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Exam 1: The Nature of Negotiation

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Question 1

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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.

F) B) and C)
G) A) and B)

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Question 2

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Negotiating parties always negotiate by ____________.

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Question 3

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In contrast,non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.

Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes,and do not show much concern about whether the other party obtains his or her outcomes.Which of the ones listed below?

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.

Interdependent parties' relationships are characterized by

The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.

The Dual Concerns Model is a two-dimensional framework that postulates that people in conflict have two independent types of concern.What are those two types of concerns?

Define "zero-sum" situation.

What are the three reasons negotiations occur?

The dual concerns model has two dimensions: the vertical dimension is often referred to as the cooperativeness dimension,and the horizontal dimension as the assertiveness dimension.

When the goals of two or more people are interconnected so that only one can achieve the goal-such as running a race in which there will be only one winner-this is a competitive situation,also known as a non-zero-sum or distributive situation.

Negotiation is a ____________ that transforms over time.

Negotiations often begin with statements of opening ____________.

Satisfaction with a negotiation is determined by

Intragroup conflict occurs between groups.

Whereas distributive bargaining is often characterized by mistrust and suspicion,integrative negotiation is characterized by which of the following?

The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects.

What does BATNA stand for?