TEST BANK
ESSENTIALS OF NEGOTIATION 2024 RELEASE
,Table of Contents
1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Relationships in Negotiation
10. Multiple Parties, Groups, and Teams in Negotiation
11. International and Cross-Cultural Negotiation
12. Best Practices in Negotiations
,Chapter 1 The Nature of Negotiation
Student:
1. People all the time.
2. The term is used to describe the competitive, win-lose situations such as haggling over
price that happens at yard sale, flea market, or used car lot.
3. Negotiating parties always negotiate by .
4. There are times when you should negotiate.
5. successful negotiation involves the management of _ (e.g., the price or the terms of agreement and also
theresolution of .
6. Independent parties are able to meet their own without the help and
assistance ofothers.
,7. The mix of convergent and conflicting goals characterizes many relationships.
8. The of people's goals, and the of the situation in which they
aregoing to negotiate, strongly shapes negotiation processes and outcomes.
9. whether you should or should not agree on something in a negotiation depends entirely upon
theattractiveness to you of the best available .
10. When parties are interdependent, they have to find a way to their differences.
11. Negotiation is a that transforms over time.
12. Negotiations often begin with statements of opening .
13. When one party accepts a change in his or her position, a has been made.
,14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
and the dilemma of .
15. Most actual negotiations are a combination of claiming and value processes.
16. is analyzed as it affects the ability of the group to make
decisions,workproductively, resolve its differences, and continue to achieve its goals
effectively.
17. Most people initially believe that is always bad or dysfunctional.
18. The objective is not to eliminate conflict but to learn how to manage it to control the
elements while enjoying the productive aspects.
19. The two-dimensional framework called the postulates
that people in conflict have two independent types of concern.
20. Parties who employ the strategy maintain their own aspirations and try to
persuadetheother party to yield.
,21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or
ardentadvocate foran organized lobby.
True false
22. Many of the most important factors that shape a negotiation result do not occur during
thenegotiation, but occur after the parties have negotiated.
True false
23. Negotiation situations have fundamentally the same characteristics.
True false
24. A creative negotiation that meets the objectives of all sides may not require compromise.
True false
25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one side
dominateand the other capitulate, permanently break off contact, or take their dispute to ahigher authority
to resolve it.
True false
26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right,
orappropriatein the resolution of the tangibles.
True false
,27. When the goals of two or more people are interconnected so that only one can achieve thegoal届 such as
running a race in which there will be only one winner届this is a competitive situation, also known as a
non-zero-sumor distributivesituation.
True false
28. A zero-sum situation is a situation in which individuals are so linked together that there is
apositive correlation between their goal attainments.
True false
29. 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.
True false
30. In any industry in which repeat business is done with the same parties, there is always a balance between pushing
the limit on any particular negotiation and making sure the other party届and your relationship with him届
survives intact.
True false
31. Remember that every possible interdependency has an alternative; negotiators can always say"no" and
walkaway.
True false
32. The effective negotiator needs to understand how people will adjust and readjust, and how
thenegotiations mighttwist and turn, based on one's own moves and the others' responses.
True false
,33. The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.
True false
34. In contrast, non-zero-sum or integrative or mutual gains situations are ones where many peoplecan
achieve theirgoals and objectives.
True false
35. Negotiators do not have to be versatile in their comfort and use of both major
strategicapproaches to be successful.
True false
36. Differences in time preferences have the potential to create value in a negotiation.
True false
37. Conflict doesn't usually occur when the two parties are working toward the same goal
andgenerallywant the same outcome.
True false
38. Intragroup conflict occurs between groups.
True false
39. Negotiation is a strategy for productively managing conflict.
True false
,40. The dual concerns model has two dimensions: the vertical dimension is often referred to as
thecooperativeness dimension, and the horizontal dimension as the assertiveness dimension.
True false
41. Which perspective can be used to understand different aspects of negotiation?
A. Economics
B. Psychology
C. Anthropology
D. Law
E. All of the above perspectives can be used to understand different aspects of negotiation.
42. To most people the words "bargaining" and "negotiation" are
A. Mutually exclusive.
B. Interchangeable.
C. Not related.
D. Interdependent.
E. None of the above.
43. A situation in which solutions exist so that both parties are trying to find a mutually
acceptablesolution toa complex conflict is known as which of the following?
A. Mutual gains
B. Win-lose
C. Zero-sum
D. Win-win
E. None of the above.
, 44. Which is not a characteristic of a negotiation or bargaining situation?
A. Conflict between parties
B. Two or more parties involved
C. An established set of rules
D. A voluntary process
E. None of the above is a characteristic of a negotiation.
45. Tangible factors
A. Include the price or terms of agreement.
B. Are psychological motivations that influence the negotiations.
C. Include the need to look good in negotiations.
D. Cannot be measured in quantifiable terms.
E. None of the above statements describe tangible factors.
46. Which of the following is not an intangible factor in a negotiation?
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.
ESSENTIALS OF NEGOTIATION 2024 RELEASE
,Table of Contents
1. The Nature of Negotiation
2. Strategy and Tactics of Distributive Bargaining
3. Strategy and Tactics of Integrative Negotiation
4. Negotiation: Strategy and Planning
5. Ethics in Negotiation
6. Perception, Cognition, and Emotion
7. Communication
8. Finding and Using Negotiation Power
9. Relationships in Negotiation
10. Multiple Parties, Groups, and Teams in Negotiation
11. International and Cross-Cultural Negotiation
12. Best Practices in Negotiations
,Chapter 1 The Nature of Negotiation
Student:
1. People all the time.
2. The term is used to describe the competitive, win-lose situations such as haggling over
price that happens at yard sale, flea market, or used car lot.
3. Negotiating parties always negotiate by .
4. There are times when you should negotiate.
5. successful negotiation involves the management of _ (e.g., the price or the terms of agreement and also
theresolution of .
6. Independent parties are able to meet their own without the help and
assistance ofothers.
,7. The mix of convergent and conflicting goals characterizes many relationships.
8. The of people's goals, and the of the situation in which they
aregoing to negotiate, strongly shapes negotiation processes and outcomes.
9. whether you should or should not agree on something in a negotiation depends entirely upon
theattractiveness to you of the best available .
10. When parties are interdependent, they have to find a way to their differences.
11. Negotiation is a that transforms over time.
12. Negotiations often begin with statements of opening .
13. When one party accepts a change in his or her position, a has been made.
,14. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of
and the dilemma of .
15. Most actual negotiations are a combination of claiming and value processes.
16. is analyzed as it affects the ability of the group to make
decisions,workproductively, resolve its differences, and continue to achieve its goals
effectively.
17. Most people initially believe that is always bad or dysfunctional.
18. The objective is not to eliminate conflict but to learn how to manage it to control the
elements while enjoying the productive aspects.
19. The two-dimensional framework called the postulates
that people in conflict have two independent types of concern.
20. Parties who employ the strategy maintain their own aspirations and try to
persuadetheother party to yield.
,21. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or
ardentadvocate foran organized lobby.
True false
22. Many of the most important factors that shape a negotiation result do not occur during
thenegotiation, but occur after the parties have negotiated.
True false
23. Negotiation situations have fundamentally the same characteristics.
True false
24. A creative negotiation that meets the objectives of all sides may not require compromise.
True false
25. The parties prefer to negotiate and search for agreement rather than to fight openly, have one side
dominateand the other capitulate, permanently break off contact, or take their dispute to ahigher authority
to resolve it.
True false
26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right,
orappropriatein the resolution of the tangibles.
True false
,27. When the goals of two or more people are interconnected so that only one can achieve thegoal届 such as
running a race in which there will be only one winner届this is a competitive situation, also known as a
non-zero-sumor distributivesituation.
True false
28. A zero-sum situation is a situation in which individuals are so linked together that there is
apositive correlation between their goal attainments.
True false
29. 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.
True false
30. In any industry in which repeat business is done with the same parties, there is always a balance between pushing
the limit on any particular negotiation and making sure the other party届and your relationship with him届
survives intact.
True false
31. Remember that every possible interdependency has an alternative; negotiators can always say"no" and
walkaway.
True false
32. The effective negotiator needs to understand how people will adjust and readjust, and how
thenegotiations mighttwist and turn, based on one's own moves and the others' responses.
True false
,33. The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.
True false
34. In contrast, non-zero-sum or integrative or mutual gains situations are ones where many peoplecan
achieve theirgoals and objectives.
True false
35. Negotiators do not have to be versatile in their comfort and use of both major
strategicapproaches to be successful.
True false
36. Differences in time preferences have the potential to create value in a negotiation.
True false
37. Conflict doesn't usually occur when the two parties are working toward the same goal
andgenerallywant the same outcome.
True false
38. Intragroup conflict occurs between groups.
True false
39. Negotiation is a strategy for productively managing conflict.
True false
,40. The dual concerns model has two dimensions: the vertical dimension is often referred to as
thecooperativeness dimension, and the horizontal dimension as the assertiveness dimension.
True false
41. Which perspective can be used to understand different aspects of negotiation?
A. Economics
B. Psychology
C. Anthropology
D. Law
E. All of the above perspectives can be used to understand different aspects of negotiation.
42. To most people the words "bargaining" and "negotiation" are
A. Mutually exclusive.
B. Interchangeable.
C. Not related.
D. Interdependent.
E. None of the above.
43. A situation in which solutions exist so that both parties are trying to find a mutually
acceptablesolution toa complex conflict is known as which of the following?
A. Mutual gains
B. Win-lose
C. Zero-sum
D. Win-win
E. None of the above.
, 44. Which is not a characteristic of a negotiation or bargaining situation?
A. Conflict between parties
B. Two or more parties involved
C. An established set of rules
D. A voluntary process
E. None of the above is a characteristic of a negotiation.
45. Tangible factors
A. Include the price or terms of agreement.
B. Are psychological motivations that influence the negotiations.
C. Include the need to look good in negotiations.
D. Cannot be measured in quantifiable terms.
E. None of the above statements describe tangible factors.
46. Which of the following is not an intangible factor in a negotiation?
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.
