CH04 - testbank PDF

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TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false 1) People downplay the importance of Answer:

True

2) Effective goals Answer: 3) Goals

preparation because they think it takes too much time.

False

must be concrete, specific, and preferably measurable.

True

False

cannot be intangible nor procedural.

Answer:

True

False

MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question 4) The less

concrete and measurable goals are: it is to determine whether a particular outcome satisfies our goals B) the harder it is to restate what the initial goal was C) the harder it is to communicate to the other party what we want D) the easier it is to understand what your opponent wants A) the easier

Answer: C 5) Which

of the following statements is true concerning the relationship between wants and goals? A) Wants may be related to interests or needs that motivate goals, but they are not goals themselves. B) Wants and goals are the same thing in negotiation situations. C) Wants cannot be measured, whereas goals are explicitly measurable. D) Wants must be attainable, while goals may be unattainable.

Answer: A TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false 6) The dominant force for

success in negotiation is in the planning that takes place prior to the

dialogue. Answer:

True

False

7) Multiple-issue negotiations Answer:

True

8) Intangible issues Answer:

True

lend themselves more to distributive negotiations.

False

are often easy to discuss and rank-order. False

9) Limits

are the points where you decide that you should stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable. Answer:

True

10) Alternatives Answer:

False

are other agreements negotiators could achieve and still meet their needs.

True

False

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11) A

selling point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable. Answer:

True

12) Target setting Answer: 13) A

False

often requires considering how to package several issues and objectives.

True

False

"field analysis" is one way to assess all the key parties in a negotiation.

Answer:

True

False

14) In

an integrative negotiation, the other party may be less likely to disclose information, and/or may misrepresent their limits and alternatives. Answer:

True

15) Assumptions Answer:

are potential hurdles that can move one in the wrong direction.

True

16) Negotiators Answer:

False

False

who propose agendas unilaterally face less risk.

True

False

17) Selecting

a neutral place to conduct negotiations will minimize the potential that either side will have a home turf advantage. Answer:

True

False

18) In

new bargaining relationships, discussions about these procedural issues should occur before the major substantive issues are raised. Answer:

True

False

19) The dominant force for

success in negotiation is in the dialogue that takes place prior to the

planning. Answer: 20) A

True

False

single planning process can be followed for both a distributive and an integrative process.

Answer:

True

21) All negotiations Answer:

False

consist of multiple issues.

True

22) Large bargaining Answer:

True

False

mixes allow many possible components and arrangements for settlement. False

23) It is

important to set priorities and consider using a point system for both tangible and intangible issues. Answer:

True

False

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24) Interests

may be both process-based and relationship-based.

Answer: 25) Interests

True

False

are those items that a negotiator wants.

Answer:

True

False

26) Alternatives

are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility. Answer:

27) It is

True

False

not possible to evaluate packages the same way as evaluating individual issues.

Answer:

True

False

28) If

intangibles are a key point of the bargaining mix, negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favour of substantial gains on tangibles. Answer:

29) Gathering Answer:

True

False

information about the other party is a critical step in preparing for negotiation. True

False

30) The number

of issues in a negotiation, together with the relationship between the negotiator and the other party, is often the primary determinant of whether to use a distributive or integrative strategy. Answer:

True

False

31) In

new bargaining relationships, discussions about procedural issues should occur after the major substantive issues are raised. Answer:

True

False

32) In

a distributive negotiation, the other party may be less likely to disclose information about their limits and alternatives. Answer:

True

False

33) Drawing

up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives. Answer:

True

False

MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question 34) What is

the dominant force for success in negotiation? that takes place prior to the dialogue B) A distributive negotiation strategy C) The discussions that precede planning sessions D) The tactics selected in support of strategic goals A) The planning

Answer: A

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35) Interests

can be all of the following, except: A) based only on the tangible items of the negotiation. B) substantive, directly related to the focal issues under negotiation. C) tied to the relationship-based current or desired future relationship between the parties. D) process-based, related to the manner in which we settle this dispute.

Answer: A 36) All of

the following are true when describing limits, except: them is a critical part of planning. B) They are also called resistance point. C) They should be ignored in a bidding war. D) They are the point where you should stop the negotiation. A) Establishing

Answer: C 37) What is

the point at which we realistically expect to achieve a settlement? B) Asking price C) Resistance point D) Specific target point A) Alternative

Answer: D 38) What represents

the best deal we can possibly hope to achieve? A) Alternative B) Asking price C) Specific target point D) Resistance point

Answer: B 39) Reactive strategies: A) can

make negotiators feel threatened and defensive a negotiator's defensive posture C) encourage negotiators to be more flexible and creative D) can efficiently clear up confusion about issues B) will lessen

Answer: A 40) If

the other party has a strong and viable alternative, he/she will: A) be dependent on achieving a satisfactory agreement B) set and push for high objectives C) appear aggressive and hostile in negotiations D) have unlimited negotiating authority

Answer: B TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false 41) A

negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: 1. How much concern does the actor have for achieving the substantive outcomes at stake in this neg 2. How much concern does the negotiator have for the current and future quality of the relationship w other party? Answer:

True

False

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42) Planning

is critically the most important activity in negotiation.

Answer: 43) A

True

False

strong interest in achieving only substantive outcomes tends to support an integrative strategy.

Answer:

True

44) The decision Answer:

False

to negotiate is closely related to the desirability of available alternatives.

True

False

45) Co-operative strategies

tend to create "we-they" or "superiority-inferiority" patterns, which often lead to distortions in judgment regarding the other side's contributions and efforts, and to distortions in perceptions of the other side's values, needs, and positions. Answer:

True

False

46) Accommodative strategies

may generate a pattern of constantly giving in to keep the other happy or

to avoid a fight. Answer:

True

False

47) If

both substance and relationship outcomes are important, the negotiator should pursue a competitive strategy. Answer:

True

False

48) A

competitive strategy would be appropriate when the relationship outcome is relatively more important to the negotiator than the substantive outcome. Answer:

True

False

MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question 49) What are the most critical precursors

for achieving negotiation objectives?

A) Framing

and strategizing planning, and preparation C) Defining frames and setting goals D) Goal setting and target planning B) Effective strategizing,

Answer: B 50) Which

of the following engagement strategies has only a long-term focus, where parties expect to work together in the future? A) Collaboration B) Competition C) Accommodative D) Distributive Answer: A

51) Which

of the following engagement strategies has only a short-term focus, where parties do not expect to work together in the future? A) Integrative negotiation B) Accommodative C) Collaboration D) Competition Answer: A

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52) Which

of the following engagement strategies has a long-term focus where parties expect to work together in the future? A) Competition B) Distributive C) Accommodative D) Collaboration Answer: D

53) In

which of the following engagement strategies is there usually a variable amount of resources to be divided? A) Distributive negotiation B) Accommodative C) Competition D) Integrative negotiation Answer: D

54) All of

the following distinguish strategy from tactics, except: A) Scale B) Immediacy C) Perspective

D) Goals

Answer: D 55) A

strong interest in achieving only substantive outcomes tends to support what kind of strategy? A) Collaborative B) Avoidance C) Competitive D) Accommodating

Answer: C 56) A

strong interest in achieving only the relationship outcomes suggests what kind of strategy? B) Competitive C) Accommodation D) Avoidance

A) Collaborative Answer: C 57) Avoidance could

best be used when: A) the time and effort to negotiate are negligible B) negotiation is necessary to meet your needs C) the available alternatives are very strong D) the only available negotiator is a senior manager.

Answer: C 58) Which

of the following is a win-lose strategy, similar to that of competition, while having a very different image? A) Engagement B) Avoidance C) Accommodation D) Collaboration Answer: C

59) In

which of the following strategies is the key attitude, "You win, I lose"? B) Collaboration (Integrative Negotiation) C) Competition (Distributive Bargaining) D) Avoidance A) Accommodative Negotiation

Answer: A 60) In

which of the following strategies is the primary motivation to maximize the joint outcome? A) Competition (Distributive Bargaining) B) Avoidance C) Collaboration (Integrative Negotiation) D) Accommodative Negotiation

Answer: C

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61) Characteristics

of collaborative strategies include all of the following, except: A) efforts to find mutually satisfying solutions B) long-term focus C) trust and openness D) pursuit of individual goals

Answer: D ESSAY. Write your answer in the space provided or on a separate sheet of paper 62) What are the three types

of goals? Answer: Substantive (tangibles), intangibles, and procedural.

63) Define goal. Answer: 64) Why is Answer:

A goal is a specific, focused realistic target that one can specifically plan to achieve. it important for goals to be concrete, specific and measurable? The less concrete and measurable they are, the harder it is to communicate to the other party what we want, to understand what he/she wants, and to determine whether any particular outcome satisfies our goals.

65) What specific steps Answer:

are involved in effective planning?

Defining the issues; assembling issues and defining the bargaining mix; defining interests; defining limits and alternatives; defining one's own objectives (targets) and opening bids (where to start); assessing constituents and the social context in which the negotiation will occur; analysing the other party; planning the issue presentation and defence; defining protocol - where and when the negotiation will occur, who will be there, agenda, etc.

66) Contrast the types

of negotiations most appropriate for single-issues negotiations compared with multiple-issue negotiations. Answer:

Single-issue negotiations tend to dictate distributive negotiations because the only real negotiation issue is the price or "distribution" of that issue. In contrast, multiple-issue negotiations lend themselves more to integrative negotiations because parties can use processes such as logrolling to create issue packages that are mutually beneficial.

67) Define bargaining Answer:

mix.

The combined lists of issues from each side in the negotiation.

68) What are the advantages

and disadvantages of large bargaining mixes? Answer: Large bargaining mixes give us more possible components and arrangements for settlement, thus increasing the likelihood that a particular package will meet both parties' needs and, therefore, increasing the likelihood of a successful settlement. At the same time, larger bargaining mixes can lengthen negotiations because there are more possible combinations of issues to consider, and combining and evaluating all these mixes makes things very complex.

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69) Why may bargainers Answer:

Even if an issue is unimportant or inconsequential to you, it may be valuable or attractive to another. Awareness of the actual or likely value of such concessions to the parties can considerably enrich the value that you offer to the other at little or no cost to yourself.

70) What information Answer:

want to consider "giving away something for nothing?"

do we need about the other party to prepare effectively?

The other party's current resources, issues, and bargaining mix; the other party's interests and needs; the other party's resistance point and alternative(s); the other party's targets and objectives; the other party's reputation and negotiation style; the other party's constituents, social structure, and authority to make an agreement; the other party's likely strategy and tactics.

71) What are the advantages

and disadvantages of limiting a negotiator's authority? Answer: Advantages: Negotiators kept on a "short leash" cannot be won over by a persuasive presentation to commit their constituency to something that is not wanted. They cannot give out sensitive information carelessly. Disadvantages: When a negotiator always has to "check things out" with those he represents, the other party may refuse to continue until someone who has the power to answer questions and make decisions is brought to the table. The limited authority may frustrate the other and create an unproductive tension in the negotiating relationship.

72) Why is

note taking critical? Answer: The person with the best notes becomes the memory of the session, can take some license in the drafting of the agreement, and will have something that can be reviewed by experts and specialists.

73) What is

likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised? Answer: The negotiator should find it easier to reach agreement later on the substantive issues.

74) Define strategy and Answer:

tactics.

Strategy is the overall pattern or plan required to accomplish one's goals in a negotiation and the sequence of actions that lead to the accomplishment of those goals. Tactics are short-term, adaptive moves designed to enact or pursue broader (or higher level) strategies, which in turn provide stability, continuity, and direction for tactical behaviours.

75) How

does the single episodic assumption affect our choice of strategy? Answer: Developing and framing goals in the view of a single negotiation episode we may ignore allows us to ignore the relationship (and future dealings) with the other party in favour of a simplistic concern for achieving only the substantive outcome.

76) What are the four

types of initial strategies for negotiators? Answer: Competition, collaboration, accommodation, and avoidance.

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77) What strategic negotiation

purposes can be served by avoidance? Answer: First, if you are able to meet your needs without negotiating at all, it may make sense to use an avoidance strategy. Second, it simply may not be worth the time and effort to negotiate. Third, the decision to negotiate is closely related to the desirability of available alternatives–what outcomes the negotiator can hope to achieve if negotiations fall through or don't work out.

78) What is Answer:

79) What is Answer:

the primary goal in the use of the strategy of accommodation? To build or strengthen the relationship (or the other party) and the negotiator is willing to sacrifice the outcome. a drawback of accommodation strategies? Accommodation strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.

80) Indicate the position Answer:

of each of the four engagement strategies in the Dual Concerns Model.

See FIGURE 4.2 in the text - The Dual Concerns...