(Test Bank) Negotiation Readings, Exercises, and Cases

Lewicki,Barry,Saunders, 7

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7th Edition

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Test Bank for Negotiation Readings, Exercises, and Cases, The downloadable file consists of 788 pages, and the total size of the file is 4.31 MB. Purchase now only for highly discounted price.

Author(s): Lewicki, Barry, Saunders

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1-1 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. Chapter 01 The Nature of Negotiation Fill in the Blank QuestionsFill in the Blank QuestionsFill in the Blank QuestionsFill in the Blank Questions 1. People ____________ all the time. ________________________________________ 2. The term ____________ is used to describe the compe titive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot. ________________________________________ 3. Negotiating parties always negotiate by ___________ _. ________________________________________ 4. There are times when you should _________ negotiate . ________________________________________ 5. Successful negotiation involves the management of _ ___________ (e.g., the price or the terms of agreement) and also the resolution of ____________. ________________________________________ 1-2 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 6. Independent parties are able to meet their own ____ ________ without the help and assistance of others. ________________________________________ 7. The mix of convergent and conflicting goals charact erizes many ____________ relationships. ________________________________________ 8. The ____________ of people's goals, and the _______ _____ of the situation in which they are going to negotiate, strongly shapes negotiation pro cesses and outcomes. ________________________________________ 9. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _______ __. ________________________________________ 10. When parties are interdependent, they have to find a way to ____________ their differences. ________________________________________ 11. Negotiation is a ____________ that transforms over time. ________________________________________ 12. Negotiations often begin with statements of opening ____________. ________________________________________ 1-3 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 13. When one party accepts a change in his or her posit ion, a ____________ has been made. ________________________________________ 14. Two of the dilemmas in mutual adjustment that all n egotiators face are the dilemma of ____________ and the dilemma of ____________. ________________________________________ 15. Most actual negotiations are a combination of claim ing and ____________ value processes. ________________________________________ 16. _______________________ is analyzed as it affects t he ability of the group to make decisions, work productively, resolve its differences, and continue to achieve its goals effectively. ________________________________________ 17. Most people initially believe that ____________ is always bad or dysfunctional. ________________________________________ 18. The objective is not to eliminate conflict but to l earn how to manage it to control the ____________ elements while enjoying the productive aspects. ________________________________________ 19. The two-dimensional framework called the __________ _____________ postulates that people in conflict have two independent types of concern. ________________________________________ 1-4 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 20. Parties who employ the ____________ strategy mainta in their own aspirations and try to persuade the other party to yield. ________________________________________ True / False QuestionsTrue / False QuestionsTrue / False QuestionsTrue / False Questions 21. Negotiation is a process reserved only for the skil led diplomat, top salesperson, or ardent advocate for an organized lobby. True False 22. Many of the most important factors that shape a neg otiation result do not occur during the negotiation, but occur after the parties have negot iated. True False 23. Negotiation situations have fundamentally the same characteristics. True False 24. A creative negotiation that meets the objectives of all sides may not require compromise. True False 1-5 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 25. The parties prefer to negotiate and search for agre ement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it. True False 26. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, o r appropriate in the resolution of the tangibles. True False 27. When the goals of two or more people are interconne cted so that only one can achieve the goalಧsuch as running a race in which there will be only one winnerಧthis is a competitive situation, also known as a non-zero-sum or distributive situation. True False 28. A zero-sum situation is a situation in which indivi duals are so linked together that there is a positive correlation between their goal attainments . True False 29. 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. True False 1-6 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 30. In any industry in which repeat business is done wi th the same parties, there is always a balance between pushing the limit on any particular negotia tion and making sure the other partyಧand your relationship with himಧsurvives intact. True False 31. Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away. True False 32. The effective negotiator needs to understand how pe ople will adjust and readjust, and how the negotiations might twist and turn, based on one's o wn moves and the others' responses. True False 33. The pattern of give-and-take in negotiation is a ch aracteristic exclusive to formal negotiations. True False 34. In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives. True False 35. Negotiators do not have to be versatile in their co mfort and use of both major strategic approaches to be successful. True False 1-7 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 36. Differences in time preferences have the potential to create value in a negotiation. True False 37. Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome. True False 38. Intragroup conflict occurs between groups. True False 39. Negotiation is a strategy for productively managing conflict. True False 40. The dual concerns model has two dimensions: the ver tical dimension is often referred to as the cooperativeness dimension, and the horizontal dimen sion as the assertiveness dimension. True False Multiple Choice QuestionsMultiple Choice QuestionsMultiple Choice QuestionsMultiple Choice Questions 1-8 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 41. Which perspective can be used to understand differe nt aspects of negotiation? A. economics B. psychology C. anthropology D. law E. All of the above perspectives can be used to und erstand different aspects of negotiation. 42. To most people the words "bargaining" and "negotiat ion" are A. mutually exclusive. B. interchangeable. C. not related. D. interdependent. E. None of the above. 43. A situation in which solutions exist so that both p arties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following? A. mutual gains B. win-lose C. zero-sum D. win-win E. None of the above. 1-9 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 44. Which is not a characteristic of a negotiation or b argaining situation? A. conflict between parties B. two or more parties involved C. an established set of rules D. a voluntary process E. None of the above is a characteristic of a negot iation. 45. Tangible factors A. include the price or terms of agreement. B. are psychological motivations that influence the negotiations. C. include the need to look good in negotiations. D. cannot be measured in quantifiable terms. E. None of the above statements describe tangible f actors. 46. Which of the following is not an intangible factor in a negotiation? A. the need to look good B. final agreed upon price on a contract C. the need to appear "fair" or "honorable" D. to maintain a good relationship E. All of the above are intangible factors. 1-10 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 47. Interdependent parties' relationships are character ized by A. interlocking goals. B. solitary decision making. C. established procedures. D. rigid structures. E. Interdependent relationships are characterized b y all of the above. 48. A zero-sum situation is also known by another name of a situation. Which of the following is that? A. integrative B. distributive C. win-lose D. negotiative E. None of the above. 49. BATNA stands for A. best alternative to a negotiated agreement. B. best assignment to a negotiated agreement. C. best alternative to a negative agreement. D. best alternative to a negative assignment. E. BATNA stands for none of the above. 1-11 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 50. What are the two dilemmas of negotiation? A. the dilemma of cost and the dilemma of profit ma rgin B. the dilemma of honesty and the dilemma of profit margin C. the dilemma of trust and the dilemma of cost D. the dilemma of honesty and the dilemma of trust E. None of the above. 51. How much to believe of what the other party tells y ou A. depends on the reputation of the other party. B. is affected by the circumstances of the negotiat ion. C. is related to how he or she treated you in the past . D. is the dilemma of trust. E. All of the above. 52. Satisfaction with a negotiation is determined by A. the process through which an agreement is reache d and the dollar value of concessions made by each party. B. the actual outcome obtained by the negotiation a s compared to the initial bargaining positions of the negotiators. C. the process through which an agreement is reached a nd by the actual outcome obtained by the negotiation. D. the total dollar value of concessions made by each party. E. Satisfaction with a negotiation is determined by none of the above. 1-12 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 53. Which of the following statements about conflict is true? A. Conflict is the result of tangible factors. B. Conflict can occur when two parties are working toward the same goal and generally want the same outcome. C. Conflict only occurs when both parties want a very different settlement. D. Conflict has a minimal effect on interdependent rel ationships. E. All of the above statements about conflict are t rue. 54. In intragroup conflict, A. sources of conflict can include ideas, thoughts, emotions, values, predispositions, or drives that are in conflict with each other. B. conflict occurs between individual people. C. conflict affects the ability of the group to resolv e differences and continue to achieve its goals effectively. D. conflict is quite intricate because of the large nu mber of people involved and possible interactions between them. E. None of the above describes intragroup conflict. 55. Which of the following contribute to conflict's des tructive image? A. increased communication B. misperception and bias C. clarifying issues D. minimized differences; magnified similarities E. All of the above contribute to conflict's destru ctive image. 1-13 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 56. In the Dual Concerns Model, the level of concern fo r the individual's own outcomes and the level of concern for the other's outcomes are referred to as the A. cooperativeness dimension and the competitivenes s dimension. B. the assertiveness dimension and the competitiven ess dimension. C. the competitiveness dimension and the aggressivenes s dimension. D. the cooperativeness dimension and the assertiveness dimension. E. None of the above. 57. An individual who pursues his or her own outcomes s trongly and shows little concern for whether the other party obtains his or her desired outcomes is using another of the following strategies. Which one? A. yielding B. compromising C. contending D. problem solving E. None of the above. 1-14 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 58. Negotiators pursuing the yielding strategy A. show little interest or concern in whether they attain their own outcomes, but are quite interested in whether the other party attains his o r her outcomes. B. pursue their own outcome strongly and shows little concern for whether the other party obtains his or her desired outcome. C. shows little interest or concern in whether they at tain their own outcomes, and does not show much concern about whether the other party obtains his or her outcomes. D. show high concern for attaining their own outcomes and high concern for whether the other attains his or her outcomes. E. Negotiators pursuing the yielding strategy demon strate none of the above behaviors. 59. Parties pursuing one of the following strategies sh ow little interest or concern in whether they attain their own outcomes, and do not show much con cern about whether the other party obtains his or her outcomes. Which of the ones listed below ? A. contending B. compromising C. proble m solving D. yielding E. None of the above. 1-15 Copyright © 2015 McGraw-Hill Education. All rights reserved. No reproduction or distribution without t he prior written consent of McGraw-Hill Education. 60. Whereas distributive bargaining is often characteri zed by mistrust and suspicion, integrative negotiation is characterized by which of the follow ing? A. obligation and perseverance B. avoidance and compromise C. influence and persuasiveness D. trust and openness E. cognition and emotion Short Answer QuestionsShort Answer QuestionsShort Answer QuestionsShort Answer Questions 61. What are the three reasons negotiations occur?