CHUONG 4

What are the most critical precursors for achieving negotiation objectives? A) Effective strategizing, planning and preparation B) goal setting and target planning C) defining frames and setting goals D) framing and strategizing E) none of the above

Which of the following is not a reason that negotiations fail? A) Allowing insufficient time for planning B) Failing to set clear objectives C) Understanding the strengths and weaknesses of their and the other party's positions D) Depending on being quick and clever during negotiations

A negotiator's goals: A) are intrinsically in conflict with his opponent's goals B) have no boundaries or limits C) are explicitly stated wishes D) must be reasonably attainable E) all of the above

The less concrete and measurable goals are: 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 above

Which is not a difference between strategy and tactics? A) Scale B) Goals C) Perspective D) Immediacy

A strong interest in achieving only substantive outcomes tends to support which of the following strategies? A) collaborative B) accommodating C) competitive D) avoidance E) none of the above

A strong interest in achieving only the relationship outcomes suggests one, if any, of the following strategies. Which one? A) competitive B) accommodation C) collaborative D) avoidance E) none of the above

Avoidance could best be used when: A) negotiation is necessary to meet your needs B) the time and effort to negotiate are negligible C) the available alternatives are very strong D) the only available negotiator is a senior manager. E) all of the above

Which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image? A) collaboration B) avoidance C) engagement D) accommodation

Characteristics of collaborative strategies include: 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 above

In an accommodative negotiation, the relationships have: A) a short-term focus B) a long-term focus C) may be either short term or long term D) none of the above

Accommodative strategies emphasize: 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

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process: A) preparation B) information gathering C) relationship building D) information using E) None of the above

The general structure of a phase model of negotiations involves: A) Three phases: initiation; problem-solving; resolution B) Four phases: pre-initiation; initiation; problem-solving; resolution C) Two phases: problem-solving and resolution D) None of the above

Which is not a key step to an ideal negotiation process? A) Preparation B) Relationship Building C) Information Gathering D) Bidding E) All of the above are key steps

What is the dominant force for success in negotiation? A) a distributive vs. integrative strategy B) the planning that takes place prior to the dialogue C) the discussions that precede planning sessions D) the tactics selected in support of strategic goals E) all of the above

Effective planning requires hard work on the following points: A) Defining the issues B) Defining the bargaining limit C) Defining interests D) Defining limits and alternatives E) All of the above

Interests can be: 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 above

Which is not true of limits? A) Are the point where you should stop the negotiation B) Are also called resistance point C) Establishing them is a critical part of planning D) They should be ignored in a bidding war E) All of the above

Does any of the following represent the point at which we realistically expect to achieve a settlement? A) specific target point B) resistance point C) alternative D) asking price E) none of the above

Which represents the best deal we can possibly hope to achieve? A) specific target point B) resistance point C) alternative D) asking price E) none of the above

Reactive strategies: A) encourage negotiators to be more flexible and creative B) can efficiently clear up confusion about issues C) will lessen a negotiator's defensive posture D) can make negotiators feel threatened and defensive E) none of the above

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

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information. A) What facts support my point of view? B) Whom may I consult or take with to help me elaborate or clarify the facts? C) What is the other party's point of view likely to be? D) How can I develop and present the facts so they are most convincing? E) All of the above questions should be asked.

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? 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?