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WorksheetsS1. Nature of Negotiation: declare vs create value
Total questions: 26
Worksheet time: 13mins
To most people, the terms “bargaining” and “negotiation” are
mutually exclusive.
interchangeable.
not related.
interdependent.
A situation in which both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?
mutual gains
win-lose
zero-sum
win-win
Which is not a characteristic of all negotiation situations?
conflict between parties
two or more parties involved
an established set of rules
a voluntary process
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.
Which of the following is not an intangible factor in a negotiation?
the need to look good
final agreed upon price on a contract
the need to appear “fair” or “honorable”
to maintain a good relationship
Interdependent parties’ relationships are characterized by
interlocking goals.
solitary decision making.
established procedures.
rigid structures.
A zero-sum situation is also known by another name. Which of the following terms means the same as “zero sum”?
integrative
distributive
win-lose
mutual adjustment
BATNA stands for
best alternative to a negotiated agreement.
best assignment to a negotiated agreement.
best alternative to a negative agreement.
best alternative to a negative assignment.
What are the two dilemmas of negotiation?
the dilemma of cost and the dilemma of profit margin
the dilemma of honesty and the dilemma of profit margin
the dilemma of trust and the dilemma of cost
the dilemma of honesty and the dilemma of trust
Which of the following statements is not true of concessions?
A concession happens when one party suggests alterations to the other party’s proposal.
Concessions restrict the range of solution options.
When a party makes a concession, the bargaining range is constrained.
A concession happens when one party agrees to make change in their own position.
Which of the following situations would be appropriate for a value claiming strategy or tactic?
a mutual gains situation
an integrative situation
a distributive situation
a situation in which many people can achieve their goals and objectives
Which of the following situation would be appropriate for a value creating tactic or strategy?
a distributive situation
a non-zero-sum situation
a situation in which there can be only one winner
a zero-sum situation
Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.
True
False
Negotiation situations have the same fundamental characteristics.
True
False
A creative negotiation that meets the objectives of all sides may not require compromise.
True
False
One characteristic common to all negotiation situations is that both parties negotiate by choice, as negotiation is largely a voluntary process.
True
False
Examples of tangible factors in the negotiation process is the need to “win,” the need to look “good,” and the need to appear “fair.”
True
False
When the goals of two or more people are interconnected so that only one can achieve the goal—such as running a race in which there will be only one winner—this is a competitive situation, also known as a non-zero-sum or distributive situation.
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.
True
False
When entering negotiation, a prepared negotiator will understand their own BATNA as well as the other party’s BATNA.
True
False
Remember that every possible interdependency has an alternative; negotiators can always say “no” and walk away.
True
False
The effective negotiator needs to understand how people will adjust and readjust, and how the negotiations might twist and turn, based on one’s own moves and the others’ responses.
True
False
Concessions restrict the range of solution agreement options, but concessions broaden the bargaining range of the negotiations.
True
False
Non-zero-sum situations are ones where many people can achieve their goals and objectives.
True
False
When deciding how to use concessions, negotiators may face the dilemma of honesty – how much they should believe what the other party tells them.
True
False
Differences in time preferences have the potential to create value in a negotiation.
True
False
