Negotiations for Managers Essay

(1 50 argon worth 1.2 grades a piece)1. Which is non a characteristic of a negotiation or negotiate government agency?A) mesh between partiesB)deuce or to a greater extent than than parties involvedC)an established set of rulesD)a volunteer processE)None of the supra is a characteristic of a negotiation.2. Which of the next is non an intangible factor in a negotiation?A)the need to view inviolableB)final go ford harm on a contractC)the require to book more than businessD)fear of tantrum a precedentE)All of the supra ar intangible factors.3. Interdependent parties bloods are characterized byA)interlocking name and addresss.B)solitary decision making.C)established procedures.D)rigid structures.E)Interdependent relationships are characterized by all of the preceding(prenominal).4. Satisfaction with a negotiation is determined byA)the process through which an agreement is r distributivelyed and the dollar value of concessions made by severally comp any(prenominal) .B)the actual emergence obtained by the negotiation as compared to the initial bargaining positions of the negotiators.C)the process through which an agreement is reached and by the actual end obtained by the negotiation.D)the total dollar value of concessions made by each companionship.E)Satisfaction with a negotiation is determined by none of the to a higher place.5. Which of the future(a) statements almost negate is true?A)Conflict is the result of tangible factors.B)Conflict can occur when two parties are working toward the very(prenominal) goal and generally want the same outcome.C)Conflict only occurs when both parties want a very different settlement.D)Conflict has a minimal effect on dependent relationships.E)All of the supra statements just close to conflict are true.6. Which of the following contribute to conflicts destructive flesh?A)increased communicationB)misperception and biasC)clarifying addsD)minimized differences magnified similaritiesE)All of the abov e contribute to conflicts destructive image.7. In the Dual Concerns Model, the level of bear upon for the individuals admit outcomes and the level of cite for the early(a)s outcomes are referred to as theA)cooperativeness proportion and the competitiveness dimension.B)the assertiveness dimension and the competitiveness dimension.C)the competitiveness dimension and the fast-growing(a)ness dimension.D)the cooperativeness dimension and the assertiveness dimension.E)None of the above.8. Negotiators pursuing the yielding outlineA)show little stakes or concern in whether they attain their avouch outcomes, but are quite implicated in whether the former(a) companionship attains his or her outcomes.B)pursue their own outcome strongly and shows little concern for whether the other party obtains his or her desired outcome.C)shows little interest or concern in whether they attain their own outcomes, and does not show much concern to the highest degree whether the other party obtains his or her outcomes.D)show high concern for attaining their own outcomes and high concern forwhether the other attains his or her outcomes.E)Negotiators pursuing the yielding strategy demonstrate none of the above behaviors.9. A situation in which solutions be so that both parties are trying to find a in re numeral acceptable solution to a heterogeneous conflict is cognize as which of the following?A)mutual gainsB)win-loseC)zero-sumD)win-winE)None of the above.10. T or F The parties prefer to negotiate and anticipate for agreement kinda than to fight openly, suck in one side get the hang and the other capitulate, permanently break off contact, or take their deviation to a higher authority to resolve it11. T or F When the goals of two or more people are interconnected so that only one can achieve the goalsuch(prenominal) as running a race in which there testament be only one winnerthis is a competitive situation, also known as a non-zero-sum or distributive situation12. T or f Negotiators do not incur to be versatile in their comfort and use of both major strategic approaches to be successful.13. immanent bargaining strategiesA)are the most efficient negotiating strategies to use.B)are employ in all interdependent relationships.C)are useful in maintaining long term relationships.D)can cause negotiators to ignore what the parties have in common.E)None of the above describes distributive bargaining strategies.14. The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?A)bargaining start outB) immunity razeC)target pointD)bargaining mixE)None of the above.15. The resi attitude point is established by the ____________ conducted from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.A)cost, value, worthB)value, worth, costC)value, cost and timelinessD)cost, importance, valueE)None of the above.16. The more you can convince the other that y ou value a particular outcome outside the others bargaining range, the more pressure you honk on the other party to set by one of the following resistance points.A)highB)lowC)modestD) extremeE)None of the above.17. T or F The resistance point is the point at which a negotiator would like to conclude negotiations.18. T or F Each partys resistance point is openly stated at the conclusion of negotiations.19. T or F The more you can do to convince the other party that his or her be of delay or aborting negotiations will be costly, the more possible he or she will be to establish a modest resistance point.20. T or F Studies indicate that negotiators who make low or modest hatchway offers get higher settlements than do those who make extreme outset offers.21. The bargaining range is defined byA)the opening stance and the initial concession.B)the initial round of concessions.C)the bargaining mix and the opening stance.D)the opening offer and the counteroffer.E)The bargaining range is defined by all of the above.22. computable distributive bargainers willA)begin negotiations with the other party with an opening offer oddment to their own resistance point.B) control that there is enough room in the bargaining range to make nearly concessions.C)accept an offer that is presented as a fait accompli.D)immediately find the other partys target point.E)All of the above are actions that good distributive bargainers will take.23. What statement near concessions is false?A)Concessions are profound to negotiations.B)Concessions is another word for adjustments in position.C)Concession making exposes the concession maker to some risk.D)Reciprocating concessions is a haphazard process.E)All of the above statements are true.24. Negotiators who make threatsA)are perceived as more powerful than negotiators who do not use threats.B)receive higher outcomes than negotiators who do not use threats.C)are perceived as more cooperative in distributive negotiations.D)should use deta iled, complex statements of demands, conditions and consequences.E)All of the above describe negotiators who make threats.25. Hardball tactic are designed toA)be employ primarily against powerful negotiators.B)clarify the users adherence to a distributive bargaining approach.C)pressure targeted parties to do things they would not otherwise do.D)eliminate risk for the psyche using the tactic.E)Hardball tactics are designed to secure all of the above.26. The negotiators basic strategy is toA)get knowledge about the opposition and its positions.B)reach the final settlement as close to the others resistance point as possible.C)convince members of the other party to spay their minds about their ability to achieve their own goals.D)promote his or her own objectives as desirable, demand, and inevitable.E)All of the above.27. T or F Integrative agreements have been shown to be facilitated when parties exchanged training about their positions on particular issues, but not necessaril y about their priorities on those issues.28. T or F An integrative negotiation conundrum should be defined as a solution process rather than as a specific goal to be attained.29. T or F In generating substitute(a) solutions to the occupation, groups should also adopt procedures for be the problem, defining the interests, and generating options, however, to prevent the group process from degenerating into a win-lose competition or a debating event.30. T or F Expanding the pie as a method of generating alternative solutions is a complex process, as it requires much more detailed schooling about the other party than do other methods.31. Which of the following processes is interchange to achieving almost all integrative agreements?A)moderating the free flow of information to ensure that each partys position is accurately statedB)exchanging information about each partys position on mention issuesC)emphasizing the commonalties between the partiesD) essaying for solutions that maximi ze the essential outcome for both partiesE)All of the above processes are central to achieving integrative agreements.32. In which major step of the integrative negotiation process of identifying and defining the problem would you seeming find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?A)define the problem in a way that is mutually acceptable to both sides.B)state the problem with an eye toward practicality and comprehensiveness.C)state the problem as a goal and identify the obstacles to attaining this goal.D)depersonalizing the problem.E)separate the problem definition from the search for solutions.33. Which of the following statements about interests is true?A)There is only one type of interest in a dispute.B)Parties are always in agreement about the type of interests at stake.C)Interests are often based in more deeply rooted human needs or values.D)Interests do not change during the course of an integr ative negotiation.E)All of the above statements about interests are true.34. made logrolling requiresA)that the parties establish more than one issue in conflict and thusly agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.B)no additional information about the other party than his/her interests,and assumes that only when enlarging the resources will solve the problem.C)that one party is allowed to obtain his/her objectives and he/she then pays off the other party for accommodating his/her interests.D)a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties needs.E)Successful logrolling requires all of the above.35. When confronted with complex problems, or a large number of alternative options, which of the fo llowing steps is necessary?A)broaden the range of solution optionsB)evaluate solutions on the basis of quality, standards, and acceptabilityC)decide on criteria while evaluating optionsD)maintain a focus on the influence of tangibles in selecting optionsE)All of the above steps should be used when confronted with complex problems.36. In nonspecific compensationA)resources are added in such a way that both sides can achieve their objectives.B)one party achieves his/her objectives and the others costs are minimized if he/she agrees to go along.C)the parties are able to invent new options that meet each sides needs.D)one person is allowed to obtain his/her objectives and pay off the other person for accommodating his interests.E)All of the above are related to nonspecific compensation.37. Which guideline should be used in evaluating options and reaching a consensus?A) economize the range of solution options as wide as possibleB)evaluate the solutions on the basis of speed and expedien cyC)keep detailed records throughout the discussion and evaluation processD)be alert to the influence of intangibles in selecting optionsE)None of the above should be used in the evaluation process.38. Which of the following is not necessary for integrative negotiation to succeed?A)Each party should be as interested in the objectives and problems of the other as each is in his/her owneach must assume responsibility for the others needs and outcomes as well as for his/her own.B)The parties must be committed to a goal that benefits both of them rather than to pursuing only their own ends.C)The parties must be willing to adopt interpersonal styles that are more congenial than combative, more open and trusting than evasive and defensive, more flexible (but firm) than stubborn (but yielding).D)Needs have to be made explicit, similarities have to be identified, and differences have to be accept and accepted.E)All of the above are essential for integrative negotiation to succeed.39. Which of the following factors does not contribute to the development of trust between negotiators?A)We are more apt(predicate) to trust someone we perceive as similar to us or as holding a positive attitude toward us.B)We often distrust people who are dependent upon us because we are in a position to help or hurt them.C)We are more likely to trust people who initiate cooperative, trusting behavior.D)We are more likely to trust negotiators who make concessions.E)All of the above contribute to the development of trust between negotiators.40. What are the most critical precursors for achieving negotiation objectives?A)Effective strategizing, planning and preparationB)goal setting and target planningC)defining frames and setting goalsD)framing and strategizingE)none of the above41. Which of the following is not a reason that negotiations fail?A)Allowing insufficient time for planningB)Failing to set light up objectivesC)Understanding the strengths and weaknesses of their and the other pa rtys positionsD)Depending on being quick and knavish during negotiations42. A strong interest in achieving only the relationship outcomes suggests one, if any, of the following strategies. Which one?A)competitiveB)accommodationC)collaborativeD)avoidanceE)none of the above43. Getting to know the other party and arrest similarities and differences represents what key step in the negotiation processA)preparationB)information gatheringC)relationship constructD)information usingE)None of the above44. What is the dominant force for success in negotiation?A)a distributive vs. integrative strategyB)the planning that takes place prior to the colloquyC)the discussions that precede planning sessionsD)the tactics selected in support of strategic goalsE)all of the above45. Does any of the following represent the point at which we realistically expect to achieve a settlement?A)specific target pointB)resistance pointC)alternativeD)asking priceE)none of the above46. If the other party has a str ong and viable alternative, he/she willA)be dependent on achieving a satisfactory agreementB)appear aggressive and hostile in negotiationsC)set and push for high objectivesD)have unlimited negotiating authorityE)all of the above47. Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?A)What agenda should we follow?B)Where should we negotiate?C)What is the time accomplishment of the negotiation?D)What might be done if negotiation fails?E)How will we keep track of what is agreed to?48. T or F If what we want exceeds what the other party is capable of or willing to give, we must either change our goals or end the negotiation.49. T or F If both middle and relationship outcomes are important, the negotiator should pursue a competitive strategy.50. T or F Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.(51 54 are worth 10 points a piece)51. get word the four levels of conflict that are commonly identified. Explainhow conflict is a potential consequence of interdependent relationships.52. What characteristics of original offer, opening stance and opening concession would signal a position of firmness? Of flexibility? What are the advantages of adopting a flexible position?53. What tactics can be used to communicate firm flexibility to an opponent? In addition, what guidelines should be used in evaluating options and reaching a consensus?54. Research by Greenhalgh suggests there are seven key steps to an i grapple negotiationprocess. Which of the Greenhalgh seven steps of negotiation do Asian negotiators spend a great deal of time on? Why is this so important?