Review 1

In a zero-sum (distributive) negotiation situation, what happens to one party’s goal if the other party achieves their goal?

• Both parties achieve their goals.

• One party’s goal is blocked.

• Neither party achieves their goal.

• Both parties' goals are enhanced.

Which of the following best describes interdependent parties in a negotiation?

• They can meet their own needs without the assistance of others.

• They rely on others for what they need and must accommodate the other party's wish.

• They have interlocking goals and rely on each other to accomplish their objectives.

• They are indifferent to the needs and actions of the other party.

According to the text, which factor is most likely to increase both parties' satisfaction with the negotiation process and the likelihood of reaching an agreement?

• Ensuring one party makes all the concessions.

• Mutual honesty and reciprocal concessions during the negotiation.

• Strictly limiting the amount of information shared between the parties.

• Focusing only on achieving the desired outcome, regardless of the process.

Which of the following differences can negotiators exploit to create value during a negotiation?

• Differences in risk tolerance, judgments about the future, interests, and time preference.

• Differences in cultural background, personality types, and negotiation styles.

• Differences in negotiation experience, bargaining power, and authority.

• Differences in salary expectations, communication methods, and external stakeholders.

Can an interpersonal conflict within a team of employees also be considered an intragroup conflict if the disagreement impacts the entire team's ability to function effectively?

• Yes

• No

In a negotiation, Bob insists on sticking to his original terms without making any compromises, despite knowing that the other party is not happy with the offer. He uses strong persuasion and even threatens to walk away if his demands aren’t met. Which conflict management strategy is Bob using?

• Yielding

• Contending

• Problem solving

• Inaction

In a business negotiation, Sarah and Tom are trying to divide a limited budget for their departments. If Sarah receives more funding, Tom will get less. According to the types of interdependence discussed, what type of situation are Sarah and Tom in?

• Mutual-gains (non-zero-sum)

• Zero-sum (distributive)

• Integrative

• Positive-sum

Which negotiation trap is also known as the 'winner's curse' and occurs when negotiators make overly large concessions, leaving them with too little of the bargaining pie?

• Leaving money on the table

• Settling for too little

• Walking away from the table

• Agreement bias

According to the Dual Concerns Model, which conflict management strategy represents moderate concern for both one’s own outcomes and the other party’s outcomes, but is sometimes criticized by scholars as lazy problem solving or mutual yielding?

• Contending

• Problem solving

• Inaction

• Compromising

Which of the following is NOT a myth about negotiation?

• Negotiations are fixed-sum.

• Good negotiators rely on intuition.

• Negotiation skills can be learned and improved with practice.

• Good negotiators must take risks and make bold offers.