Question 1

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

Accepted Answer

A)   collaborative
B)   accommodating
C)   competitive
D)   avoidance
E)   none of the aboveF) A) and E)
G) C) and D)

Question 2

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Accepted Answer

A) True 
 B)False

Question 3

In an accommodative negotiation,the relationships have:

Accepted Answer

A)   a short-term focus
B)   a long-term focus
C)   may be either short term or long term
D)   none of the aboveE) A) and D)
F) A) and C)

Question 4

What elements of the negotiation protocol might it be useful to prenegotiate?

Accepted Answer

What agenda to follow,the location of th...

Question 5

A negotiator's goals:

Accepted Answer

A)   are intrinsically in conflict with his opponent's goals
B)   have no boundaries or limits
C)   are explicitly stated wishes
D)   must be reasonably attainable
E)   all of the aboveF) C) and D)
G) B) and D)

Question 6

Which is not a key step to an ideal negotiation process?

Accepted Answer

A)   Preparation
B)   Relationship Building
C)   Information Gathering
D)   Bidding
E)   All of the above are key stepsF) A) and B)
G) B) and C) E

Question 7

When the other side raises an unexpected issue the negotiator is completely unprepared to discuss,the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue.

Accepted Answer

recess

Question 8

A unilateral choice is one that is made with the active involvement of the other party.

Accepted Answer

A) True 
 B)False  False

Question 9

Interests can be:

Accepted Answer

A)   substantive,directly related to the focal issues under negotiation
B)   process based,related to the manner in which we settle this dispute
C)   relationship based,tied to the current or desired future relationship between the parties
D)   based in the intangibles of the negotiation
E)   all of the aboveF) A) and E)
G) A) and D)

Question 10

Without effective planning and target setting,results occur more by ____________ than by negotiator effort.

Accepted Answer

The answer of Without effective planning and target setting,results occur...

Question 11

How does the single episodic assumption affect our choice of strategy?

Accepted Answer

Developing and framing goals in the view...

Question 12

What is the danger about making assumptions to predict the other party's negotiating behavior?

Accepted Answer

We can use the information to prepare,to...

Question 13

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

Accepted Answer

A)   preparation
B)   information gathering
C)   relationship building
D)   information using
E)   None of the aboveF) All of the above
G) A) and B)

Question 14

Which represents the best deal we can possibly hope to achieve?

Accepted Answer

A)   specific target point
B)   resistance point
C)   alternative
D)   opening bid
E)   none of the aboveF) B) and C)
G) A) and E)

Question 15

Interests may be process-based and relationship-based.

Accepted Answer

A) True 
 B)False

Question 16

Of the following reasons negotiators might choose not to negotiate which one is not among them?

Accepted Answer

A)   It simply may not be worth the time.
B)   The outcomes can be achieved even if negotiations don't work out.
C)   The outcomes cannot be achieved even if negotiations don't work out.
D)   If one is able to meet one's needs without having to negotiate at all.
E)   all of the above are reasons for adopting an avoidance strategy.F) A) and E)
G) D) and E)

Question 17

The first iteration through the planning process should be firm,and the negotiator should be inflexible and not modify and adjust previous steps as new information becomes available.

Accepted Answer

A) True 
 B)False

Question 18

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

Accepted Answer

A) True 
 B)False

Question 19

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Accepted Answer

A) True 
 B)False

Question 20

Which of the Greenhalgh seven steps of negotiation do Asian negotiators spend a great deal of time on?

Accepted Answer

Relationsh...

Exam 4: Negotiation: Strategy and Planning

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

Correct AnswerverifiedShow Answer

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Correct AnswerverifiedShow Answer

In an accommodative negotiation,the relationships have:

Correct AnswerverifiedShow Answer

What elements of the negotiation protocol might it be useful to prenegotiate?

Correct AnswerverifiedWhat agenda to follow,the location of th...View AnswerShow Answer

A negotiator's goals:

Correct AnswerverifiedShow Answer

Which is not a key step to an ideal negotiation process?

Correct AnswerverifiedE

When the other side raises an unexpected issue the negotiator is completely unprepared to discuss,the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue.

Correct Answerverifiedrecess

A unilateral choice is one that is made with the active involvement of the other party.

Correct AnswerverifiedFalse

Interests can be:

Correct AnswerverifiedShow Answer

Without effective planning and target setting,results occur more by ____________ than by negotiator effort.

Correct AnswerverifiedShow Answer

How does the single episodic assumption affect our choice of strategy?

Correct AnswerverifiedDeveloping and framing goals in the view...View AnswerShow Answer

What is the danger about making assumptions to predict the other party's negotiating behavior?

Correct AnswerverifiedWe can use the information to prepare,to...View AnswerShow Answer

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

Correct AnswerverifiedShow Answer

Which represents the best deal we can possibly hope to achieve?

Correct AnswerverifiedShow Answer

Interests may be process-based and relationship-based.

Correct AnswerverifiedShow Answer

Of the following reasons negotiators might choose not to negotiate which one is not among them?

Correct AnswerverifiedShow Answer

The first iteration through the planning process should be firm,and the negotiator should be inflexible and not modify and adjust previous steps as new information becomes available.

Correct AnswerverifiedShow Answer

Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.

Correct AnswerverifiedShow Answer

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Correct AnswerverifiedShow Answer

Which of the Greenhalgh seven steps of negotiation do Asian negotiators spend a great deal of time on?

Correct AnswerverifiedRelationsh...View AnswerShow Answer

Correct Answer
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What agenda to follow,the location of th...
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E

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recess

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False

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Developing and framing goals in the view...
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We can use the information to prepare,to...
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Correct Answer
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Relationsh...
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