When people do not trust each other they are more than likely to engage in which of the following behaviors?

When people do not trust each other they are more than likely to engage in which of the following behaviors? 

A. promoting collaboration
B. communicating accurately
C. positional bargaining
D. committing to a joint solution
E. none of the above

Answer: C

A joint goal is one in which

A joint goal is one in which 

A. all parties share the result equally
B. the parties work toward a common end but benefit differently.
C. individuals with different personal goals agree to combine them in a collective effort.
D. all parties work together to achieve some output that will be shared.
E. All of the above are characteristics of a common goal.

Answer: C

When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary?

When confronted with complex problems, or a large number of alternative options, which of the following steps is necessary? 

A. broaden the range of solution options
B. evaluate solutions on the basis of quality, standards, and acceptability
C. decide on criteria while evaluating options
D. maintain a focus on the influence of tangibles in selecting options
E. All of the above steps should be used when confronted with complex problems

Answer: B

When identifying options in an integrative negotiation, solutions are usually attained through:

When identifying options in an integrative negotiation, solutions are usually attained through: 

A. hard work
B. information exchange
C. focusing on interests rather than positions
D. firm flexibility
E. Solutions are attained by using all of the above.

Answer: E

What approach can parties use to generate alternative solutions by redefining the problem or problem set?

What approach can parties use to generate alternative solutions by redefining the problem or problem set? 

A. brainstorming
B. logrolling
C. surveys
D. nonspecific compensation
E. None of the above approaches can be used to redefine the problem

Answer: B

What are the other's real underlying interests and needs?" is a question that can facilitate the _____________ process.

What are the other's real underlying interests and needs?" is a question that can facilitate the _____________ process. 

A. expanding the pie
B. logrolling
C. nonspecific compensation
D. bridging
E. The question should not be used with any of the above processes

Answer: D

In nonspecific compensation

In nonspecific compensation 

A. resources are added in such a way that both sides can achieve their objectives
B. one party achieves his/her objectives and the other's costs are minimized if he/she agrees to go along.
C. the parties are able to invent new options that meet each sides' needs
D. one person is allowed to obtain his/her objectives and "pay off" the other person for accommodating his interests.
E. All of the above are related to nonspecific compensation.

Answer: D

Substantive interests

Substantive interests

A. are the interests that relate to the focal issues under negotiation.
B. are related to the way we settle the dispute.
C. mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship.
D. regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future.
E.All of the above relate to substantive interests

Answer: A

Which of the following is a major step in the integrative negotiation process?

Which of the following is a major step in the integrative negotiation process? 

A. identifying and defining the problem
B. understanding the problem and bringing interests and needs to the surface
C. generating alternative solutions to the problem
D. evaluating and choosing a specific solution
E. All of the above are major steps in the integrative negotiation process

Answer: E

Which of the following processes is central to achieving almost all integrative agreements?

Which of the following processes is central to achieving almost all integrative agreements? 

A. moderating the free flow of information to ensure that each party's position is accurately stated
B exchanging information about each party's position on key issues
C. emphasizing the commonalities between the parties
D. searching for solutions that maximize the substantive outcome for both parties
E All of the above processes are central to achieving integrative agreements

Answer: C

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.

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.

Answer: FALSE

Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm.

Negotiators who are firmer about insisting that their own point of view become incorporated into the group solution achieve less integrative agreements than those who are less firm.

Answer: FALSE

In assessing the quality of integrative agreements, objective outcomes should be assessed against the extent to which both parties' interests and needs were met by the agreement.

In assessing the quality of integrative agreements, objective outcomes should be assessed against the extent to which both parties' interests and needs were met by the agreement.

Answer: TRUE

Intangibles can lead the negotiator to fight harder to attain a particular solution option if that option satisfies both tangibles and intangibles.

Intangibles can lead the negotiator to fight harder to attain a particular solution option if that option satisfies both tangibles and intangibles.

Answer: TRUE

Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.

Successful bridging requires a fundamental reformulation of the problem such that the parties are no longer squabbling over their positions; instead, they are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.

Answer: TRUE

Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

Answer: FALSE

In logrolling, if the parties do in fact have different preferences on different issues, each party gets their most preferred outcome on their high priority issue and should be happy with the overall agreement.

In logrolling, if the parties do in fact have different preferences on different issues, each party gets their most preferred outcome on their high priority issue and should be happy with the overall agreement.

Answer: TRUE

In integrative negotiations, negotiators are encouraged to state the problem in terms of their preferred solution and to make concessions from these most desired alternatives.

In integrative negotiations, negotiators are encouraged to state the problem in terms of their preferred solution and to make concessions from these most desired alternatives.

Answer: FALSE

Integrative agreements have been shown to be facilitated when parties exchanged information about their positions on particular issues, but not necessarily about their priorities on those issues.

Integrative agreements have been shown to be facilitated when parties exchanged information about their positions on particular issues, but not necessarily about their priorities on those issues.

Answer: TRUE

In integrative negotiation, the goals of the parties are mutually exclusive.

In integrative negotiation, the goals of the parties are mutually exclusive.

Answer: FALSE

Aggressive behavior tactics include

Aggressive behavior tactics include

A. the relentless push for further concessions
B. asking for the best offer early in the negotiations
C. asking the other party to explain and justify their proposals item by item
D. forcing the other side to make many concessions to reach an agreement
E. Aggressive behavior tactics include all of the above

Answer: E

Negotiators who make threats

Negotiators who make threats

A. are perceived as more powerful than negotiators who do not use threats
B. receive higher outcomes than negotiators who do not use threats
C. are perceived as more cooperative in distributive negotiations
D. should use detailed, complete statements of demands, conditions and consequences
E. All of the above describe negotiators who make threats

Answer: A

Skilled negotiators may

Skilled negotiators may

A. suggest different forms of a potential settlement that are worth about the same to them
B. recognize that not all issues are worth the same amount to both parties
C. frequently save a final small concession for near the end of the negotiation to "sweeten" the dealt
D. make the last concession substantial to indicate that "this is the last offer."
E. skilled negotiators may take all of the above actions.

Answer: E

Concession making

Concession making

A. indicates an acknowledgment of the other party
B. shows a movement toward the other's position
C. implies a recognition of the legitimacy of the other party's position
D. recognizes the other party's position
E. All of the above are characteristics of concession making

Answer: E

What statement about concessions is false?

What statement about concessions is false? 

A. concessions are central to negotiations
B. concessions is another word for adjustments in position
C. concession making exposes the concession maker to some risk
D. reciprocating concessions is a haphazard process
E. All of the above statements are true

Answer: D

Good distributive bargainers will

Good distributive bargainers will 

A. begin negotiations with the other party with an opening offer close to their own resistance point
B. ensure that there is enough room in the bargaining range to make some concessions
C. accept an offer that is presented as a fait accomplish
D. immediately identify the other party's target point
E. All of the above are actions that a good distributive negotiator will take

Answer: B

What action can be taken after the first round of offers?

What action can be taken after the first round of offers? 

A. hold firm
B. insist on the original position
C. make some concessions
D. make no concessions
E. all of the above

Answer: E

The bargaining range is defined by

The bargaining range is defined by 

A. the opening stance and the initial concession
B. the initial round of concessions
C. the bargaining mix and the opening stance
D. the opening offer and the counteroffer
E. the bargaining range is defined by all of the above.

Answer: D

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible?

The objective of both parties in distributive bargaining is to obtain as much of which of the following as possible? 

A. bargaining range
B. resistance point
C. target point
D. bargaining mix
E. None of the above.

Answer: A

The target point is

The target point is

A. point at which a negotiator would like to conclude the negotiations
B. negotiator's bottom line
C. first offer a negotiator quotes to his opponent
D. initial price set by the seller
E. None of the above describes the target point

Answer: A

Distributive bargaining strategies

Distributive bargaining strategies 

A. are the most efficient negotiating strategies to use
B. are used in interdependent relationships
C. are useful in maintaining long term relationships
D. can cause negotiators to ignore what the parties have in common
E. None of the above describes distributive bargaining strategies.

Answer: D

An effective means of countering the intimidation tactic is to ignore it.

An effective means of countering the intimidation tactic is to ignore it.

Answer: TRUE

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

To respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works.

Answer: TRUE

A concession late in negotiations may indicate that there is little room left to move.

A concession late in negotiations may indicate that there is little room left to move.

Answer: TRUE

If a major concession has been made on a significant point, it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

If a major concession has been made on a significant point, it is expected that the return offer will be on the same item or one of similar weight and comparable magnitude.

Answer: TRUE

Parties feel better about a settlement when negotiations involve a progression of concessions.

Parties feel better about a settlement when negotiations involve a progression of concessions.

Answer: TRUE

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.

Answer: FALSE

A negative bargaining range occurs when the buyer's resistance point is above the seller's.

A negative bargaining range occurs when the buyer's resistance point is above the seller's.

Answer: FALSE

The resistance point is the point at which a negotiator would like to conclude negotiations.

The resistance point is the point at which a negotiator would like to conclude negotiations.

Answer: FALSE

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.

Answer: TRUE

In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the

In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the 

A. cooperativeness dimension and the competitiveness dimension
B. the assertiveness dimension and the competitiveness dimension
C. the competitiveness dimension and the aggressiveness dimension
D. the cooperativeness dimension and the assertiveness dimension
E. None of the above.

Answer: D

Which of the following statements about conflict is true?

Which of the following statements about conflict is true? 

A. Conflict is the result of tangible factors.
B. Conflict can occur when two parties are working to wear the same goal and generally want the same outcome.
C. Conflict only occurs when both parties want a very different settlement.
D. Conflict has a minimal effect on interdependent relationships.
E. All of the above statements about conflict are true.

Answer: B

Satisfaction with a negotiation is determined by

Satisfaction with a negotiation is determined by 

A. the process through which an agreement is not reached and the dollar value of concessions made by each party
B. the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators
C. the process through which an agreement is reached and by the actual outcome obtained by the negotiation
D. the total dollar value of the concessions made by each party
E. satisfaction with a negotiation is determined by none of the above.

Answer: C

How much to believe of what the other party tells you

How much to believe of what the other party tells you 

A. depends on the reputation of the other party
B. is affected by the circumstances of the negotiation
C. is related to how he or she treated you in the past
D. is the dilemma of trust
E. All of the above.

Answer: E

What are the two dilemmas of negotiation?

What are the two dilemmas of negotiation? 

A. dilemma of cost and profit margin
B. dilemma of honesty and dilemma of profit margin
C. dilemma of trust and the dilemma of cost
D. the dilemma of honesty and the dilemma of trust
E. All of the above.

Answer: D

BATNA stands for

BATNA stands for 

A. best alternative to a negotiated agreement
B. best assignment to a negotiated agreement
C. best alternative to a negative agreement
D. best alternative to a negative assignment
E. BATNA stands for none of the above

Answer: A

A zero-sum situation is also known by another name of a situation. Which of the following is that?

A zero-sum situation is also known by another name of a situation. Which of the following is that? 

A. integrative
B. distributive
C. win-lose
D. negotiative
E. None of the above.

Answer: B

Tangible Factors

Tangible Factors

A. include the price or terms of agreement
B. are psychological motivations that influence the negotiations
C. include the need to look good in negotiations
D. cannot be measured in quantifiable terms
E. None of the above statements describe tangible factors.

Answer: A

Which is not a characteristic of a negotiation or bargaining situation?

Which is not a characteristic of a negotiation or bargaining situation? 

A. a conflict between parties
B. two or more parties involved
C. an established set of rules
D. A voluntary process
E. None of the above is a characteristic of a negotiation

Answer: C

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following? 

A. MUTUAL GAINS
B. WIN-LOSE
C. ZERO-SUM
D. WIN-WIN
E. NONE OF THE ABOVE

Answer: D

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension, and the horizontal dimension as the assertiveness dimension.

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension, and the horizontal dimension as the assertiveness dimension.

Answer: TRUE

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Answer: FALSE

In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

Answer: TRUE

The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.

The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.

Answer: FALSE

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

The value of a person's BATNA is always relative to the possible settlements available in the current negotiation, and the possibilities within a given negotiation are heavily influenced by the nature of the interdependence between the parties.

Answer: TRUE

A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

Answer: 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.

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.

Answer: FALSE

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.

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.

Answer: FALSE

Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.

Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.

Answer: FALSE