Practice Midterm

Question 1

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. T or F?

Answer 1

true

Question 2

True or False, conflict can occur when two parties are working toward the same goal and generally want the same outcome

Answer 2

True

Question 3

Single-issue negotiations can often be made integrative by working to decrease the number of issues T or F?

Answer 3

False

Question 4

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 4

True

Question 5

How much to believe of what the other party tells you is affected by: ?

Answer 5

• the circumstances of the negotiation
• the relations of how he or she treated you in the past
• the reputation of the other party (can depend on it)
• the dilemma of trust

Question 6

An integrative negotiation problem should be defined as a solution process rather than a specific goal to be attained. T or F?

Answer 6

False

Question 7

Good distributive bargainers will

Answer 7

ensure that there is enough room in the bargaining range to make some concessions

Question 8

When people do not trust each other they are more than likely to engage in which behavior?

Answer 8

positional bargaining

Question 9

Disruptive action actions can cause

Answer 9

• anger
• escalation of conflict
• increased costs
• embarrassment

Question 10

A large majority of agreements in distributive marketing are reached when the deadline is ___.

Answer 10

near

Question 11

T or F? 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.

Answer 11

False

Question 12

A joint goal is one in which______

Answer 12

individuals with different personal goals agree to combine them in a collective effort

Question 13

Interdependent parties’ relationships are characterized by___.

Answer 13

interlocking goals

Question 14

Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by?

Answer 14

trust and openness

Question 15

T/F For positive problem solving to occur, both parties must be committed to stating the problem in neutral terms

Answer 15

true

Question 16

Successful logrolling requires:

Answer 16

the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue

Question 17

Interests can be:

Answer 17

• substantive, directly related to focal issues under negotiation
• process-bases, related to the manner in which we settle this dispute
• based in the intangibles of the negotiation
• relationship-based, tied to the current or desired future relationship between the parties

Question 18

T/F In “calculated incompetence,” the negotiator is intentionally given false or misleading information to reveal to the other party

Answer 18

false

Question 19

Effective planning requires hard work on the following points:

Answer 19

• Defining the bargaining limit
• defining limits and alternatives
• defining interests
• defining the issues

Question 20

T/F The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly, the more likely will be to establish a modest resistance point.

Answer 20

True

Question 21

T/F The resistance point is the point at which a negotiator would like to conclude negotiations

Answer 21

False

Question 22

T/F Intrinsic relationship interests exit when the parties derive positive benefits from the relationship and do not wish to endanger future benefits by souring it

Answer 22

False

Question 23

T/F 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

Answer 23

True

Question 24

A strong interest in achieving only substantive outcomes tends to support which strategy?

Answer 24

competitive

Question 25

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

Answer 25

set and push for high objectives

Question 26

T/F Negotiations with a positive settlement range are obvious from the beginning

Answer 26

False

Question 27

What is 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?

Answer 27

win-win

Question 28

T/F One way negotiators may convey the message that “this is the last offer” is by making a personalized concession

Answer 28

True

Question 29

T/F in brainstorming, participants are urged to be spontaneous, even impractical, and to censor anyone’s ideas (including their own)

Answer 29

False

Question 30

T/F Studies indicate that negotiators who make low modest opening offers get higher settlements than do those who make opening offers

Answer 30

False

Question 31

T/F If both parties understand the motivating factors for the other, they may recognize possible compatibilities in interests that permit them to invent new options which both will endorse as an acceptable settlement

Answer 31

True

Question 32

Tangible Factors___

Answer 32

include the price or terms of agreement

Question 33

What can contribute to conflict’s destructive image?

Answer 33

misperception and bias

Question 34

T/F Interests may be process-based and relationship based

Answer 34

True