ESSENTIALS OF NEGOTIATION UPDATED
ACTUAL QUESTIONS AND CORRECT
ANSWERS COMPLETE STUDY GUIDE FULL
SOLUTION
●● 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
5. when you don't have time
ACTUAL QUESTIONS AND CORRECT
ANSWERS COMPLETE STUDY GUIDE FULL
SOLUTION
●● 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
5. when you don't have time
