Soc Sci 483 Reading Quiz Preflight Questions with
verified answers
According to the Ackerman model, your first offer should be what percentage of
your target price? Ans✓✓✓ 65
Benefits of Positional Bargaining include Ans✓✓✓ -Short prep time
-Quick and Efficient
criteria to consider when making commitments Ans✓✓✓ -Authority
-Key Stakeholders
-Timelines
-Terms and Conditions
Distinguish good practices from tactics and tricks. From the following list, identify
unconditional good practices Ans✓✓✓ -Ethical Behavior
-Rapport Building
-Providing Rational Justifications
-Reasonable Information Sharing
Examples of objective Criteria Ans✓✓✓ Market value, replacement costs,
depreciation value
How do you discuss objective criteria with your counterpart? Ans✓✓✓ reason
and be open to reason as to which standards are most appropriate and how they
should be applied
, If you are having trouble drawing on your counterparts interests, what are some
things you can do? Ans✓✓✓ -Solicit Criticism
-Suggest Possible Options
is an enabling assumption that converts the limiting assumption that "I should
behave like my opposite" in a negotiation? Ans✓✓✓ I should do what moves us
in the right direction no matter how the other party behaves.
Negative assumptions about a negotiation fall into which categor(ies) Ans✓✓✓ -
Premature judgment about how the negotiation will go and premature
judgements on your partner
Negotiations is a back and forth communication designed to? Ans✓✓✓ reach an
agreement when you and the other side have some interests that are shared,
opposed, or different
Principled Negotiations Ans✓✓✓ -Help decide issues on their merits rather than
through the haggling process
-Allow you to be fair while protecting you against those who would take
advantage of your fairness
-Are hard on the merits, but soft on the people involved
Regarding fairness, which strategy does GTY Suggest Ans✓✓✓ Use Independent
standards to discuss fairness of a proposal
The "people problem" has three basic categories Ans✓✓✓ perception, emotion,
and communication
verified answers
According to the Ackerman model, your first offer should be what percentage of
your target price? Ans✓✓✓ 65
Benefits of Positional Bargaining include Ans✓✓✓ -Short prep time
-Quick and Efficient
criteria to consider when making commitments Ans✓✓✓ -Authority
-Key Stakeholders
-Timelines
-Terms and Conditions
Distinguish good practices from tactics and tricks. From the following list, identify
unconditional good practices Ans✓✓✓ -Ethical Behavior
-Rapport Building
-Providing Rational Justifications
-Reasonable Information Sharing
Examples of objective Criteria Ans✓✓✓ Market value, replacement costs,
depreciation value
How do you discuss objective criteria with your counterpart? Ans✓✓✓ reason
and be open to reason as to which standards are most appropriate and how they
should be applied
, If you are having trouble drawing on your counterparts interests, what are some
things you can do? Ans✓✓✓ -Solicit Criticism
-Suggest Possible Options
is an enabling assumption that converts the limiting assumption that "I should
behave like my opposite" in a negotiation? Ans✓✓✓ I should do what moves us
in the right direction no matter how the other party behaves.
Negative assumptions about a negotiation fall into which categor(ies) Ans✓✓✓ -
Premature judgment about how the negotiation will go and premature
judgements on your partner
Negotiations is a back and forth communication designed to? Ans✓✓✓ reach an
agreement when you and the other side have some interests that are shared,
opposed, or different
Principled Negotiations Ans✓✓✓ -Help decide issues on their merits rather than
through the haggling process
-Allow you to be fair while protecting you against those who would take
advantage of your fairness
-Are hard on the merits, but soft on the people involved
Regarding fairness, which strategy does GTY Suggest Ans✓✓✓ Use Independent
standards to discuss fairness of a proposal
The "people problem" has three basic categories Ans✓✓✓ perception, emotion,
and communication
