Question 1

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 2

Define strategy and tactics.

Accepted Answer

Tactics are short-term,adaptiv...

Question 3

Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

Accepted Answer

A)  What agenda should we follow?
B)  Where should we negotiate?
C)  What is the time period of the negotiation?
D)  What might be done if negotiation fails?
E)  How will we keep track of what is agreed to?F) A) and B)
G) A) and C)

Question 4

What is the primary goal in the use of the strategy of accommodation?

Accepted Answer

To build or strengthen the relationship (or the other party)and the negotiator is willing to sacrifice the outcome.

Question 5

If the other party has a strong and viable alternative,he/she will

Accepted Answer

A)  be dependent on achieving a satisfactory agreement
B)  appear aggressive and hostile in negotiations
C)  set and push for high objectives
D)  have unlimited negotiating authority
E)  all of the aboveF) A) and C)
G) B) and D) C

Question 6

Why is it important to understand the typical steps or flow in a negotiation?

Accepted Answer

To understand how ne...

Question 7

Characteristics of collaborative strategies include:

Accepted Answer

A)  long-term focus
B)  trust and openness
C)  efforts to find mutually satisfying solutions
D)  pursuit of goals held jointly with others
E)  all of the aboveF) None of the above
G) C) and D)

Question 8

What are the advantages and disadvantages of large bargaining mixes?

Accepted Answer

Large bargaining mixes give us more poss...

Question 9

The decision to negotiate is closely related to the desirability of ____________ __________.

Accepted Answer

available ...

Question 10

What are the three types of goals?

Accepted Answer

Tangibles,...

Question 11

Accommodative strategies emphasize:

Accepted Answer

A)  Subordinating one's own goals in favor of those of others.
B)  Secrecy and defensiveness.
C)  Abandonment of bad images and consideration of ideas based on merit.
D)  A key attitude of "I win;you lose".
E)  All of the abovE.F) B) and C)
G) C) and D)

Question 12

Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Accepted Answer

A) True 
 B)False

Question 13

What specific steps are entailed in effective planning?

Accepted Answer

Defining the issues;assembling issues an...

Question 14

A "field analysis" is one way to assess all the key parties in a __________.

Accepted Answer

The answer of A "field analysis" is one way to...

Question 15

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

The answer of When the other side raises an unexpected...

Question 16

Which is not a difference between strategy and tactics?

Accepted Answer

A)  Scale
B)  Goals
C)  Perspective
D)  ImmediacyE) All of the above
F) B) and C)

Question 17

Why may bargainers want to consider "giving away something for nothing?"

Accepted Answer

Even if an issue is unimportant or incon...

Question 18

According to Greenhalgh's stage model of negotiation,____________ is extremely critical to satisfactorily moving the other stages forward.

Accepted Answer

relationship building

Question 19

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

Accepted Answer

Relationsh...

Question 20

____________ ____________ often requires considering how to package several issues and objectives.

Accepted Answer

The answer of ____________ ____________ often requires considering how to...

Exam 4: Negotiation: Strategy and Planning

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

Define strategy and tactics.

Correct AnswerverifiedTactics are short-term,adaptiv...View AnswerShow Answer

Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

Correct AnswerverifiedShow Answer

What is the primary goal in the use of the strategy of accommodation?

Correct AnswerverifiedTo build or strengthen the relationship (or the other party)and the negotiator is willing to sacrifice the outcome.

If the other party has a strong and viable alternative,he/she will

Correct AnswerverifiedC

Why is it important to understand the typical steps or flow in a negotiation?

Correct AnswerverifiedTo understand how ne...View AnswerShow Answer

Characteristics of collaborative strategies include:

Correct AnswerverifiedShow Answer

What are the advantages and disadvantages of large bargaining mixes?

Correct AnswerverifiedLarge bargaining mixes give us more poss...View AnswerShow Answer

The decision to negotiate is closely related to the desirability of ____________ __________.

Correct Answerverifiedavailable ...View AnswerShow Answer

What are the three types of goals?

Correct AnswerverifiedTangibles,...View AnswerShow Answer

Accommodative strategies emphasize:

Correct AnswerverifiedShow Answer

Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Correct AnswerverifiedShow Answer

What specific steps are entailed in effective planning?

Correct AnswerverifiedDefining the issues;assembling issues an...View AnswerShow Answer

A "field analysis" is one way to assess all the key parties in a __________.

Correct AnswerverifiedShow Answer

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 AnswerverifiedShow Answer

Which is not a difference between strategy and tactics?

Correct AnswerverifiedShow Answer

Why may bargainers want to consider "giving away something for nothing?"

Correct AnswerverifiedEven if an issue is unimportant or incon...View AnswerShow Answer

According to Greenhalgh's stage model of negotiation,____________ is extremely critical to satisfactorily moving the other stages forward.

Correct Answerverifiedrelationship building

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

Correct AnswerverifiedRelationsh...View AnswerShow Answer

____________ ____________ often requires considering how to package several issues and objectives.

Correct AnswerverifiedShow Answer

Correct Answer
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Correct Answer
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Tactics are short-term,adaptiv...
View Answer

Correct Answer
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Correct Answer
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To build or strengthen the relationship (or the other party)and the negotiator is willing to sacrifice the outcome.

Correct Answer
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C

Correct Answer
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To understand how ne...
View Answer

Correct Answer
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Correct Answer
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Large bargaining mixes give us more poss...
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The decision to negotiate is closely related to the desirability of __ .

Correct Answer
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available ...
View Answer

Correct Answer
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Tangibles,...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Defining the issues;assembling issues an...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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Even if an issue is unimportant or incon...
View Answer

Correct Answer
verified
relationship building

Correct Answer
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Relationsh...
View Answer

often requires considering how to package several issues and objectives.

Correct Answer
verified