Question 1

A unilateral choice is one that is made with the active involvement of the other party.

Accepted Answer

A) True 
 B)False  False

Question 2

Which is not a key step to an ideal negotiation process?

Accepted Answer

A)  Preparation 
B)  Relationship Building 
C)  Information Gathering 
D)  Bidding 
E)  All of the above are key steps 
A)  Preparation 
B)  Relationship Building 
C)  Information Gathering 
D)  Bidding 
E)  All of the above are key steps E

Question 3

When the other side raises an unexpected issue the negotiator is completely unprepared to discuss,the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue.

Accepted Answer

recess

Question 4

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

Accepted Answer

A)  collaborative 
B)  accommodating 
C)  competitive 
D)  avoidance 
E)  none of the above 
A)  collaborative 
B)  accommodating 
C)  competitive 
D)  avoidance 
E)  none of the above

Question 5

Of the following reasons negotiators might choose not to negotiate which one is not among them?

Accepted Answer

A)  It simply may not be worth the time. 
B)  The outcomes can be achieved even if negotiations don't work out. 
C)  The outcomes cannot be achieved even if negotiations don't work out. 
D)  If one is able to meet one's needs without having to negotiate at all. 
E)  all of the above are reasons for adopting an avoidance strategy. 
A)  It simply may not be worth the time. 
B)  The outcomes can be achieved even if negotiations don't work out. 
C)  The outcomes cannot be achieved even if negotiations don't work out. 
D)  If one is able to meet one's needs without having to negotiate at all. 
E)  all of the above are reasons for adopting an avoidance strategy.

Question 6

A negotiator's goals:

Accepted Answer

A)  are intrinsically in conflict with his opponent's goals 
B)  have no boundaries or limits 
C)  are explicitly stated wishes 
D)  must be reasonably attainable 
E)  all of the above 
A)  are intrinsically in conflict with his opponent's goals 
B)  have no boundaries or limits 
C)  are explicitly stated wishes 
D)  must be reasonably attainable 
E)  all of the above

Question 7

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Accepted Answer

A) True 
 B)False

Question 8

Which represents the best deal we can possibly hope to achieve?

Accepted Answer

A)  specific target point 
B)  resistance point 
C)  alternative 
D)  opening bid 
E)  none of the above 
A)  specific target point 
B)  resistance point 
C)  alternative 
D)  opening bid 
E)  none of the above

Question 9

In an accommodative negotiation,the relationships have:

Accepted Answer

A)  a short-term focus 
B)  a long-term focus 
C)  may be either short term or long term 
D)  none of the above 
A)  a short-term focus 
B)  a long-term focus 
C)  may be either short term or long term 
D)  none of the above

Question 10

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Accepted Answer

A) True 
 B)False

Question 11

Interests can be:

Accepted Answer

A)  substantive,directly related to the focal issues under negotiation 
B)  process based,related to the manner in which we settle this dispute 
C)  relationship based,tied to the current or desired future relationship between the parties 
D)  based in the intangibles of the negotiation 
E)  all of the above 
A)  substantive,directly related to the focal issues under negotiation 
B)  process based,related to the manner in which we settle this dispute 
C)  relationship based,tied to the current or desired future relationship between the parties 
D)  based in the intangibles of the negotiation 
E)  all of the above

Question 12

What elements of the negotiation protocol might it be useful to prenegotiate?

Accepted Answer

What agenda to follow,the location of th

Question 13

Which of the Greenhalgh seven steps of negotiation do Asian negotiators spend a great deal of time on?

Accepted Answer

Relationsh

Question 14

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

Accepted Answer

A)  preparation 
B)  information gathering 
C)  relationship building 
D)  information using 
E)  None of the above 
A)  preparation 
B)  information gathering 
C)  relationship building 
D)  information using 
E)  None of the above

Question 15

The first iteration through the planning process should be firm,and the negotiator should be inflexible and not modify and adjust previous steps as new information becomes available.

Accepted Answer

A) True 
 B)False

Question 16

Without effective planning and target setting,results occur more by ____________ than by negotiator effort.

Accepted Answer

The answer of Without effective planning and target setting,results occur...

Question 17

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

Accepted Answer

A) True 
 B)False

Question 18

What is the danger about making assumptions to predict the other party's negotiating behavior?

Accepted Answer

We can use the information to prepare,to

Question 19

Interests may be process-based and relationship-based.

Accepted Answer

A) True 
 B)False

Question 20

How does the single episodic assumption affect our choice of strategy?

Accepted Answer

Developing and framing goals in the view

A unilateral choice is one that is made with the active involvement of the other party.

Which is not a key step to an ideal negotiation process?

When the other side raises an unexpected issue the negotiator is completely unprepared to discuss,the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue.

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

Of the following reasons negotiators might choose not to negotiate which one is not among them?

A negotiator's goals:

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Which represents the best deal we can possibly hope to achieve?

In an accommodative negotiation,the relationships have:

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Interests can be:

What elements of the negotiation protocol might it be useful to prenegotiate?

Which of the Greenhalgh seven steps of negotiation do Asian negotiators spend a great deal of time on?

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

The first iteration through the planning process should be firm,and the negotiator should be inflexible and not modify and adjust previous steps as new information becomes available.

Without effective planning and target setting,results occur more by ____________ than by negotiator effort.

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

What is the danger about making assumptions to predict the other party's negotiating behavior?

Interests may be process-based and relationship-based.

How does the single episodic assumption affect our choice of strategy?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 4: Negotiation: Strategy and Planning

A unilateral choice is one that is made with the active involvement of the other party.

Which is not a key step to an ideal negotiation process?

When the other side raises an unexpected issue the negotiator is completely unprepared to discuss,the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue.

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

Of the following reasons negotiators might choose not to negotiate which one is not among them?

A negotiator's goals:

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Which represents the best deal we can possibly hope to achieve?

In an accommodative negotiation,the relationships have:

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Interests can be:

What elements of the negotiation protocol might it be useful to prenegotiate?

Which of the Greenhalgh seven steps of negotiation do Asian negotiators spend a great deal of time on?

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

The first iteration through the planning process should be firm,and the negotiator should be inflexible and not modify and adjust previous steps as new information becomes available.

Without effective planning and target setting,results occur more by ____________ than by negotiator effort.

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

What is the danger about making assumptions to predict the other party's negotiating behavior?

Interests may be process-based and relationship-based.

How does the single episodic assumption affect our choice of strategy?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters