Exam 13: Negotiation and Conflict Management

Excessive formality in negotiation can effectively constrain the parties and restrict the free exchange of ideas and solutions.

A _____ is a movement away from a negotiating position that offers something of value to the other party in order to ultimately gain something else of value.

According to Karrass, research indicates that e-mail-based negotiations typically take less time to complete than those conducted face-to-face.

Everyone negotiates something every day.

According to Cialdini, _____ is a principle that says we prefer to be consistent in our beliefs and actions.

Sharing the underlying interests behind a position may cause a negotiator's power to shift toward the other party, ultimately resulting in a less than desired outcome.

All buyer-supplier negotiations are relatively straightforward, only requiring rudimentary preparation and planning.

Parties may behave differently when negotiating electronically than they do in person.

For the effective negotiator, it is acceptable to give away any concession without getting something of equal or greater value in return.

Negotiation _____ refers to the overall approach used to reach a mutually beneficial agreement with a supplier that holds different points of view from the buyer.

In e-negotiation, status differences are readily apparent, and social norms and behaviors are easier to discern.

Negotiation is more appropriate when other issues besides price are important or when competitive bidding will not satisfy the buyer's requirements on various issues.

A win-lose negotiation approach works best for items or services that are important to the buyer's products or business or when the item involves high-dollar items or services where cost control is critical.

The effective use of information in a negotiation does not necessarily mean open and complete sharing.

The basis of _____ is the official job position or title that an individual holds, rather than the characteristics of the individual him/herself.

Which of the following is not one of the reasons that negotiators frequently fall short of their goals or reach an impasse?

Negotiators who interact face-to-face are more likely to reach agreement and avoid impasse than their e-negotiation counterparts.

_____ occurs as a result of negotiators being immersed in a place in which their established norms have been confronted and may no longer be applicable.

According to Cialdini, _____ is a principle which states that we work well and are more agreeable with people we like or who are like us.

A/An _____ is an item or topic to be resolved during the negotiation.