Question 1

What is the primary determinant for success in negotiation?

Accepted Answer

A)  a distributive vs.integrative strategy 
B)  the planning that takes place prior to the dialogue 
C)  the discussions that precede planning sessions 
D)  the tactics selected in support of strategic goals 
E)  all of the above 
A)  a distributive vs.integrative strategy 
B)  the planning that takes place prior to the dialogue 
C)  the discussions that precede planning sessions 
D)  the tactics selected in support of strategic goals 
E)  all of the above

Question 2

What are the advantages and disadvantages of large bargaining mixes?

Accepted Answer

Large bargaining mixes give us more poss

Question 3

Which one of the following is as much a win-lose strategy as competition,although it has a decidedly different image?

Accepted Answer

A)  collaboration 
B)  avoidance 
C)  engagement 
D)  accommodation 
A)  collaboration 
B)  avoidance 
C)  engagement 
D)  accommodation

Question 4

A ___________________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

Accepted Answer

The answer of A ___________________ is the place where you...

Question 5

Accommodative strategies emphasize:

Accepted Answer

A)  Subordinating one's own goals in favor of those of others 
B)  Secrecy and defensiveness 
C)  Abandonment of bad images and consideration of ideas based on merit 
D)  A key attitude of "I win;you lose" 
E)  All of the above 
A)  Subordinating one's own goals in favor of those of others 
B)  Secrecy and defensiveness 
C)  Abandonment of bad images and consideration of ideas based on merit 
D)  A key attitude of "I win;you lose" 
E)  All of the above

Question 6

Gathering information about the other party is a critical step in preparing for negotiation.

Accepted Answer

A) True 
 B)False

Question 7

Accommodation is as much a win-lose strategy as competition,although it has a decidedly different image that involves an imbalance of outcomes,but in the opposite direction ("I lose,you win" as opposed to "I win,you lose").

Accepted Answer

A) True 
 B)False

Question 8

What specific steps are entailed in effective planning?

Accepted Answer

Defining the issues;assembling issues an

Question 9

Define Relationship building,a key step in an ideal negotiation.

Accepted Answer

Relationship building is getti

Question 10

A beginning (or initiation)phase,a middle (bargaining/problem solving)phase,and a closing (or resolution)phase are likely to be descriptive of ____________ negotiations.

Accepted Answer

The answer of A beginning (or initiation)phase,a middle (bargaining/problem solving)phase,and...

Question 11

Research by Greenhalgh suggests there are seven key steps to an ideal negotiation process.What are those seven steps?

Accepted Answer

(1)Preparation, (2)relationshi

Question 12

If the other party has a strong and viable alternative,he/she will

Accepted Answer

A)  be dependent on achieving a satisfactory agreement. 
B)  appear aggressive and hostile in negotiations. 
C)  set and push for high objectives. 
D)  have unlimited negotiating authority. 
E)  all of the above 
A)  be dependent on achieving a satisfactory agreement. 
B)  appear aggressive and hostile in negotiations. 
C)  set and push for high objectives. 
D)  have unlimited negotiating authority. 
E)  all of the above

Question 13

Effective goals must be ____________,____________,and ____________.

Accepted Answer

concrete;s

Question 14

What are the four types of initial strategies for negotiators?

Accepted Answer

Competition,collabor

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

What are the types of questions typically addressed by phase research?

Accepted Answer

How does the interaction betwe

Question 17

Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.

Accepted Answer

The answer of Having a sense of direction and the...

Question 18

____________ are other agreements negotiators could achieve and still meet their needs.

Accepted Answer

The answer of ____________ are other agreements negotiators could achieve...

Question 19

A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.

Accepted Answer

competitiv

Question 20

Reactive strategies:

Accepted Answer

A)  encourage negotiators to be more flexible and creative 
B)  can efficiently clear up confusion about issues 
C)  will lessen a negotiator's defensive posture 
D)  can make negotiators feel threatened and defensive 
E)  none of the above 
A)  encourage negotiators to be more flexible and creative 
B)  can efficiently clear up confusion about issues 
C)  will lessen a negotiator's defensive posture 
D)  can make negotiators feel threatened and defensive 
E)  none of the above

What is the primary determinant for success in negotiation?

What are the advantages and disadvantages of large bargaining mixes?

Which one of the following is as much a win-lose strategy as competition,although it has a decidedly different image?

A ___________________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

Accommodative strategies emphasize:

Gathering information about the other party is a critical step in preparing for negotiation.

Accommodation is as much a win-lose strategy as competition,although it has a decidedly different image that involves an imbalance of outcomes,but in the opposite direction ("I lose,you win" as opposed to "I win,you lose").

What specific steps are entailed in effective planning?

Define Relationship building,a key step in an ideal negotiation.

A beginning (or initiation)phase,a middle (bargaining/problem solving)phase,and a closing (or resolution)phase are likely to be descriptive of ____________ negotiations.

Research by Greenhalgh suggests there are seven key steps to an ideal negotiation process.What are those seven steps?

If the other party has a strong and viable alternative,he/she will

Effective goals must be ,,and .

What are the four types of initial strategies for negotiators?

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

What are the types of questions typically addressed by phase research?

Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.

____________ are other agreements negotiators could achieve and still meet their needs.

A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.

Reactive strategies:

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

What is the primary determinant for success in negotiation?

What are the advantages and disadvantages of large bargaining mixes?

Which one of the following is as much a win-lose strategy as competition,although it has a decidedly different image?

A ___________________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

Accommodative strategies emphasize:

Gathering information about the other party is a critical step in preparing for negotiation.

Accommodation is as much a win-lose strategy as competition,although it has a decidedly different image that involves an imbalance of outcomes,but in the opposite direction ("I lose,you win" as opposed to "I win,you lose").

What specific steps are entailed in effective planning?

Define Relationship building,a key step in an ideal negotiation.

A beginning (or initiation)phase,a middle (bargaining/problem solving)phase,and a closing (or resolution)phase are likely to be descriptive of ____________ negotiations.

Research by Greenhalgh suggests there are seven key steps to an ideal negotiation process.What are those seven steps?

If the other party has a strong and viable alternative,he/she will

Effective goals must be ____________,____________,and ____________.

What are the four types of initial strategies for negotiators?

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

What are the types of questions typically addressed by phase research?

Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.

____________ are other agreements negotiators could achieve and still meet their needs.

A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.

Reactive strategies:

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

Effective goals must be ,,and .