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Exam 1: The Nature of Negotiation

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Question 41

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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 factors.

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Question 42

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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.

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Question 43

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The two-dimensional framework called the ____________ ____________ ____________ postulates that people in conflict have two independent types of concern.

Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of __________.

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.

What are the three reasons negotiations occur?

What are the five major strategies for conflict management (as identified in the Dual Concerns framework)?

Define "zero-sum" situation.

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

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.

Explain how conflict is a potential consequence of interdependent relationships.

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

To most people the words "bargaining" and "negotiation" are

People ____________ all the time.

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

Most people initially believe that ____________ is always bad.

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. Multiple Choice Questions

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

Satisfaction with a negotiation is determined by