WorksheetsC9. The nature of the relationship in negotiating and resolving
Total questions: 22
Worksheet time: 13mins
How many % of businesses in the US are family businesses?
65%
80%
90%
70%
What is the definition of endowment effect?
"we believe our contribution is more valuable just because they are ours"
"make concessions on all but the baseline issues to build the relationship when the opposing party is trusted and the relationship, or the potential for one, is valued"
How many phases of shared business and agreement focal points:
2
3
4
5
6
What is the contractor’s job?
Arrange materials
Manage workers
Provide service needed
All the above
What is the type of relationship between contractor and client?
One-time relationship
Ongoing
Legal
All the above
What is “BBB” short for?
Blood-brain Barrier
Bugging Beyond Belief
Better Business Bureau
Best Business Board
Sharing property and resources often creates the potential for conflicts. Is that true?
Yes
No
"Integrative bargaining tactics - information sharing and trading concessions on low-priority issues" belong to whose negotiation?
Neighbor
Family member
Friends
Landlord
During the contract, always pay in full before the work is completed. Is that false?
Yes
No
Mr. A rented an apartment from X and a few days later, he found out the wall behind the couch was minor damaged and there was a stain under the carpet. Who pays for the repairing cost?
X
A
Bích Nga
Which one does not belong to the target list of this chapter?
Acquaintances
Colleague
Landlord – Tenant
Friends
2 elements influencing the friendship on strategy are
(a)
What if S>R
Advocating actively avoiding negotiating
Advising one to “trustingly collaborate”
Recommending open subordination
Proposing firm competition
When negotiating parties are concerned about the other and his/her outcomes, they are more likely to select
Open submission strategy
Endowment effect
Friendship scripts
Relationship-focused strategies
Event scripts
Who recommend an "open submission" strategy?
Slowinski, Farris and Jones
Strutton and Pelton
Huy Bùi and Bích Nga
Steve Jobs, Steve Wozniak, Ronald Wayne
A norm for behavior in certain situations is
Friendship scripts
Event scripts
Types of relationship being impacted on negotiations are
developing
short-term
casual
long-term
(a) is a must in any relationship
PREMATURE CLOSURE means
Starting a negotiation again
Having a break in the negotiation
Continuing the negotiation
Ending the negotiation early
Closing the negotiation
SUBOPTIMAL AGREEMENT means
Negotiators do not satisfy with the substantive outcomes
Negotiators totally satisfy with the substantive outcomes
Which one is a family business ?
Starbucks
Spotify
LG
Walt Disney
IPPG
Which one is a friend-corporation company?
VNG
Mattel
Biti's
Dior
