ESSENTIALS OF NEGOTIATION 4TH CANADIAN
EDITION ACTUAL EXAM QUESTIONS AND
CORRECT ANSWERS
◉ Bargaining
Answer: describes the competitive, win-lose situation
◉ Negotiation
Answer: Win-win
◉ What are the 6 characteristics that all negotiations have?
Answer: 1. there are 2 or more parties
2. there is a conflict of needs and desires between 2 or more parties
3. parties negotiate because they think they can get a better deal
than by simply accepting what the other side offers them
4. parties expect a "give-and-take" process
5. parties search for an agreement rather than fight openly
6. successful negotiation involves the management of tangibles and
resolution of intangibles
◉ Parties search for an agreement rather than?
Answer: 1. fight openly
,2. capitulate (give in, surrender)
3. break off contact permanently
4. take their dispute to a third party
◉ Tangibles
Answer: the price or the terms of agreement
◉ Intangibles
Answer: - psychological motivations
- ex: winning, losing, saving face
◉ Interdependence
Answer: - the parties need each other in order to accomplish their
objectives
- parties characterized by interlocking goals
- mutual dependency
◉ True or false: In negotiations, parties need each other to achieve
their preferred outcomes or objectives.
Answer: True
, ◉ True or False: Interdependent goals are an important aspect of
negotiations.
Answer: True
◉ 1. win-lose
2. win-win
Answer: 1. I win, you lose.
2. opportunities for both parties to gain
◉ What are the 2 types of interdependence that affect outcomes?
Answer: 1. zero-sum or distributive- one winner
2. non-zero-sum or integrative- mutual gains situation
◉ True or False: Interdependence and the structure of the situation
shape processes and outcomes.
Answer: True
◉ What are the 8 situations when a negotiator should not negotiate?
Answer: 1. when you'd "lose the farm"
2. When you're "sold out"
3. When the demands are unethical
4. when you don't care
EDITION ACTUAL EXAM QUESTIONS AND
CORRECT ANSWERS
◉ Bargaining
Answer: describes the competitive, win-lose situation
◉ Negotiation
Answer: Win-win
◉ What are the 6 characteristics that all negotiations have?
Answer: 1. there are 2 or more parties
2. there is a conflict of needs and desires between 2 or more parties
3. parties negotiate because they think they can get a better deal
than by simply accepting what the other side offers them
4. parties expect a "give-and-take" process
5. parties search for an agreement rather than fight openly
6. successful negotiation involves the management of tangibles and
resolution of intangibles
◉ Parties search for an agreement rather than?
Answer: 1. fight openly
,2. capitulate (give in, surrender)
3. break off contact permanently
4. take their dispute to a third party
◉ Tangibles
Answer: the price or the terms of agreement
◉ Intangibles
Answer: - psychological motivations
- ex: winning, losing, saving face
◉ Interdependence
Answer: - the parties need each other in order to accomplish their
objectives
- parties characterized by interlocking goals
- mutual dependency
◉ True or false: In negotiations, parties need each other to achieve
their preferred outcomes or objectives.
Answer: True
, ◉ True or False: Interdependent goals are an important aspect of
negotiations.
Answer: True
◉ 1. win-lose
2. win-win
Answer: 1. I win, you lose.
2. opportunities for both parties to gain
◉ What are the 2 types of interdependence that affect outcomes?
Answer: 1. zero-sum or distributive- one winner
2. non-zero-sum or integrative- mutual gains situation
◉ True or False: Interdependence and the structure of the situation
shape processes and outcomes.
Answer: True
◉ What are the 8 situations when a negotiator should not negotiate?
Answer: 1. when you'd "lose the farm"
2. When you're "sold out"
3. When the demands are unethical
4. when you don't care
