MAN 4401 EXAM 6 QUESTIONS AND 100%
CORRECT ANSWERS!!
The Best way to respond to someone who uses the hardball/lowball tactic is to counter with
your own extreme first offer
a. True
b. False
False
Which of the following is the best described as a distributive bargaining situation
a. You are negotiating with your fiance over the cost of your upcoming wedding.
b. You are negotiating with your landlord at the end of your apartment lease for the return
of the full amount of your security deposit.
c. You are negotiating with your parents to pay for the cost of a summer school class.
d. You are negotiating with your roommate over which movie to rent at the video store.
None of the above
You are negotiating with your landlord at the end of your apartment lease for the return of the
full amount of your security deposit.
Unlike a distributive bargaining situation, in integrative negotiations failing to share
information actually disadvantages a negotiator.
a. True
b. False
True
Integrative negotiations go by many names, including:
a. win-win bargaining.
b. mutual gains bargaining.
c. principled bargaining.
d. interests-based bargaining.
e. All of the above
,All of the above
Which of the following statements is false?
a. A negotiator with a weak Best Alternative to a Negotiated Agreement (BATNA)
generally can do very little to improve his or her negotiation leverage.
b. A negotiator's interests provide a framework to help establish his or her bargaining
goals.
c. A job applicant who expresses a need to be recognized for her past work experience
during an employment negotiation demonstrates an intangible interest in recognition.
d. A negotiator with a weak BATNA may be forced to adopt a more accommodating
strategy in order to reach an agreement during the negotiation.
e. None of the above
A negotiator with a weak Best Alternative to a Negotiated Agreement (BATNA) generally can
do very little to improve his or her negotiation leverage.
Which negotiation strategy would generally be the most appropriate to use in a distributive
bargaining situation?
a. Competitive
b. Collaboration
c. Accommodation
d. Compromise
e. Avoidance
Competitive
Integrative negotiation is best described as a process by which both negotiators are equally
satisfied by the outcome of their negotiation and both negotiators claimed equal value in
their negotiated agreement.
a. True
b. False
False
, Which of the following situations is most likely an integrative negotiation situation?
a. Two business partners discussing ways to terminate their business and to fairly
distribute the business' assets.
b. A start-up company negotiating an employment offer with a candidate to become the
company's first director of marketing.
c. A student on spring break in Cancun negotiating with a street vendor to purchase a
souvenir that the student can bring back home.
d. a and b
A and B
Which of the following is likely the most difficult skill for negotiators to develop?
a. Committing to an ambitious bargaining goal.
b. Developing supporting arguments based on authoritative standards.
c. Valuing and building effective negotiation relationships.
d. Understanding the other person's interests.
e. Responding to hardball tactics.
Understanding the other person's interests.
What steps can a negotiator take to slow down the pace of a negotiation?
a. Take notes.
b. Ask questions and get clarifications to those questions from the other negotiator.
c. Take a break from the negotiations.
d. Paraphrase (summarize) your understanding of the other negotiator's position and the
issues to be negotiated.
e. All of the above
All of the above
Hardball tactics:
a. Generally signal that the negotiation will be distributive.
b. May be effective to use against a poorly prepared negotiator.
c. Are designed to cause a negotiator to question her Best Alternative to a Negotiated
Agreement (BATNA) and bargaining goals.
CORRECT ANSWERS!!
The Best way to respond to someone who uses the hardball/lowball tactic is to counter with
your own extreme first offer
a. True
b. False
False
Which of the following is the best described as a distributive bargaining situation
a. You are negotiating with your fiance over the cost of your upcoming wedding.
b. You are negotiating with your landlord at the end of your apartment lease for the return
of the full amount of your security deposit.
c. You are negotiating with your parents to pay for the cost of a summer school class.
d. You are negotiating with your roommate over which movie to rent at the video store.
None of the above
You are negotiating with your landlord at the end of your apartment lease for the return of the
full amount of your security deposit.
Unlike a distributive bargaining situation, in integrative negotiations failing to share
information actually disadvantages a negotiator.
a. True
b. False
True
Integrative negotiations go by many names, including:
a. win-win bargaining.
b. mutual gains bargaining.
c. principled bargaining.
d. interests-based bargaining.
e. All of the above
,All of the above
Which of the following statements is false?
a. A negotiator with a weak Best Alternative to a Negotiated Agreement (BATNA)
generally can do very little to improve his or her negotiation leverage.
b. A negotiator's interests provide a framework to help establish his or her bargaining
goals.
c. A job applicant who expresses a need to be recognized for her past work experience
during an employment negotiation demonstrates an intangible interest in recognition.
d. A negotiator with a weak BATNA may be forced to adopt a more accommodating
strategy in order to reach an agreement during the negotiation.
e. None of the above
A negotiator with a weak Best Alternative to a Negotiated Agreement (BATNA) generally can
do very little to improve his or her negotiation leverage.
Which negotiation strategy would generally be the most appropriate to use in a distributive
bargaining situation?
a. Competitive
b. Collaboration
c. Accommodation
d. Compromise
e. Avoidance
Competitive
Integrative negotiation is best described as a process by which both negotiators are equally
satisfied by the outcome of their negotiation and both negotiators claimed equal value in
their negotiated agreement.
a. True
b. False
False
, Which of the following situations is most likely an integrative negotiation situation?
a. Two business partners discussing ways to terminate their business and to fairly
distribute the business' assets.
b. A start-up company negotiating an employment offer with a candidate to become the
company's first director of marketing.
c. A student on spring break in Cancun negotiating with a street vendor to purchase a
souvenir that the student can bring back home.
d. a and b
A and B
Which of the following is likely the most difficult skill for negotiators to develop?
a. Committing to an ambitious bargaining goal.
b. Developing supporting arguments based on authoritative standards.
c. Valuing and building effective negotiation relationships.
d. Understanding the other person's interests.
e. Responding to hardball tactics.
Understanding the other person's interests.
What steps can a negotiator take to slow down the pace of a negotiation?
a. Take notes.
b. Ask questions and get clarifications to those questions from the other negotiator.
c. Take a break from the negotiations.
d. Paraphrase (summarize) your understanding of the other negotiator's position and the
issues to be negotiated.
e. All of the above
All of the above
Hardball tactics:
a. Generally signal that the negotiation will be distributive.
b. May be effective to use against a poorly prepared negotiator.
c. Are designed to cause a negotiator to question her Best Alternative to a Negotiated
Agreement (BATNA) and bargaining goals.
