Question 1

Define "zero-sum" situation.

Accepted Answer

Individuals are so linked toge...

Question 2

Contrast and compare the dilemmas of honesty and trust.

Accepted Answer

Dilemma of honesty concerns ho...

Question 3

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 4

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 5

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 6

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

Accepted Answer

A) True 
 B)False

Question 7

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 correct

Question 8

What are the three reasons negotiations occur?

Accepted Answer

Negotiations occur for several reasons: ...

Question 9

What does BATNA stand for?

Accepted Answer

Best Alter...

Question 10

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

Question 11

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 12

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

Accepted Answer

A) True 
 B)False  True

Question 13

Good negotiators are made, not born.

Accepted Answer

A) True 
 B)False

Question 14

What are tangible and intangible factors in negotiation?

Accepted Answer

Tangible factors include quantifiable it...

Question 15

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 correct

Question 16

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 17

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 18

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 19

Why do parties negotiate by choice?

Accepted Answer

That is, they negotiate because they thi...

Question 20

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

Exam 1: The Nature of Negotiation

Define "zero-sum" situation.

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

Contrast and compare the dilemmas of honesty and trust.

Correct AnswerverifiedDilemma of honesty concerns ho...View AnswerShow 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

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

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.

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

Correct AnswerverifiedShow Answer

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

What are the three reasons negotiations occur?

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

What does BATNA stand for?

Correct AnswerverifiedBest Alter...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

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

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

Correct AnswerverifiedTrue

Good negotiators are made, not born.

Correct AnswerverifiedShow Answer

What are tangible and intangible factors in negotiation?

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

Which of the following statements about conflict is true?

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

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

Correct AnswerverifiedShow Answer

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

Why do parties negotiate by choice?

Correct AnswerverifiedThat is, they negotiate because they thi...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

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

Correct Answer
verified
Dilemma of honesty concerns ho...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
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
verified

Correct Answer
verified

Correct Answer
verified
Negotiations occur for several reasons: ...
View Answer

Correct Answer
verified
Best Alter...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
True

Correct Answer
verified

Correct Answer
verified
Tangible factors include quantifiable it...
View Answer

Correct Answer
verified

Correct Answer
verified
True

Correct Answer
verified

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

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

Correct Answer
verified