Question 1

Why do parties negotiate by choice?

Accepted Answer

That is, they negotiate because they thi...

Question 2

Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available alternative.

Accepted Answer

A) True 
 B)False

Question 3

What are the three reasons negotiations occur?

Accepted Answer

Negotiations occur for several reasons: ...

Question 4

Which of the following statements about conflict is true?

Accepted Answer

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 relationships.
E)   all of the answers are correctF) C) and E)
G) All of the above

Question 5

Good negotiators are made, not born.

Accepted Answer

A) True 
 B)False

Question 6

It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles.

Accepted Answer

A) True 
 B)False

Question 7

What are concessions?

Accepted Answer

A concession has been made when one party accepts a change in his or her position. Concessions restrict the range of options within which a solution or agreement will be reached.

Question 8

Why should negotiators be versatile in their comfort and use of both value-claiming and value-creating strategic approaches?

Accepted Answer

Not only must negotiators be able to rec...

Question 9

Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby.

Accepted Answer

A) True 
 B)False

Question 10

Most actual negotiations are a combination of claiming and creating value processes.

Accepted Answer

A) True 
 B)False

Question 11

What does BATNA stand for?

Accepted Answer

Best Alter...

Question 12

Contrast and compare the dilemmas of honesty and trust.

Accepted Answer

Dilemma of honesty concerns ho...

Question 13

What are tangible and intangible factors in negotiation?

Accepted Answer

Tangible factors include quantifiable it...

Question 14

A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

Accepted Answer

A) True 
 B)False

Question 15

Successful negotiation involves the management of tangibles (e.g., the price or the terms of agreement) and also the resolution of intangibles.

Accepted Answer

A) True 
 B)False  True

Question 16

Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of honesty and the dilemma of trust.

Accepted Answer

A) True 
 B)False

Question 17

A creative negotiation that meets the objectives of all sides may not require compromise.

Accepted Answer

A) True 
 B)False  True

Question 18

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is what kind of a situation?

Accepted Answer

A)   mutual gains
B)   win-lose
C)   zero-sum
D)   win-win
E)   none of the answers are correctF) C) and D)
G) A) and B)

Question 19

Define "zero-sum" situation.

Accepted Answer

Individuals are so linked toge...

Question 20

Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.

Accepted Answer

A) True 
 B)False

Exam 1: The Nature of Negotiation

Why do parties negotiate by choice?

Correct AnswerverifiedThat is, they negotiate because they thi...View AnswerShow Answer

Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available alternative.

Correct AnswerverifiedShow Answer

What are the three reasons negotiations occur?

Correct AnswerverifiedNegotiations occur for several reasons: ...View AnswerShow Answer

Which of the following statements about conflict is true?

Correct AnswerverifiedShow Answer

Good negotiators are made, not born.

Correct AnswerverifiedShow Answer

It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles.

Correct AnswerverifiedShow Answer

What are concessions?

Correct AnswerverifiedA concession has been made when one party accepts a change in his or her position. Concessions restrict the range of options within which a solution or agreement will be reached.

Why should negotiators be versatile in their comfort and use of both value-claiming and value-creating strategic approaches?

Correct AnswerverifiedNot only must negotiators be able to rec...View AnswerShow Answer

Negotiation is a process reserved only for the skilled diplomat, top salesperson, or ardent advocate for an organized lobby.

Correct AnswerverifiedShow Answer

Most actual negotiations are a combination of claiming and creating value processes.

Correct AnswerverifiedShow Answer

What does BATNA stand for?

Correct AnswerverifiedBest Alter...View AnswerShow Answer

Contrast and compare the dilemmas of honesty and trust.

Correct AnswerverifiedDilemma of honesty concerns ho...View AnswerShow Answer

What are tangible and intangible factors in negotiation?

Correct AnswerverifiedTangible factors include quantifiable it...View AnswerShow Answer

A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.

Correct AnswerverifiedShow Answer

Successful negotiation involves the management of tangibles (e.g., the price or the terms of agreement) and also the resolution of intangibles.

Correct AnswerverifiedTrue

Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of honesty and the dilemma of trust.

Correct AnswerverifiedShow Answer

A creative negotiation that meets the objectives of all sides may not require compromise.

Correct AnswerverifiedTrue

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is what kind of a situation?

Correct AnswerverifiedShow Answer

Define "zero-sum" situation.

Correct AnswerverifiedIndividuals are so linked toge...View AnswerShow Answer

Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.

Correct AnswerverifiedShow Answer

Correct Answer
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That is, they negotiate because they thi...
View Answer

Correct Answer
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Correct Answer
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Negotiations occur for several reasons: ...
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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A concession has been made when one party accepts a change in his or her position. Concessions restrict the range of options within which a solution or agreement will be reached.

Correct Answer
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Not only must negotiators be able to rec...
View Answer

Correct Answer
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Correct Answer
verified

Correct Answer
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Best Alter...
View Answer

Correct Answer
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Dilemma of honesty concerns ho...
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Correct Answer
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Tangible factors include quantifiable it...
View Answer

Correct Answer
verified

Correct Answer
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True

Correct Answer
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Correct Answer
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True

Correct Answer
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Correct Answer
verified
Individuals are so linked toge...
View Answer

Correct Answer
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