Question 1

Large bargaining mixes allow many possible components and arrangements for settlement.

Accepted Answer

A) True 
 B)False

Question 2

__________________ often requires considering how to package several issues and objectives.

Accepted Answer

The answer of __________________ often requires considering how to package...

Question 3

A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation,and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?

Accepted Answer

substantiv

Question 4

What strategic negotiation purposes can be served by avoidance?

Accepted Answer

First,if you are able to meet your needs

Question 5

Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

Accepted Answer

A)  What agenda should we follow? 
B)  Where should we negotiate? 
C)  What is the time period of the negotiation? 
D)  What might be done if negotiation fails? 
E)  How will we keep track of what is agreed to? 
A)  What agenda should we follow? 
B)  Where should we negotiate? 
C)  What is the time period of the negotiation? 
D)  What might be done if negotiation fails? 
E)  How will we keep track of what is agreed to?

Question 6

What is the primary goal in the use of the strategy of accommodation?

Accepted Answer

To build or strengthen the rel

Question 7

What information do we need about the other party to prepare effectively?

Accepted Answer

The other party's current resources,inte

Question 8

Effective planning requires hard work on the following points:

Accepted Answer

A)  Defining the issues 
B)  Defining the bargaining limit 
C)  Defining interests 
D)  Defining limits and alternatives 
E)  All of the above 
A)  Defining the issues 
B)  Defining the bargaining limit 
C)  Defining interests 
D)  Defining limits and alternatives 
E)  All of the above

Question 9

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

Accepted Answer

The negotiator shoul

Question 10

The less concrete and measurable goals are:

Accepted Answer

A)  the harder it is to communicate to the other party what we want 
B)  the easier it is to understand what your opponent wants 
C)  the easier it is to determine whether a particular outcome satisfies our goals 
D)  the harder it is to restate what the initial goal was 
E)  all of the above 
A)  the harder it is to communicate to the other party what we want 
B)  the easier it is to understand what your opponent wants 
C)  the easier it is to determine whether a particular outcome satisfies our goals 
D)  the harder it is to restate what the initial goal was 
E)  all of the above

Question 11

Why is it important to understand the typical steps or flow in a negotiation?

Accepted Answer

To understand how ne

Question 12

Negotiation,like communication in problem-solving groups,proceeds through distinct ____________ or ____________.

Accepted Answer

The answer of Negotiation,like communication in problem-solving groups,proceeds through distinct...

Question 13

Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Accepted Answer

A) True 
 B)False

Question 14

Which is not a difference between strategy and tactics?

Accepted Answer

A)  Scale 
B)  Goals 
C)  Perspective 
D)  Immediacy 
A)  Scale 
B)  Goals 
C)  Perspective 
D)  Immediacy

Question 15

Multiple-issue negotiations lend themselves more to more ____________ negotiations.

Accepted Answer

The answer of Multiple-issue negotiations lend themselves more to more...

Question 16

A single planning process can be followed for both a distributive and an integrative process.

Accepted Answer

A) True 
 B)False

Question 17

____________ issues are often difficult to discuss and rank-order.

Accepted Answer

The answer of ____________ issues are often difficult to discuss...

Question 18

In new bargaining relationships,discussions about procedural issues should occur after the major substantive issues are raised.

Accepted Answer

A) True 
 B)False

Question 19

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information.

Accepted Answer

A)  What facts support my point of view? 
B)  Whom may I consult or take with to help me elaborate or clarify the facts? 
C)  What is the other party's point of view likely to be? 
D)  How can I develop and present the facts so they are most convincing? 
E)  All of the above questions should be asked. 
A)  What facts support my point of view? 
B)  Whom may I consult or take with to help me elaborate or clarify the facts? 
C)  What is the other party's point of view likely to be? 
D)  How can I develop and present the facts so they are most convincing? 
E)  All of the above questions should be asked.

Question 20

____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

Accepted Answer

The answer of ____________ strategies may generate a pattern of...

Large bargaining mixes allow many possible components and arrangements for settlement.

__________________ often requires considering how to package several issues and objectives.

A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the outcomes at stake in this negotiation,and how much concern does the negotiator have for the current and future quality of the with the other party?

What strategic negotiation purposes can be served by avoidance?

Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

What is the primary goal in the use of the strategy of accommodation?

What information do we need about the other party to prepare effectively?

Effective planning requires hard work on the following points:

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

The less concrete and measurable goals are:

Why is it important to understand the typical steps or flow in a negotiation?

Negotiation,like communication in problem-solving groups,proceeds through distinct or .

Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Which is not a difference between strategy and tactics?

Multiple-issue negotiations lend themselves more to more ____________ negotiations.

A single planning process can be followed for both a distributive and an integrative process.

____________ issues are often difficult to discuss and rank-order.

In new bargaining relationships,discussions about procedural issues should occur after the major substantive issues are raised.

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information.

____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

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

Large bargaining mixes allow many possible components and arrangements for settlement.

__________________ often requires considering how to package several issues and objectives.

What strategic negotiation purposes can be served by avoidance?

Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

What is the primary goal in the use of the strategy of accommodation?

What information do we need about the other party to prepare effectively?

Effective planning requires hard work on the following points:

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

The less concrete and measurable goals are:

Why is it important to understand the typical steps or flow in a negotiation?

Negotiation,like communication in problem-solving groups,proceeds through distinct ____________ or ____________.

Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Which is not a difference between strategy and tactics?

Multiple-issue negotiations lend themselves more to more ____________ negotiations.

A single planning process can be followed for both a distributive and an integrative process.

____________ issues are often difficult to discuss and rank-order.

In new bargaining relationships,discussions about procedural issues should occur after the major substantive issues are raised.

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information.

____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

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

Negotiation,like communication in problem-solving groups,proceeds through distinct or .