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Why is "expanding the pie" an effective way of negotiating collaboratively?


A) It threatens both parties into giving up their piece of the pie.
B) Someone is always "hungrier."
C) It attempts to expand scarce resources available by altering the conflict structure.
D) People become more entrenched in their "positions."
E) The playing field is "leveled."

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C

A "distributive" bargainer is generally not concerned about the future relationship with the other party involved in a negotiation.

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True

Your sweater company is having an unusually large amount of business due to an extremely cold winter.Your boss expects you to keep up with your work,but won't allow overtime because of cost cutting throughout the company.You suggest that they hire another person,although you realize the large volume of business is temporary.When you discuss this with your boss,you both decide that your boss can help you temporarily,thus finding an inexpensive solution to your problem.This is an example of which communication pattern?


A) Logrolling
B) Cost cutting
C) Bridging
D) Compromising
E) Competing

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Distributive (competitive)bargaining focuses more on persuasion than a collaborative approach.

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Which of the following is a basic assumption of distributive negotiation?


A) Interdependence is recognized and enhanced.
B) The negotiating world is controlled by enlightened self-interest.
C) The underlying motivation of negotiation is competitive.
D) The goal of negotiation is to ensure that everyone wins equally.
E) Common interests are valued and sought in negotiations.

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C

Which of the following is not a basic assumption of integrative negotiation?


A) Common interests are valued and sought.
B) Interdependence is recognized and enhanced.
C) Limited resources do not exist.
D) The goal is a mutually agreeable solution that is fair to all.
E) The negotiating world is controlled by enlightened self-interest.

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Which of the following is a potentially constructive way to balance power in a negotiation?


A) Hiring a mediator to help you
B) Beginning to avoid people who we perceive to have higher power
C) Using your skills in manipulation
D) Feigning ignorance
E) Focusing on your own needs and tasks

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Giving all the power to one party is an effective way of managing power in a collaborative approach to negotiation.

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According to Hocker and Wilmot,parties can disagree without being "disagreeable."

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Which of the following statements is false about assessing interests in negotiations?


A) If you don't ask what the other's interests are,you are likely to be off base.
B) Parties in conflict often assume they know the interests of the other.
C) Taking a firm position suggests several interests typically underlie it.
D) Parties always have multiple interests.
E) Relational and identity issues are rarely important in negotiations.

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Negotiation typically uses a formal,debate-style argumentation.

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Which of the following is a type of nonspecific compensation that invents new options to meet the other sides's needs in a negotiation?


A) Patterning
B) Bridging
C) Cost cutting
D) Obliging
E) Stonewalling

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Men generally enjoy more favorable outcomes in competitive negotiation settings in comparison to women.

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Which of the following is a disadvantage of integrative bargaining?


A) The bias toward cooperation may result in internal pressure to compromise when you don't really want to.
B) It can avoid confrontation.
C) There is an increased vulnerability to deception and manipulation by a competitive opponent.
D) It requires substantial process knowledge and skill to be effective.
E) All of the answers are correct.

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Which of the following is not true of competitive bargainers?


A) They will make high opening demands and concede slowly.
B) They will recognize and enhance interdependence.
C) They will exaggerate the value of concessions that are offered.
D) They will try to resist persuasion on issues.
E) All of the answers are correct.

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From a competitive approach,principled negotiation may appear weak.According to the authors of your text,strength or toughness comes in the form of:


A) accommodating the other person in a negotiation.
B) firm flexibility.
C) standing up for your principles at all costs.
D) relying on criteria established by others.
E) inherent interests.

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Competitive negotiators assume that conflict is always a win/lose situation.

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"Trade-offs" is a strategy used in competitive bargaining.

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Luckily,negotiation is similar in all cultures,so once you've learned what is negotiable in one culture,you'll be ready for other cultures.

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Making high demands and conceding slowly are patterns of a competitive bargaining approach.

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