Module 2 Quiz

Question 1

What are the 10 steps to prepare for a negotiations?

Answer 1

1. Define the negotiating goal
2. Define the major issues related to achieving the goal
3. Assemble he issues, ranking their importance, and define the bargaining mix
4. Define the interests
5. Know your BATNAs
6. Know your limits, including your RP
7. Analyze and understand the other’s goals, issues, and RPs
8. Set your own targets and opening bids
9. Assess the social context of the negotiation
10. Present the issues to the other party - substance and process

Question 2

What are some effects goals have on strategy?

Answer 2

Direct or indirect
Goals determine distributive bargaining strategy or integrative negotiation strategy

Question 3

Describe the difference between strategy and tactics.

Answer 3

Strategy - bigger and broader
Tactics - Short-term moves that enact strategies

Question 4

Describe different types of goals negotiators may have.

Answer 4

Concrete, specific, measurable
Substantive (tangible)
Psychological (intangible)
Procedural (related to how we reach agreement)

Question 5

What are the differences between accommodation, competition, and collaboration?

Answer 5

Accommodation - lose/win strategy; used in developing relationships
Competition - win/lose strategy; used if relationships aren’t important
Collaboration - win/win strategy; used if relationship is important in the future

Question 6

Why is defining issues and ranking their importance important in negotiation?

Answer 6

Long lists of interests make success more likely
Determines the bargaining range for issues, and determines if interests can be added/subtracted from one another

Question 7

What is the negotiator’s dilemma?

Answer 7

Choosing between distributive or integrative strategies

Question 8

Explain why defining interests is important in negotiating

Answer 8

Helps surface values, needs, and principles
Essential to understanding other side’s interests

Question 9

How does your BATNA affect negotiation?

Answer 9

Allows you to establish your alternatives and limits

Question 10

Explain the term ethics.

Answer 10

Ethics - broadly applied social standards for what is right/wrong in a particular situation, or a process for setting those standards

Question 11

Morals

Answer 11

Individual and personal beliefs

Question 12

What are end-result ethics?

Answer 12

The rightness of an action is determined by evaluating the pros and cons of its consequences, where actions are more “right” if they promote more happiness and more “wrong” if they produce unhappiness

Utilitarianism - the greatest amount of good to the most amount of people

Question 13

What are duty ethics?

Answer 13

The rightness of an action is determined by an obligation to adhere to principles, laws, and social standards that define what is right, wrong, and where the line isS

Question 14

What are social contract ethics?

Answer 14

Rightness of an action is based on customs and norms of a particular community

“Everyone does it” mentality

Question 15

What are personalistic ethics?

Answer 15

The rightness of an action is based on one’s own conscience and moral standards

Question 16

What is ethics?

Answer 16

Appropriate as determined by some standard of moral conduct

Question 17

What is prudency?

Answer 17

Wise, based on trying to understand efficiency of tactic and consequences it might have on relationship with the other

Question 18

What is practicality?

Answer 18

What a negotiator can actually make happen in a given situation

Question 19

What is legality?

Answer 19

What the law defines as an acceptable practice

Question 20

What does “ethically ambiguous” mean?

Answer 20

Actions that may or may not be improper, depending on an individual’s ethical reasoning and circumstances

Decisions that people make are open to interpretation by different people

Question 21

What tactics are generally acceptable in negotiating?

Answer 21

Traditional competitive bargaining
Emotional manipulation

Question 22

What tactics are generally unacceptable in negotiation?

Answer 22

Misrepresentation
Misrepresentation of your opponent to their networks
Inappropriate information gathering
Bluffing

Question 23

What is deception by omission?

Answer 23

Failing to disclose information that would benefit the other party

“If they don’t ask, I don’t tell”

Question 24

What is deception by commission?

Answer 24

Outright lying about an issue

Question 25

What are 2 consequences of unethical conduct in negotiations?

Answer 25

Reactions of others Reactions of self - moral identity

Question 26

4 common justifications for using deception

Answer 26

Tactic was unavoidable Tactic was harmless Tactic will help avoid negative consequences "He was going to do it anyway, so I did it first"

Question 27

3 ways to deal with other party's use of deception

Answer 27

Ask specific question Force other party to lie to your face Label the tactic

Question 28

What is perception?

Answer 28

The process by which individuals connect to their environment, by ascribing meaning to messages and events Attention - Recognition - Translation

Question 29

4 common perceptual distortions:

Answer 29

Stereotyping Halo effect Selective perception Projection

Question 30

What is stereotyping?

Answer 30

Occurs when a person assigns attributes to another solely on the basis of the other's social or demographic category

Question 31

What is a halo effect?

Answer 31

Occur when people generalize about a variety of attributes based on knowledge of one attribute

Question 32

What is selective perception?

Answer 32

Occurs when perceivers single out supporting information that confirms their own beliefs

Question 33

What is projection?

Answer 33

Occurs when people assign to others the characteristics or feelings that they possess themselves

Question 34

What is an irrational escalation of commitment and how do you fight it?

Answer 34

Cognitive bias that involves making decisions that stick with a failing course of action Use an advisor to serve as a reality check

Question 35

What is a mythical fixed-pie belief and how do you fight it?

Answer 35

Cognitive bias that assumes all negotiations involve a fixed pie Focus on underlying interests of a negotiation

Question 36

What is anchoring and adjustment and how do you fight it?

Answer 36

Cognitive bias that relates to the effect of the standard against which subsequent adjustments are made during negotiation Use devil's advocate and prepare beforehand

Question 37

What is the availability of information and how do you fight it?

Answer 37

Cognitive bias that is caused by availability of information or how easy information is to retrieve Check everything for accuracy and present information clearly

Question 38

What is the Winner's Curse and how do you fight it?

Answer 38

Cognitive bias that is the tendency to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily Prepare adequately to prevent making an offer that is unexpectedly accepted

Question 39

What is overconfidence and how do you fight it?

Answer 39

Cognitive bias that is the tendency to believe that a negotiator's ability to be correct or accurate is greater than actually true Don't always suppress confidence or optimism

Question 40

What is the law of small numbers and how do you fight it?

Answer 40

Cognitive bias that negotiators learn and extrapolate from their own experiences Remember that if you have less experience, you may use it poorly in the future

Question 41

What are self-serving biases and how do you fight them?

Answer 41

Cognitive bias that people often explain another's behavior by making attributions (internal or external) Be aware and use a reality check

Question 42

What is the endowment effect and how do you fight it?

Answer 42

Cognitive bias that tends to overvalue something you own or believe you possess

Question 43

What is ignoring others' cognitions and how do you fight it?

Answer 43

Cognitive bias that fails to consider other party's cognitions and allows negotiators to simplify their thinking about otherwise complex processes Focus on forming accurate understanding of other's interests, goals, and perspectives

Question 44

What is reactive devaluation and how do you fight it?

Answer 44

Cognitive bias that devalues the other party's concessions simply because the other party made them Maintain an objective view of the negotiating process

Question 45

What is framing?

Answer 45

A subjective mechanism through which people evaluate and make sense out of situations, leading them to pursue or avoid subsequent actions

Question 46

What are the 3 ways to frame negotiations?

Answer 46

Interests, rights, power

Question 47

How does framing by interest affect negotiation?

Answer 47

People are concerned about what they need, desire, or want Involves probing for concerns, devising creative solutions, and making trade-offs and concessions where interests are opposed

Question 48

How does framing by rights affect negotiation?

Answer 48

People are concerned about who is "right" and rely on independent standards with perceived legitimacy or fairness to determine Reaching agreement can be difficult - most turn to a 3rd party

Question 49

How does framing by power affect negotiation?

Answer 49

Often about imposing other types of costs, people are concerned about having the ability to coerce someone to do something they would not normally do Relationships of mutual dependence - questions of who is more powerful turns on who is less dependent on the other

Question 50

Which framing technique is the best?

Answer 50

Focusing on interests tends to result in lower transaction costs, greater satisfaction with outcomes, less strain on relationship, and less recurrence of disputes