Question 1

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) B) and D)
G) C) and E)

Question 2

The less concrete and measurable goals are:

Accepted Answer

A)   the harder it is to communicate to the other party what we want
B)   the easier it is to understand what your opponent wants
C)   the easier it is to determine whether a particular outcome satisfies our goals
D)   the harder it is to restate what the initial goal was
E)   all of the aboveF) A) and B)
G) C) and E)

Question 3

____________ are other agreements negotiators could achieve and still meet their needs.

Accepted Answer

The answer of ____________ are other agreements negotiators could achieve...

Question 4

Define bargaining mix.

Accepted Answer

The combined lists o...

Question 5

Interests can be:

Accepted Answer

A)   substantive, directly related to the focal issues under negotiation
B)   process based, related to the manner in which we settle this dispute
C)   relationship based, tied to the current or desired future relationship between the parties
D)   based in the intangibles of the negotiation
E)   all of the aboveF) B) and E)
G) A) and B)

Question 6

An initiation (or beginning) phase, problem-solving (or middle) phase and an ending (or resolution) phase are descriptive of ____________ negotiations.

Accepted Answer

The answer of An initiation (or beginning) phase, problem-solving (or...

Question 7

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 aboveF) B) and D)
G) B) and C)

Question 8

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

Accepted Answer

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

Question 9

What are the advantages and disadvantages of large bargaining mixes?

Accepted Answer

Large bargaining mixes give us more poss...

Question 10

Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.

Accepted Answer

A) True 
 B)False

Question 11

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) D) and E)
G) A) and B)

Question 12

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

Accepted Answer

The negotiator shoul...

Question 13

Multiple-issue negotiations lend themselves more to ____________ negotiations.

Accepted Answer

The answer of Multiple-issue negotiations lend themselves more to ____________...

Question 14

What is the danger about making assumptions to predict the other party's negotiating behavior?

Accepted Answer

We can use the information to prepare, t...

Question 15

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

Accepted Answer

Even if an issue is unimportant or incon...

Question 16

Define goal.

Accepted Answer

A goal is a specific...

Question 17

Effective planning requires hard work on the following points:

Accepted Answer

A)   Defining the issues
B)   Defining the bargaining limit
C)   Defining interests
D)   Defining limits and alternatives
E)   All of the aboveF) A) and D)
G) B) and D)

Question 18

In an accommodative negotiation, the relationships have:

Accepted Answer

A)   a short-term focus
B)   a long-term focus
C)   may be either short term or long term
D)   none of the aboveE) A) and D)
F) None of the above

Question 19

Define strategy and tactics.

Accepted Answer

Tactics are short-term, adapti...

Question 20

What information do we need about the other party to prepare effectively?

Accepted Answer

The other party's current resources, int...

Exam 4: Negotiation Strategy and Planning

Define strategy and tactics.

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

Effective planning requires hard work on the following points:

Correct AnswerverifiedShow Answer

An initiation (or beginning) phase, problem-solving (or middle) phase and an ending (or resolution) phase are descriptive of ____________ negotiations.

Correct AnswerverifiedShow Answer

Multiple-issue negotiations lend themselves more to ____________ negotiations.

Correct AnswerverifiedShow Answer

Accommodative strategies emphasize:

Correct AnswerverifiedShow Answer

In an accommodative negotiation, the relationships have:

Correct AnswerverifiedShow Answer

The less concrete and measurable goals are:

Correct AnswerverifiedShow Answer

Interests can be:

Correct AnswerverifiedShow Answer

____________ are other agreements negotiators could achieve and still meet their needs.

Correct AnswerverifiedShow Answer

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

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

Define bargaining mix.

Correct AnswerverifiedThe combined lists o...View AnswerShow Answer

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?

Correct AnswerverifiedThe negotiator shoul...View AnswerShow Answer

What information do we need about the other party to prepare effectively?

Correct AnswerverifiedThe other party's current resources, int...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes.

Correct AnswerverifiedShow Answer

Characteristics of collaborative strategies include:

Correct AnswerverifiedShow Answer

What is the danger about making assumptions to predict the other party's negotiating behavior?

Correct AnswerverifiedWe can use the information to prepare, t...View AnswerShow Answer

What are the advantages and disadvantages of large bargaining mixes?

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

Define goal.

Correct AnswerverifiedA goal is a specific...View AnswerShow Answer

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

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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often requires considering how to package several issues and objectives.

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

Correct Answer
verified
The combined lists o...
View Answer

Correct Answer
verified
The negotiator shoul...
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Correct Answer
verified
The other party's current resources, int...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
We can use the information to prepare, t...
View Answer

Correct Answer
verified
Large bargaining mixes give us more poss...
View Answer

Correct Answer
verified
A goal is a specific...
View Answer