谈判期末重点.doc

Chapter 1
Filling in blank
1. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of ____________.
Answer: honesty, trust Page: 14
2. Parties who employ the ____________ strategy maintain their own aspirations and try to persuade the other party to yield.
Answer: contending Page: 23
Multiple Choice Questions
1. Which is not a characteristic of a negotiation or bargaining situation?
A) conflict between parties
B) two or more parties involved
C) an established set of rules
D) a voluntary process
Answer: C
2. Tangible factors
A) include the price and 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.
Answer: A
3. Which of the following is not an intangible factor in a negotiation?
A) the need to look good
B) final agreed price on a contract
C) the desire to book more business
D) fear of setting a precedent
Answer: B
4. What are the two dilemmas of negotiation?
A) the dilemma of cost and the dilemma of profit margin
B) the dilemma of honesty and the dilemma of profit margin
C) the dilemma of trust and the dilemma of cost
D) the dilemma of honesty and the dilemma of trust
Answer: D
5. Which of the following statements about conflict is true?
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.
Answer: B
6. In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the
A) cooperativeness dimension and the competitiveness dimension.
B) the assertiveness dimension and the competitiveness dimension.
C) the competitiveness dimension and the aggressiveness dimension.
D) the cooperativeness dimension and the assertiveness dimension.
Answer: D
Short answer essays:
1. Explain how conflict is a potential consequence of interdependent relationships.
Answer: Conflict can result from the strongly divergent needs of the two parties, or from misperceptions and misunderstandings. Conflict can occur when the two parties are working toward the same goal and generally want the same outcome, or when both parties want very different outcomes. Regardless of the cause of the conflict, negotiation can play an important role in resolving it effectively. In this section, we will define conflict, discuss the different levels of conflict that can occur, review the functions and dysfunctions of conflict, and discuss strategies for managing conflict effectively. Page: 18
2. Why should negotiators be versatile in their comfort and use of both value claiming and value creating strategic approaches?
Answer: Not only must negotiators be able to recognize which strategy is most appropriate, but they must be able to use both approaches with equal versatility. There is no single “best”, “preferred” or “right” way to negotiate; the choice of negotiation strategy requires adaptation to the situation, as we will explain more fully in the next section on conflict. Moreover, if most negotiation issues/problems have claiming and creating values components, then negotiators must be able to use both approaches in the same deliberation. Page: 16
Chapter 2
1. Distributive bargaining is basically a competition over who is going to get the most of a ____________ ____________.
Answer: limited resource Page: 33
2. The ____________ ____________ is the point beyond which a person will not go and would rather break off negotiations.
Answer: resistance point
3. The spread between the resistance points is called the ____________ ____________.
Answer: bargaining range. Page: 35
4. ____________ are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.
Answer: Alternatives Page: 36
5. The ____________ ____________ tactic occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.
Answer: snow job
True/False Questions
1. Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal.
Answer: True Page: 33
2. The resistance point is the point at which a negotiator would like to conclude negotiations.
Answer: False Page: 35
3. Anything outside the bargaining range will be summarily rejected by one of the negotiators.
Answer: True Page: 35
4. A negative bargaining range occurs when the buyer's resistance point is above the seller's.
Answer: False Page: 36
5. A small concession late in negotiations may indicate that there is little room left to move.
Answer: True Page: 53
Multiple Choice Questions
1. Distributive bargaining strategies
A) are the most efficient negotiating strategies to use.
B) are used in all interdependent relationships.
C) are useful in maintaining long term relationships.
D) can cause negotiators to ignore what the parties have in common.
Answer: D Page: 33
2. The target point is the
A) point at which a negotiator would like to conclude negotiations.
B) negotiator's bottom line.
C) first offer a negotiator quotes to his opponent.
D) initial price set by the seller.
Answer: A Page: 34
3. The resistance point is established by the ____________ expected from a particular outcome, which is in turn the product of the ____________ and ____________ of an outcome.
A) cost, value, worth
B) value, worth, cost
C) value, cost and timeliness
D) cost, importance, value
Answer: B Page: 39
4. What statement about concessions is false?
A) Concessions are central to negotiations.
B) Concessions is another word for adjustments in position.
C) Concession making exposes the concession maker to some risk.
D) Reciprocating concessions is a haphazard process.
Answer: D Page: 53
5. When successive concessions get smaller, the most obvious message is that
A) the negotiator is reaching the fatigue point.
B) the resistance point is being reached.
C) the concession maker's position is weakening.
D) the negotiator has passed the resistance point.
Answer: B Page: 53
Short answer essays:
1. Why is it advantageous to make an extreme opening offer?
Answer: Gives more room for movement in negotiation and therefore more time to learn the other party's priorities. May create the impression that there is a long way to go before a reasonable settlement will be achieved and more concessions than originally intended may have to be made to bridge the difference between the two opening positions. Page: 49

2. What are the strategies for responding to hardball tactics?
Answer: ignore them, discuss them, respond in kind, co-opt the other party. Also discussed in the text but not listed specifically: preparation, familiarity with hardball tactics, identification and discussing the tactics, halting the negotiation process, team negotiations. Page: 62, 63
Chapter 3
Fill in the Blank Questions
1. Successful integrative negotiation requires that the negotiators search for solutions that meet the ____________ and ____________ of both (all) sides.
Answer: needs, objectives Page: 74
2. In an integrative negotiation, negotiators must be ____________ about their primary interests and needs, but ____________about the manner in which these interests and needs are met through solutions.
Answer: firm, flexible Page: 74, 75
3. As a problem is defined jointly, it should accurately reflect both parties' ____________ and ____________.
Answer: needs, priorities Page: 77
4. Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborative relationship and are more likely to assume a ____________ or ____________ approach to conflict.
Answer: contending, accommodating Page: 96
True/False Questions
1. The failure to reach integrative agreements is often linked to the failure to exchange sufficient information that will allow the parties to identify integrative options.
Answer: True Page: 73
2. In integrative negotiations, negotiators are encouraged to state the problem in terms of their preferred solution and to make concessions from these most desired alternatives.
Answer: False Page: 78
3. Although there is no guarantee that trust will lead to collaboration, there is plenty of evidence to suggest that mistrust inhibits collaboration.
Answer: True Page: 98
Multiple Choice Questions
1. Which of the following is not an element of integrative negotiations?
A) a focus on commonalties
B) an attempt to address positions
C) a required exchange of information and ideas
D) the use of objective criteria for standards of performance
Answer: B Page: 72
2. Substantive interests
A) are the interests that relate to the focal issues under negotiation.
B) are related to the way we settle the dispute.
C) mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship.
D) regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future.
Answer: A Page: 80
3. Which of the following statements about interests is true?
A) There is only one type of interest in a dispute.
B) Parties are always in agreement about the type of interests at stake.
C) Interests are often based in more deeply rooted human needs or values.
D) Interests do not change during the course of an integrative negotiation.
Answer: C Page: 82
4. Integrative negotiation fails because
A) negotiators fail to perceive the integrative potential of the negotiating problem.
B) of distributive assumptions about the negotiation problem.
C) of the negotiator's previous relationship with one another.
D) All of the above are reasons why integrative negotiations fail.
Answer: D Page: 102
Short answer essays
1. What elements must a negotiation contain to be characterized as "integrative?"
Answer: A focus on commonalties rather than differences, an attempt to address needs and interests, a commitment to achieving needs of all involved parties, the required exchange of information and ideas, the invention of options for mutual gain, the use of objective criteria for standards of performance. Page: 72
2. Identify and define the four types of interests.
Answer: Substantive interests are the types of interests that relate closely to "tangible issues," and relate to the focal issues under negotiation. Process interests are related to the way we settle the dispute. Relationship interests mean that one or both parties value their relationship with each other and do not want to take actions that will harm or damage the relationship. Interests in principles involve what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future. Page: 81
Chapter 4
Fill in the Blank Questions
1. A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.
Answer: competitive (or distributive) Page: 112
2. ____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight.
Answer: Accommodative Page: 114
3. ____________ are the points where you decide that you should stop the negotiation rather than continue, because any settlement beyond this point is not minimally acceptable.
Answer: Limits (resistance point, reservations prices, walkaway points are also acceptable) Page: 125
True/False Questions
1. If what we want exceeds what the other party is capable of or willing to give, we must either change our goals or end the negotiation.
Answer: True Page: 109
2. If both substance and relationship outcomes are important, the negotiator should pursue a competitive strategy.
Answer: False Page: 112
3. Single-issue negotiations can often be made integrative by working to decrease the number of issues.
Answer: False Page: 121
4. Alternatives are very important in both distributive and integrative processes because they define whether the current outcome is better than any other possibility.
Answer: True Page: 125
Multiple Choice Questions
1. Avoidance could best be used when:
A) negotiation is necessary to meet your needs
B) the time and effort to negotiate are negligible
C) the available alternatives are very strong
D) the only available negotiator is a senior manager.
Answer: C Page: 113
2. Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:
A) preparation
B) information gathering
C) relationship building
D) information using
Answer: C Page: 116
3. Which is not true of limits?
A) Are the point where you should stop the negotiation
B) Are also called resistance point
C) Establishing them is a critical part of planning
D) They should be ignored in a bidding war
Answer: D Page: 125
4. If the other party has a strong and viable alternative, he/she will
A) be dependent on achieving a satisfactory agreement
B) appear aggressive and hostile in negotiations
C) set and push for high objectives
D) have unlimited negotiating authority
Answer: C Page: 131
Short Answer Essays
1. What specific steps are entailed in effective planning?
Answer: Defining the issues; assembling issues and defining the bargaining mix; defining interests; defining limits and alternatives; defining one's own objectives (targets) and opening bids (where to start); assessing constituents and the social context in which the negotiation will occur; analyzing the other party; planning the issue presentation and defense; defining protocol – where and when the negotiation will occur, who will be there, agenda, etc. Page: 118
2. Illustrate negotiation strategies with the dual concerns model.
Answer: This model proposes that individuals have two levels of related concerns: a concern for their own outcomes, and a level of concern for the other’s outcomes. There are at least four different types of strategies when assessing the relative importance and priority of the negotiator’s substantive outcome versus the relatio