An example of an assertive negotiator is one who does which of the following?
A party who clearly states his point match and
protects his misspent interest
A party who nearly states his points and protects
his personal interest
A party who
clearly states his points and protects his personal interest
A co-party who clearly states his ancillary points
and protects his personal interest
An agitated negotiator exhibits which of the following traits?
Malaproped, misanthroped, cramped, depressed
Uptight,
aggressive, difficult, tension-laden
Trite, prefabricated, tunneled, misaligned
Autumnal, belligerent, fragrant, perfunctory
Are economic outcomes ever a factor in negotiations, true or false?
False, no one bends the rules for money
False, most negotiations do not involve money
True, many
negotiations involve money
False, money does not matter in negotiations
People in conflict with each other typically perceive the other person with what traits?
Negatively and
with bias
Positively and with bias
Negatively and with poise
What is a "bargaining factor" in a negotiation?
This project factor is a bargaining factor in
negotiations
This is a factor
that must be negotiated to a mutual result for the satisfaction of both parties
This is a factor that will be reviewed by
alternative dispute resolvers at the contract negotiation
This is a factor that is only negotiated on a
schema contract with all parties
An example of a negotiation in daily life is which of the following?
Bartering for a
good price for an item at a flea market
Allowing a person to take free items from the trash
at the office
Bartering for capital gain development at an
organization
Allowing a person to dumpster dive in a wealthy
neighborhood
Which of the following is a first step in preparing to negotiate?
Develop a compromise
Develop a refusal to compromise
Identify exactly what the other party is willing to
give up
Identify exactly
what you want out of the negotiation
Using accommodation to negotiate as a result of a desire to maintain friendly relationships is called a:
Hard tactic
Soft tactic
Firm tactic
Medium tactic
"Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.
True
False
What is a counter-offer in a negotiation?
It is an offer made to cut the original offer in
half, to be fair and equitable to all parties
It is the offer that is made first, then it is
remade at the end of negotiations unchanged
It is an offer
made to counter an original offer, usually with new or different terms
presented
Collaborative style negotiations work to meet the needs of which individuals?
All parties involved in disputed conjunctions
All metrics of the table of contents
All parties
involved in the negotiation
Some parties involved in self-exploration
Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away.
False
True
What is a non-negotiable factor in a negotiation?
A factor that is able to be conceded during
negotiated planning
A factor that
cannot be conceded during negotiations
Negotiators use active listening skills to satisfy what characteristic of beneficial negotiating?
Leave it up to the court to straighten out the
issues
Going around in a circle to pick up all of the
issues
Guaranteeing all
parties positions are heard and understood
Understanding when to back off and put down the
gavel
A cooperative negotiator exhibits which of the following traits?
Collaborative, conscious, cut-throat
Respectful, disdainful, manic
Peaceful,
collaborative, community-oriented
Crafty, cunning, maligned
True or false? In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the other party—and your relationship with him—survives intact.
True
False
What is a pressure point?
The point of value driven excellence
The point of the interest given by a bank
The point where
a person will feel forced to negotiate for an interest
The point of no return at the end of an acupuncture
treatment
Using "hard" negotiation tactics can be harmful because:
This approach results in a win-win for all parties
This approach ensures that neither side prospers
This approach ensures that neither side is
accommodated
This approach
often permanently damages the relationship between the parties
When resolving major disagreements, the negotiator should always ensure:
That they are manipulative in order to win
That they don’t prepare excessively
That they
prepare thoroughly
Win-win negotiation technique is beneficial to all parties because of what reason?
The interests of the counter insurgency are met
daily
The interests of the Geiger counter are met with
the resolution of the issues
Everyone's
interests are met with the result of the negotiation
The interests of the counteroffer are met on
resolution of the issue
ADR stands for what negotiation tool?
Altimeter Diamond Result
Adding Demands Resounded
Additional Dispute Resolve
Alternative
Dispute Resolution
Which parties to a negotiation enjoy the most bargaining power?
The negotiator with the most clout has the most to
lose in court
The most bargaining power comes from the most
aggressive player
The parties with
access to the most choices, alternatives or resources have the most bargaining
power
The person with the most friends has the most
parties
Having a targeted amount in mind ahead of negotiations should be based on:
Worthiness of the negotiator
Worthiness of the other party
Research and
realistic expectations
What is a negotiation agenda?
A briefing of all of the parties at negotiation
court
A court ordered document, rarely actually used in
practice
An outline of
what will be discussed at the negotiation
What is a synonym for a concession during a negotiation?
A compost
A cosmopolitan
A component
A compromise
A cheerful negotiator exhibits which of the following traits?
Schizophrenic, manic, depressive, easy
Positive,
pleasant, excited, accommodating
Positive, passive, aggressive, psychotic
Thrill seeking, rushing, rambling, restive
Every interaction with someone is an opportunity to either negotiate, or in preparation for a future negotiation.
False
True
How is a management briefing used to the benefit of the negotiator?
It is used to
benefit the negotiator with information on the negotiation contract or plan
It will not benefit the plan and should be thrown
out
It can lead to the negotiator cancelling the
management of the negotiation
Why do negotiators need to utilize good listening skills?
To hear and take under advisement all solutions to
the resolution
To manage the party and resolve situations in the
future
To hear and
understand all issues brought to the negotiations table by the parties
To appear interested so the other party lets their
guard down
What is a critical trait of a negotiator?
To deal with all
parties of the negotiations in a fair manner
To deal with all parties in a fairly aggressive
manner
To take out the aggression on the weakest party
member
To come to the bargaining table with a chip on the
shoulder
What are the characteristics of conflict resolution?
Making a problem, researching an alternative,
managing a solution
Finding a problem, researching a problem and
managing a solution
Defining the
problem, resourcing alternatives, choosing solutions
Which of the following are two opposing positions often seen in negotiations?
Competition vs.
Cooperation
Cooperation vs. Cynicism
What is the best way to understand the other party's interests in a negotiation?
Conduct research
in advance of the negotiation
Conduct a comprehensive survey of the other party
Hypnotize the other party while asking
Use an undercover observation
What is the BATNA in a negotiation?
Better Answers to a Negotiated Agreement
Best Alternative
to a Negotiated Agreement
Best Additive for a Negative Assertion
Benefit Alternative to the Negotiation Agreement
What do negotiators do when they experience hostility at the negotiation table?
They work with
all of the parties to diffuse the situation to continue negotiation
They work with some of the powers to gain authority
for negotiations
They work with the party who has paid the most
money towards resolutions
They work with the party that is in the lead
negotiation seat
In negotiating, it is best to default to what type of approach?
Frugal
Compartmentalized
All or nothing
What is a persuasive argument?
An argument made by an individual to persuade
someone to backtrack on resolutions
An argument made
by an individual to persuade someone to share the same goals as the arguer
An argument made by an individual to persuade
something to fail
A counter argument made by an individual to
persuade someone to succeed
What are the characteristics of a dispute?
Most disputes
have two sides and various perspectives
Most disputes have one side with one person being
right at that instant
Most disputes can be solved with statistical
problem solvers
Most disputes are placed into alternative dispute
resolution
Negotiation situations frequently comprise of similar characteristics.
True
False
Negotiators are unable to utilize unclear information because of what reason?
It could lead to a resolved industrial
misconception
It could lead to
misunderstandings among negotiating parties
It could lead to mismanaged funds
It could lead to unending resolutions at the
bargaining table
A negotiator anaylzes verbal and non-verbal cues to determine what tactic?
the time to stop the negotiation to be equal to the
parties
misunderstandings
or hidden intentions of the parties
the legality of the hidden intentions of the
parties
Multiparty negotiations differ from two-party deliberations in which of the following ways?
The process for multiparty negotiators is more
complex than two-party ones.
The environment changes from a one-on-one dialogue
to small group discussion.
More issues and more information are introduced
than when two parties negotiate.
Multiparty negotiations have more negotiators at
the table.
All of the above
statements about multiparty negotiations are true.
What is a negotiated interest?
The interest or
factor motivating a party to negotiate
The interest in a real estate contract
The opportunity to build a start up from the
acquired takeover interest
The interest in developing financial services at a
company
What is bargaining power as exhibited in a negotiation?
The authority to
leverage power in a negotiation
The authority to strong arm the competition in a
negotiation
The negotiator with the loudest voice is the winner
The negotiator with the most meddle is the winner
To "clarify and confirm" is a statement used in negotiations to effectuate what result?
To clarify what
was said and confirm clear understanding of the issues or facts
To clarify what was said and make unclear
assumptions and understanding of the issues or facts
To declare what was said and confirm clear
understanding of the issues or facts
To clarify what was taken back and confirm clear
understanding of the issues or facts
The five factors of conflict resolution by Kenneth Thomas and Ralph Kilmann are which of the following?
competitive,
collaborative, compromising, accommodating, avoiding
competitive, collaborative, compromising,
accommodating, avalanche
competitive, collaborative, compromising,
accoutrement's, avoiding
competitive, collaborative, composting,
accommodating, avoiding
What is the definition of an "objective negotiation position"?
This is a fair
and balanced position available for all parties
This position is available for parties that agree
not to counter the offer
This position is only available for the first
parties to the bargaining table
This position is never allowed in negotiations
What are some organizational rewards of negotiating with other parties?
Interest bearing accounts, financial services, health
care and rewards
Income,
revenues, profits, and viable contracts
Resolutions, compliance, accommodation and doubt
Rewards, reflections, aggression and arrogance
BATNA stands for
BATNA stands for none of the above.
best alternative
to a negotiated agreement.
best assignment to a negotiated agreement.
best alternative to a negative assignment.
best alternative to a negative agreement.
What is the illusion of transparency?
When
negotiations assume that the parties can see their hidden objectives
When negotiators hide the solutions behind their
backs
When negotiators hide their feelings about
statistics
When the accountant cooks the books
Compromising negotiation styles try to accomplish which of the following goals?
To fulfil the requirements of the past situation
To fulfil the requirements of the parties to the
court case
To fulfil the understanding of the requirement of
simplicity
To fulfil the
requirements of some of the parties involved in the negotiations
An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant
group.
opponent.
cooperator.
arbitrator.
team member.
Contract negotiations typically allow a team member to have what authority during the negotiations?
To bend the parties to work behind the back of the
arbitrator
To bend the
parties to the agreed to written contract
To force the parties to work off contract
To bend the rules for the negotiator
Using a win-lose negotiation strategy may be appropriate when:
One party is working with less facts than the other
One party's need to win is very high
There is no need
to have an ongoing relationship with the other party
A party's need to win is neutral
An example of a passive negotiator is which of the following?
The interests of the parties are not respected
A party or arbitrator who decides the resolution
unilaterally
Someone who
refuses to speak up and protect his own interests
Some parties who take their interest to the court
What is a neutral arbitrator?
An arbitrator or person with a vested interest in
the outcome of the negotiation
An arbitrator or
person with no vested interest in the outcome of the negotiation
An arbitrator or person with no vested
interest-income in the outcome of the negotiation
An arbitrator or person with a disinterest or
selfish interest in the outcome of the negotiation
In preparing to negotiate on a large disagreement, it is best to:
Compartmentalize possible outcomes
Define win-lose outcomes for the other party
Decide on alternatives
in case agreement is not reached with the other party
Prioritize acceptable losses
A hidden interest of a party is difficult to conquer because of what reason?
A party will barter to keep an item from being
resolved
A party will disgust other people to stop the
negotiations
A party will
hide an interest to protect another interest and keep power for himself
A party will hide an interest to retract another
interest and keep power points to himself
What is bargaining driven by?
Your own deep knowledge of your situation and of
your business
Parties
offering, asking for and accepting concessions
Unsolved problems in negotiation
The other party’s request
Locking in a negotiated offer is seen in which of the following examples?
An auto dealer
offering a car on sale only until a certain date
A used car salesman offering balloons to a child
A mother allowing a child to have cookies for
dessert
A bartering flea market vendor allowing a product
to go on sale
Which are personal values used in negotiations?
Honesty, Integrity, passion to win
Candor, fairness, trustworthiness
Honesty, faithfulness, spirituality
Fairness,
honesty, trust
What are the traits of an imbalance of power during a negotiation?
One person may tip the balance in the direction of
malfeasance and mistreatment
One group may collaborate with the other group
behind some one's back
One group may
become used or exploited by another more powerful group
One person may persuade another person to injustice
Negotiations that aim for equally satisfying outcomes for both parties are called:
Independent, separate or non-principled
negotiations
Independent, disintegrative, principled
negotiations
Collaborative, conscious, principled negotiations
Collaborative,
integrative or principled negotiations
What is a negotiation trade-off position?
A position that the opposing party will never
concede
A position that the parties will assimilate to
during negotiations
A position that
can be abandoned or modified during negotiations
True or false? A creative negotiation that meets the objectives of all sides may not require compromise.
False
True
Which is a guideline for principled negotiation?
Determine the positions of the parties and yield to
the party with the highest position
Define objective
standards as the criteria for making the decision
Define what the outcome should look like
Begin with the end in mind
What is a fixed-pie perspective in negotiations?
When negotiators
believe that the assumptions of the participating parties are based on opposite
assumptions
When the tribunal is an alternative disputed
resolver
When fixed leverage is used to unbalance the
negotiations
When fixed negotiations resolve themselves before a
tribunal
The opposite negotiation tactic from hard negotiation is:
Impromptu negotiations
Accommodation
Arm wrestle negotiations
Pre-planned negotiations
In negotiating contracts, the offer is more than the dollar amount and should include:
Statement of
work, identification of the product, express warranties and terms and
conditions
Request for proposal, identification of product,
express warranties and terms and conditions
Request for proposal, statement of work and express
terms and conditions
Statement of work, identification of product,
express warranties and baked goods
When negotiating contracts, it is best to _________ the contract's risks and revenue.
Prioritize
Monitor
Compartmentalize
Exclude
Successful logrolling requires:
no additional information about the other party
than his/her interests, and assumes that simply enlarging the resources will
solve the problem.
that one party is allowed to obtain his/her
objectives and he/she then "pays off" the other party for
accommodating his/her interests.
a fundamental reformulation of the problem such
that the parties are disclosing sufficient information to discover their interests
and needs and then inventing options that will satisfy both parties' needs.
that 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.
Which is a guideline for principled negotiation?
Separate the
people from the problem
Focus on the negotiation program
Focus on ways to win
View the people and the problem together as one
unit
Which is a guideline for principled negotiation?
Generate the most creative possibility and make a
decision
Generate a couple of strong possibilities and make
a decision
Generate one possibility and stick to it
Generate a wide
variety of possibilities before making a decision
Accommodating negotiation styles attempt to meet the needs of the parties by using which goal?
The goals of the parties are met unless it provides
a detriment to the negotiator's solution
The goals of the negotiation are never met
The goals of the negotiation are sometimes met
The goals of the
parties are met even if it provides a detriment to the negotiator's needs
What are the two dilemmas of negotiation?
the dilemma of
honesty and the dilemma of trust
the dilemma of trust and the dilemma of cost
None of the above.
the dilemma of honesty and the dilemma of profit
margin
the dilemma of cost and the dilemma of profit
margin
What ineffective, but typical approach do people use when negotiating?
Distributive,
single interest, negotiating
Creative alternatives based on interests not
positions
Ultimatum tactics for expected discontinued
relationships
Creating alternatives for the other party to change
their position without remorse or perceived loss
Establishing an agreement on what time the
negotiation will end regardless of outcome.
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 which of the following?
Win-win
Win-lose
Mutual gains
Zero-sum
None of the above
Contract negotiations may include what element of analysis?
Cost benefit analysis of confluence
Cost collaboration of a conglomerate
Cost and privy
assessment of an issue
Cost variance of the analysis of an authority
In integrative negotiation, decisions must be finalized in each step of the negotiation process.
False
True
The initial offer sets the tone for the negotiation and should be:
Bold and
aggressive
Bold but mild
Reserved but aggressive
Bold and excessive
In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?
define the problem in a way that is mutually
acceptable to both sides.
separate the problem definition from the search for
solutions.
state the
problem with an eye toward practicality and comprehensiveness.
state the problem as a goal and identify the
obstacles to attaining this goal.
depersonalizing the problem.
Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.
False
True
A zero-sum situation is also known by which other name?
win-lose
negotiative
distributive
None of the above.
integrative
Some people are invariably difficult and their behavior follows predictable and one of the other following patterns. Which one?
contentious
aggressive
counter indicating
identifiable
confusing
