as possible for oneself. Therefore, it is often used when there is a sense of urgency and time is short.

Question 13

Mike and Carey are negotiating on an international sales deal.Mike asked Carey some questions to make sure he was clear on why Carey felt his proposal was valid.Mike then proceeded to state his interests in the negotiation.Mike and Carey are at which stage of the negotiation?

Accepted Answer

Mike and Carey are at the stage of clarification and justification, where Mike is seeking to understand Carey's proposal and reasons for it, and also expressing his own interests in the negotiation. They have not yet moved into bargaining and problem solving, defining ground rules or closure and implementation.

Question 14

Forcing children to wear protective gear when bicycling and not allowing them to argue on the issue is an example of:

Accepted Answer

Forcing children to wear protective gear without allowing them to argue is an example of distributive bargaining, where one party imposes a decision without negotiation or input from the other party.

Question 15

Which of the following statements about integrative bargaining is true?

Accepted Answer

Integrative bargaining is a problem-solving approach to negotiation that emphasizes collaboration and open communication to reach mutually beneficial outcomes. Therefore, the bargaining climate should be open, communicative and creative to achieve win-win solutions. Option A is incorrect because the likely solution to integrative bargaining is a "win-win" situation where both parties benefit from the outcome. Option B is incorrect because building a continued relationship with the bargaining partner is essential in integrative bargaining. Option C is also incorrect because integrative bargaining may take time to resolve conflicts as it involves building relationships, exploring underlying interests, and brainstorming alternative solutions.

Question 16

Which of the following verbal negotiation tactics by appealing party to a negotiation implies that any undesirable act done by the opposite party will result in a third party's acting negatively against the party?

Accepted Answer

The answer of Which of the following verbal negotiation tactics...

Question 17

Which of the following is a kind of manageable question asked to get the other person thinking?

Accepted Answer

The answer of Which of the following is a kind...

Question 18

If an attempt to curb others' questionable tactics aren't successful,one can:

Accepted Answer

The answer of If an attempt to curb others' questionable...

Question 19

Going into the negotiation with a(n)____,leads to principled negotiation or negotiations based on principles.

Accepted Answer

Going into the negotiation with objective criteria is the best choice, as it leads to principled negotiation or negotiations based on principles. This means that decisions are made based on objective and fair standards, rather than on personal biases or power plays. This approach is more likely to result in a win-win outcome for both parties. Choosing subjective criteria or a we win-you lose strategy can lead to adversarial negotiations, while relying solely on a third party may not allow for enough input from the actual parties involved.

Question 20

Which of the following is true about BATNA?

Accepted Answer

BATNA stands for Best Alternative To a Negotiated Agreement. It is the best outcome that a negotiating party can get should the negotiation fail or not occur at all. It is the alternative that gives the negotiating party the highest benefit or meets their interests most effectively.

Quiz 9: Negotiation