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WorksheetsNegotiation final exam
Total questions: 35
Worksheet time: 29mins
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
Studies show that subjects were more willing to lie by omission than by commission.
True
False
Distributive bargaining strategies are the only strategies that are effective in interdependent situations.
True
False
Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.
False
True
Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.
False
True
A creative negotiation that meets the objectives of all sides may not require compromise.
True
False
Both parties to a negotiation should establish their starting, target and resistance point before beginning negotiation.
True
False
A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.
False
True
The resistance point is the point at which a negotiator would like to conclude negotiations.
False
True
Hiding the bottom line hurt negotiator performance in role plays.
True
False
The fundamental questions of ethical conduct arise only when we negotiate in distributive bargaining situations.
False
True
In the Negotiation Planning Guide it is not necessary to define the alternatives (BATNAs).
True
False
In brainstorming, participants are urged to be spontaneous, even impractical, and to censor anyone's ideas (including their own).
False
True
The objective of "closing the deal" is to build commitment to the agreement.
False
True
Hardball tactics work most effectively against powerful, well-prepared negotiators.
True
False
For successful integrative negotiation to occur, each party should be as interested in the objectives and problems of the other side as each is in his own.
False
True
What is the implication of the dilemma of trust?
We tell the other part your exact requirements and limits in negotiation, and therefore we will never do better than this minimum level.
We believe everything the other says and can be manipulated by their dishonesty.
We do not believe anything the other says and therefore are immune to their dishonesty.
We never reveal our requirements and limits in negotiation, and therefore are able to far exceed that minimum level.
None of the above describes the implication of the dilemma of trust.
Which tactic is seen as inappropriate and unethical in negotiation?
Misrepresentation.
Bluffing.
Misrepresentation to opponent's network.
Inappropriate information collection.
All of the above are seen as inappropriate and unethical tactics.
The less concrete and measurable goals are:
The easier it is to understand what your opponent wants.
The harder it is to communicate to the other party what we want.
The easier it is to determine whether a particular outcome satisfies our goals.
The harder it is to restate what the initial goal was.
All of the above.
Which of the following statements about interests is true?
There is only one type of interest in a dispute.
Parties are always in agreement about the type of interests at stake.
Interests are often based in more deeply rooted human needs or values.
Interests do not change during the course of an integrative negotiation.
All of the above statements about interests are true.
Tangible factors
Include the price or terms of agreement.
Are psychological motivations that influence the negotiations.
Include the need to look good in negotiations.
Cannot be measured in quantifiable terms.
None of the above statements describe tangible factors.
A large majority of agreements in distributive bargaining are reached when the deadline is
Undefined.
Past.
Near.
Flexible.
None of the above.
Which of the following is a major step in the integrative negotiation process?
Identifying and defining the problem.
Understanding the problem and bringing interests and needs to the surface.
Generating alternative solutions to the problem.
Evaluating and choosing a specific solution.
All of the above are major steps in the integrative negotiation process.
A negotiator's goals:
Are intrinsically in conflict with his opponent's goals.
Have no boundaries or limits.
Are explicitly stated wishes.
Must be reasonably attainable.
All of the above.
Distributive bargaining strategies
Are the most efficient negotiating strategies to use.
Are used in all interdependent relationships.
Are useful in maintaining long term relationships.
Can cause negotiators to ignore what the parties have in common.
None of the above describes distributive bargaining strategies.
Which is not a characteristic of a negotiation or bargaining situation?
Conflict between parties.
Two or more parties involved.
An established set of rules.
A voluntary process.
None of the above is a characteristic of a negotiation.
