Question 1

Negotiations often begin with statements of opening ____________.

Accepted Answer

positions

Question 2

The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects.

Accepted Answer

destructive

Question 3

When the goals of two or more people are interconnected so that only one can achieve the goal-such as running a race in which there will be only one winner-this is a competitive situation,also known as a non-zero-sum or distributive situation.

Accepted Answer

A) True 
 B)False  False

Question 4

Whereas distributive bargaining is often characterized by mistrust and suspicion,integrative negotiation is characterized by which of the following?

Accepted Answer

A)  obligation and perseverance 
B)  avoidance and compromise 
C)  influence and persuasiveness 
D)  trust and openness 
E)  cognition and emotion 
A)  obligation and perseverance 
B)  avoidance and compromise 
C)  influence and persuasiveness 
D)  trust and openness 
E)  cognition and emotion

Question 5

Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes,and do not show much concern about whether the other party obtains his or her outcomes.Which of the ones listed below?

Accepted Answer

A)  contending 
B)  compromising 
C)  problem solving 
D)  yielding 
E)  None of the above. 
A)  contending 
B)  compromising 
C)  problem solving 
D)  yielding 
E)  None of the above.

Question 6

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Accepted Answer

A) True 
 B)False

Question 7

Negotiation is a ____________ that transforms over time.

Accepted Answer

The answer of Negotiation is a ____________ that transforms over...

Question 8

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension,and the horizontal dimension as the assertiveness dimension.

Accepted Answer

A) True 
 B)False

Question 9

Interdependent parties' relationships are characterized by

Accepted Answer

A)  interlocking goals. 
B)  solitary decision making. 
C)  established procedures. 
D)  rigid structures. 
E)  Interdependent relationships are characterized by all of the above. 
A)  interlocking goals. 
B)  solitary decision making. 
C)  established procedures. 
D)  rigid structures. 
E)  Interdependent relationships are characterized by all of the above.

Question 10

The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.

Accepted Answer

A) True 
 B)False

Question 11

Define "zero-sum" situation.

Accepted Answer

Individuals are so linked toge

Question 12

In contrast,non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

Accepted Answer

A) True 
 B)False

Question 13

What does BATNA stand for?

Accepted Answer

Best Alter

Question 14

Which of the following is not an intangible factor in a negotiation?

Accepted Answer

A)  the need to look good 
B)  final agreed upon price on a contract 
C)  the need to appear "fair" or "honorable" 
D)  to maintain a good relationship 
E)  All of the above are intangible factors. 
A)  the need to look good 
B)  final agreed upon price on a contract 
C)  the need to appear "fair" or "honorable" 
D)  to maintain a good relationship 
E)  All of the above are intangible factors.

Question 15

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation,and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

Accepted Answer

A) True 
 B)False

Question 16

Negotiating parties always negotiate by ____________.

Accepted Answer

The answer of Negotiating parties always negotiate by ____________....

Question 17

Intragroup conflict occurs between groups.

Accepted Answer

A) True 
 B)False

Question 18

The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern.What are those two types of concerns?

Accepted Answer

Concern about their own outcom

Question 19

Satisfaction with a negotiation is determined by

Accepted Answer

A)  the process through which an agreement is reached and the dollar value of concessions made by each party. 
B)  the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators. 
C)  the process through which an agreement is reached and by the actual outcome obtained by the negotiation. 
D)  the total dollar value of concessions made by each party. 
E)  Satisfaction with a negotiation is determined by none of the above. 
A)  the process through which an agreement is reached and the dollar value of concessions made by each party. 
B)  the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators. 
C)  the process through which an agreement is reached and by the actual outcome obtained by the negotiation. 
D)  the total dollar value of concessions made by each party. 
E)  Satisfaction with a negotiation is determined by none of the above.

Question 20

What are the three reasons negotiations occur?

Accepted Answer

Negotiations occur for several reasons:(

Negotiations often begin with statements of opening ____________.

The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects.

When the goals of two or more people are interconnected so that only one can achieve the goal-such as running a race in which there will be only one winner-this is a competitive situation,also known as a non-zero-sum or distributive situation.

Whereas distributive bargaining is often characterized by mistrust and suspicion,integrative negotiation is characterized by which of the following?

Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes,and do not show much concern about whether the other party obtains his or her outcomes.Which of the ones listed below?

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Negotiation is a ____________ that transforms over time.

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension,and the horizontal dimension as the assertiveness dimension.

Interdependent parties' relationships are characterized by

The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.

Define "zero-sum" situation.

In contrast,non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

What does BATNA stand for?

Which of the following is not an intangible factor in a negotiation?

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation,and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

Negotiating parties always negotiate by ____________.

Intragroup conflict occurs between groups.

The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern.What are those two types of concerns?

Satisfaction with a negotiation is determined by

What are the three reasons negotiations occur?

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

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

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Exam 1: The Nature of Negotiation

Negotiations often begin with statements of opening ____________.

The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects.

When the goals of two or more people are interconnected so that only one can achieve the goal-such as running a race in which there will be only one winner-this is a competitive situation,also known as a non-zero-sum or distributive situation.

Whereas distributive bargaining is often characterized by mistrust and suspicion,integrative negotiation is characterized by which of the following?

Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes,and do not show much concern about whether the other party obtains his or her outcomes.Which of the ones listed below?

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Negotiation is a ____________ that transforms over time.

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension,and the horizontal dimension as the assertiveness dimension.

Interdependent parties' relationships are characterized by

The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.

Define "zero-sum" situation.

In contrast,non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

What does BATNA stand for?

Which of the following is not an intangible factor in a negotiation?

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation,and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

Negotiating parties always negotiate by ____________.

Intragroup conflict occurs between groups.

The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern.What are those two types of concerns?

Satisfaction with a negotiation is determined by

What are the three reasons negotiations occur?

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

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