Negotiation final exam

People may be more motivated to appear moral, rather than to act morally, because to act morally may have a number of costs attached to it.

• True

• False

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

• False

• True

Negotiators usually set clear objectives that can serve as standards for evaluating offers and packages.

• False

• True

Parties feel better about a settlement when negotiations involve a progression of concessions.

• True

• False

Distributive strategies may generate a pattern of repeatedly giving in to keep the other happy or to avoid a fight.

• False

• True

It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles.

• True

• False

Parties should enter the integrative negotiation process with few preconceptions about the solution.

• False

• True

Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby.

• False

• True

In integrative negotiation, the goals of the parties are mutually exclusive.

• False

• True

The concept of end-result ethics emphasizes that one ought to commit one's self to a series of moral rules or standards, and make decisions based on those rules.

• False

• True