1. Introduction

Question 1

Integrative bargaining

Answer 1

Expanding the pie as done in the boys with the oranges example 🍊 Trade-offs are done via breaking down the issue into several, small issues where one may be more important for the other part

Question 2

What is the definition of negotiation?

Answer 2

The process by which people with conflicting goals try to reach agreement about how they are going to work together in the future.

Question 3

What are independent negotiators?

Answer 3

Negotiators whose needs and wants affect what the other party can have.

Question 4

What are the two types of deal-making negotiations?

Answer 4

• Distributive
• Integrative

Question 5

What characterizes distributive deal making?

Answer 5

Negotiating over a single issue, such as price, with reciprocal concessions made until an agreement is reached.

Question 6

What is integrative deal making?

Answer 6

Expanding the pie by creating value through breaking a single issue into multiple issues or adding issues.

Question 7

What is the role of conflict management in negotiations?

Answer 7

To resolve disputes that arise from perceived opposing interests.

Question 8

True or False: In the U.S., direct confrontation is considered rude.

Answer 8

False

Question 9

What is the philosophy of the negotiation course?

Answer 9

To internalize cooperation models and apply them in various situations.

Question 10

Define bargaining.

Answer 10

Describes the competitive, win-lose situation in negotiations.

Question 11

Define negotiation.

Answer 11

Refers to win-win situations where parties try to find mutually acceptable solutions.

Question 12

What are the conditions of negotiations?

Answer 12

• Perception of differences
• Communication opportunities
• Exchange offers
• Interdependence

Question 13

What is mutual adjustment in negotiations?

Answer 13

The continuous influence actors have on each other throughout the negotiation process.

Question 14

What is a concession in negotiation?

Answer 14

When one actor agrees to make a change in their position.

Question 15

What are the three key numbers to prepare for negotiations?

Answer 15

• Reservation Point
• Target Point
• Aspiration Point

Question 16

What does BATNA stand for?

Answer 16

Best Alternative to a Negotiated Agreement.

Question 17

What is a zero-sum dynamic?

Answer 17

A situation where one party’s gain is another’s loss.

Question 18

What is the purpose of the Chocolate Auction Game?

Answer 18

Participants bid to win chocolate, showcasing competitive dynamics in negotiation.

Question 19

What does the Caramel Dictator Game illustrate about human behavior in negotiation?

Answer 19

Most humans are not purely self-interested and can act altruistically.

Question 20

Differentiate between strategy and tactics in negotiation.

Answer 20

• Strategy: Overall plan to achieve goals
• Tactics: Short-term moves to enact the strategy

Question 21

What is the first step in the negotiation process?

Answer 21

Determining goals.

Question 22

What are the key steps to an ideal negotiation process?

Answer 22

• Preparation
• Relationship building
• Information gathering
• Bidding
• Closing the deal
• Implementing the agreement

Question 23

What is a descriptive model in negotiation?

Answer 23

A framework to analyze the roles of direct, opposition, indirect actors, and environmental factors.

Question 24

How does reputation influence negotiations?

Answer 24

It is shaped by past behavior and personal characteristics.

Question 25

What is trust in the context of negotiation?

Answer 25

An individual’s belief in and willingness to act on the words, actions, and decisions of others.

Question 26

What influences the negotiation environment outside the stadium?

Answer 26

Economic growth and international environment ## Footnote Factors such as whether the economy is experiencing high or low growth and whether the international environment is peaceful or not can shape the negotiation context.

Question 27

What is essential for building relationships in negotiations?

Answer 27

Reputation and trust ## Footnote Reputation is shaped by past behavior, and trust involves an individual’s belief in the words and actions of another.

Question 28

What are the individual characteristics that affect negotiation relationships?

Answer 28

Personal characteristics ## Footnote These traits can be difficult or impossible to change.

Question 29

What does trust in negotiations entail?

Answer 29

Belief in and willingness to act on another's words and actions ## Footnote Trust involves both individual and situational antecedents.

Question 30

What are the methods of trust repair in negotiations?

Answer 30

Verbal statements, reparations, and structural solutions ## Footnote These methods can help restore trust after it has been broken.

Question 31

What are the preconditions for trust-building?

Answer 31

Positive relationships and transparency ## Footnote Staying in touch on issues, balancing results with concern for others, and signaling intentions are also crucial.

Question 32

What does good judgment in negotiations involve?

Answer 32

Making decisions that others trust and seek opinions on ## Footnote It also includes the ability to respond quickly to problems.

Question 33

What is the principle of consistency in negotiations?

Answer 33

Walking the talk and honoring commitments ## Footnote This includes mirroring the actions of the other party (tit-for-tat).

Question 34

What are the types of justice relevant to negotiations?

Answer 34

Distributive, procedural, interactional, and systemic justice ## Footnote Each type addresses different aspects of fairness and treatment in negotiations.

Question 35

Fill in the blank: Each student represents a company in a negotiation exercise where Company A is a technology firm with innovative software but limited market presence, and Company B has a strong market presence but _______.

Answer 35

outdated software ## Footnote The objective is to negotiate a joint venture.

Question 36

What should negotiators always look for instead of sticking to their original position?

Answer 36

Creative solutions ## Footnote This approach enhances the potential for successful outcomes.

Question 37

True or False: In negotiations, a partner should be considered a counterpart.

Answer 37

False ## Footnote It's important to view a negotiation partner as a collaborator.

Question 38

What should negotiators do to adapt their strategies?

Answer 38

Prepare thoroughly and test assumptions ## Footnote Asking questions can help adjust strategies to fit the situation and culture.