Exam 13: Negotiation and Conflict Management

_____ is a negotiation tactic that signals that it is now the other party's turn to reciprocate and make a concession on an important issue.

In _____, the parties identify more than one issue where disagreement exists and then agree to trade off these issues so that each party has one of its top-priority issues satisfied.

A/An _____ refers to those negotiated outcomes that a negotiator would like to have as opposed to those outcomes that must be achieved.

To reach a negotiated agreement using principled negotiation, a negotiator should always focus on the other party's stated position, not his or her underlying interests.

_____ is a negotiation tactic that is a test of acceptability.

_____ includes the ability to punish the other party - financially, physically, emotionally, or mentally.

When preparing for a negotiation with a supplier located in another country, companies must invest in substantial extra time and effort in planning for the negotiation to accommodate new language translations, travel, modes of transportation, and other foreign business requirements.

The caveat to the best and final offer tactic is that the person making the best and final offer must be prepared to actually end the negotiation if the other party does not accept the offer.

There is minimal likelihood that retaliation or escalation will occur if the power structure shifts unfavorably in the future.

When a negotiator is planning an upcoming negotiation, it is imperative to prioritize all of the potential issues to be negotiated into needs and wants, thereby knowing what must be achieved and what can be exchanged for something else of value.

It is easy to develop common ground in the negotiation without knowing what the other party is seeking.

_____ is/are the ability to influence another person or organization to do something.

Experienced negotiators do not need to understand their counterparts through research and experience.

Deciding the physical location of where to negotiate is an unimportant part of any planning process.

_____ is ready access to relevant and useful information and relies on trying to influence the other party through the cogent presentation of facts, data, information, and persuasive arguments.

A/An _____ is a method or scheme devised for making or doing something to achieve a desired end.

Packaging issues together risks undermining an entire negotiation if the parties reach impasse on a single issue within the linked proposal.

All negotiation settlements must ultimately be judged in light of the other viable alternatives that existed at the time of the agreement.

_____ is a negotiation tactic that involves not immediately responding when the other party makes an offer in the hope that an awkward silence will encourage further offers or concessions from the other party.

According to Cialdini, _____ is a principle which states that people feel an obligation to give something back of equal or greater value to someone else after we have received something of perceived value from them.