NCR Quiz 1

How types of interdependence affect outcomes?

• Going to negotiate - Giving results

• Going to negotiate - Zero sum

• Only one winner - Giving results

• Only one winner - Zero sum

The process of getting as much value as possible from a negotiation is called ....

• Value creation

• Value claiming

• Value conflict

• Value management

The distributive bargaining situations are .....

• • Goals of one party are in fundamental, direct conflict to another party; Resources are flexible

• • Goals of both parties are in fundamental; Resources are fixed and limited

• • Goals of one party are in fundamental, direct conflict to another party; Resources are fixed and limited

• Goals of both parties are in fundamental; Resources are flexible

In distributive bargaining situation, any preparation is consist of set a ....

• Starting/asking price; Target point; Walkaway point; Alternative outcomes

• Starting/asking price; Initial offer; Walkaway point; Alternative outcomes

• Starting/asking price; Initial offer; Target point; Alternative outcomes

• Starting/asking price; Initial offer; Target point; Walkaway point; Alternative outcomes

Negotiation that allows both sides to achieve their objectives is called ....

• Integrative negotiation

• Disributive negotiation

• Dominated negotiation

• Accomodated negotiation

Key steps in integrative negotiation process are ....

• Identify and define the problem -> Surface interests and needs -> Evaluate and select alternatives -> Generate alternative solutions

• Identify and define the problem -> Surface interests and needs -> Generate alternative solutions -> Evaluate and select alternatives

• Identify and define the problem -> Generate alternative solutions -> Surface interests and needs -> Evaluate and select alternatives

• Surface interests and needs -> Identify and define the problem -> Generate alternative solutions -> Evaluate and select alternatives

What does negotiators must do (the most important) before negotiations?

• Done their homework

• Considering their alternatives

• Setting clear goals (SMART)

• Being quick and clever

Be willing to use "carrots" and "sticks" means ....

• intrinsic approach that involves term “carrot” is reward for those who work really well while “stick” is punishment for not doing their utmost performance

• intrinsic approach that involves term “stick” is reward for those who work really well while “carrot” is punishment for not doing their utmost performance

• motivational approach that involves term “stick” is reward for those who work really well while “carrot” is punishment for not doing their utmost performance

• motivational approach that involves term “carrot” is reward for those who work really well while “stick” is punishment for not doing their utmost performance

Accepted social standards for what is right or wrong in a particular situation is called ....

• Ethics

• Principle

• Ego

• Integrity

There are several approaches to ethical reasoning, individuals must commit to a set of rules or moral standards and make decisions based on those principles are including .....

• End-result ethics

• Duty ethics

• Social contract ethics

• Personalistic ethics