Test Bank for Negotiation and Dispute Resolution, 1st Edition

Chapter 1 Introduction True/False 1. Interests are the specific items or terms you actually negotiate and are generally the first thing that we think of when we anticipate negotiating. Answer: False 2. Issues are the specific items or terms you actually negotiate. Answer: True 3. Interests are what you hope to accomplish to address your underlying concerns, needs, desires, or fears. Answer: True 4. The best possible outcome in a negotiation is when one party gets exactly what they wanted regardless of whether or not the other party is satisfied. Answer: False 5. Successful negotiators know that people respond to incentives and that you can often get more for yourself by understanding and offering the other party what she wants. Answer: True 6. As long as you have identified your interests and issues, there is no need to prioritize them. Answer: False 7. The first step in preparing for a negotiation is to define your interests. Answer: True 8. The least important part of preparation for a negotiation is research. Answer: False 9. The rights approach to ethics focuses on the fair and impartial creation and application of rules. Answer: False 10. The utilitarian approach to ethics holds the best alternative is the one that provides the greatest good and the least harm for the greatest number, although individuals may suffer as a result. Answer: True Short Answer/Fill-in-the-Blank 11. A discord of action, feeling, or effect, or incompatibility or interference is known as _____. Answer: conflict 12. When people are neither completely dependent nor completely independent they are said to be ______. Answer: interdependent 13. What you hope to accomplish to address your underlying concerns, needs, desires, or fears are referred to as ______. Answer: interests 14. ______ are the specific items or terms you negotiate. Answer: issues 15. To ______ is to arrange for or bring about by discussion and settlement of terms. Answer: negotiate 16. The ______ approach to ethics maintains ethical decisions are ones that protect the rights of individuals (e.g., privacy, free speech), although it might not result in the greatest efficiency or total value. Answer: rights 17. The ______ approach to ethics focuses on the fair and impartial creation and application of rules. Answer: justice 18. In most cases, successful negotiators, regardless of their experience level, spend more time ________ for a negotiation than they actually do negotiating. Answer: preparing 19. You can often get more for yourself by understanding and offering the other party ________. Answer: incentives 20. ______ are what you hope to accomplish to address your underlying concerns, need, desires, or fears. Answer: Interests 21. Successful negotiators know that people respond to _________ and that you can often get more for yourself by understanding and offering the other party what he or she wants. Answer: Incentives Multiple Choice 22. Which of the following are examples of why people study negotiations? A. To eliminate the possibility that someone will take advantage of you. B. To help you do things you usually don’t want to do. C. To develop non-transferable critical skills D. To reduce time and resources spent on uncooperative people. Answer: D. To reduce time and resources spent on uncooperative people 23. Implicit in all negotiations is that the parties are: A. dependent. B. independent. C. interdependent. D. Any of the above. Answer: C. interdependent. 24. Which of the following is a reason why people may not negotiate? A. They assume the price is not negotiable. B. They don’t want the other party to think they are poor. C. They are embarrassed to ask for a better outcome. D. All of the above. Answer: D. All of the above. 25. Which of the following is not an example of an issue in a car negotiation? A. Sound system B. Price C. Safety rating D. Extended warranty Answer: C. Safety rating 26. The _________ approach to ethics focuses on the fair and impartial creation and application of rules. A. rights B. justice C. utilitarian D. democratic Answer: B. justice 27. The _________ approach to ethics seeks to provide the greatest good for the greatest number. A. rights B. justice C. utilitarian D. democratic Answer: B. utilitarian 28. The _________ approach to ethics focuses on protecting every individual but may not result in the greatest efficiency or total value. A. rights B. justice C. utilitarian D. democratic Answer: B. rights 29. The utilitarian approach to ethics is best defined as: A. The approach where individuals will receive the greatest good and least harm, although the greatest number of people may suffer. B. The approach where most individuals receive the greatest good and no harm. C. The approach that provides the greatest good and the least harm for the greatest number, although individuals may suffer. D. The approach that provides the greatest good and the least harm for the greatest number and no individuals suffer. Answer: C. The approach that provides the greatest good and the least harm for the greatest number, although individuals may suffer. 30. Which of the following is not an example of an incentive? A. Offering your employees an extra day off if they stay late to help. B. Giving employees a signing bonus. C. Tuition reimbursement based on grades. D. Holding an annual company picnic. Answer: D. Holding an annual company picnic. 31. Which of the following is the best sequence to follow in preparing for a negotiation? A. 1. Clarify goals and interests, and prioritize. 2. Identify issues. 3. Explore alternatives. 4. Plan what you will say. 5. Anticipate what the other party will say and how she will react to your proposal(s). B. 1. Identify issues. 2. Clarify goals and interests, and prioritize. 3. Explore alternatives. 4. Anticipate what the other party will say and how she will react to your proposal(s). 5. Plan what you will say. C. 1. Plan what you will say. 2. Anticipate what the other party will say and how she will react to your proposal(s). 3. Identify issues. 4. Clarify goals and interests, and prioritize. 5. Explore alternatives. D. 1. Clarify goals and interests, and prioritize. 2. Explore alternatives. 3. Identify issues. 4. Plan what you will say. 5. Anticipate what the other party will say and how she will react to your proposal(s). Answer: A. 1. Clarify goals and interests, and prioritize. 2. Identify issues. 3. Explore alternatives. 4. Plan what you will say. 5. Anticipate what the other party will say and how she will react to your proposal(s). 32. Which of the following is not true about negotiation and dispute resolution? A. Negotiations and conflict resolution are learnable, transferable skills. B. The processes can be used in a multitude of work-related and non-work-related situations to obtain better outcomes and improve relationships. C. In negotiation it is usually not important to build relationships. D. One’s comfort level with negotiation and dispute resolution can be context dependent. Answer: C. In negotiation it is not important to build relationships. Essay 33. Describe the six characteristics of negotiation using a negotiation with which you are familiar. 34. Describe a negotiation in which you have been a party and evaluate your effectiveness. 35. Describe something you are likely to negotiate in the next 5 years and how you will prepare for that negotiation. 36. Discuss the steps in preparing for a negotiation. 37. Explain the difference between interests and issues. 38. Evaluate the role of incentives in a negotiation with which you are familiar. 39. Describe three types of conflict and provide an example of each. 40. Compare and contrast the justice, rights, and utilitarian approaches to ethics. Chapter 2 The Language of Negotiation True/False 1. All of the issues involved in a negotiation are collectively referred to as the bargaining mix. Answer: True 2. BATNA is the area between parties’ resistance points. Answer: False 3. BATTA is the most ideal alternative outcome one party to a negotiation could get without negotiating with the other party. Answer: False 4. A frame is the lens through which you view a negotiation. Answer: True 5. The opening offer is the best outcome each party can reasonably and realistically expect to obtain as a result of the negotiation. Answer: False 6. Reciprocity is the notion that if someone does something for you, you owe them. Answer: True 7. WATTA is the worst outcome you might face if you do not come to a negotiated agreement. Answer: False 8. In most sales transactions the seller effectively makes the initial offer when she names a price. Answer: True 9. Research shows that negotiators who set challenging goals consistently achieve better outcomes than those who don’t. Answer: True 10. The resistance point is the best outcome each party can reasonably and realistically expect to obtain as a result of the negotiation. Answer: False 11. The settlement point is what the parties actually agree upon. Answer: True Short Answer/Fill-in-the-Blank 12. The idea that if someone does something for you, you should do something for them is known as ________. Answer: reciprocity 13. A(n) ________ is the first offer made by a party in any negotiation and serves as an anchor in that it sets a boundary on the negotiation. Answer: initial/opening offer 14. A _____ is the lens through which you view a negotiation, which also influences your behavior in a negotiation. Answer: frame 15. If the resistance points of the parties overlap, the bargaining range is ____. Answer: positive 16. If the resistance points of the parties are identical, the bargaining range is ____ and settlement can only occur at that point. Answer: zero/non-overlapping 17. If there is no overlap of the resistance points, the settlement range is _______ and there will be no settlement unless one (or both) of the parties adjusts his or her resistance point. Answer: negative 18. The best outcome each party can reasonably and realistically expect to obtain as a result of the negotiation is known as the ________. Answer: target point/aspiration 19. What the parties actually agree upon is known as the ________. Answer: settlement point 20. ________ is considered a valid approach in the Thomas-Kilmann Model but not in the Dual Concerns Model. Answer: Compromising 21. In the Thomas-Kilmann Conflict Styles Model a person who is high on both concern for the relationship and concern for substantive issues is likely to adopt a(n) ________ approach. Answer: collaborative Multiple Choice 22. What does BATNA stand for? A. Best Alternative to Negative Agreement B. Best Agreement to a Negotiated Alternative C. Best Agreement to a Negative Alternative D. Best Alternative to a Negotiated Agreement Answer: D. Best Alternative to a Negotiated Agreement 23. What does WATNA stand for? A. Worst Alternative to Negative Agreement B. Worst Agreement to a Negative Alternative C. Worst Alternative to a Negotiated Agreement D. Worst Agreement to a Negotiated Alternative Answer: C. Worst Alternative to a Negotiated Agreement 24. Which of the following is not defined when preparing a negotiation? A. Settlement Point B. Initial Offers C. Target Points D. Resistance Points Answer: A. Settlement Point 25. Which of the following is the point at which the parties agree? A. Target Point B. Settlement Point C. Bargaining Point D. Resistance Point Answer: B. Settlement Point 26. According to the Dual Concerns Model if your concern about your own outcome is high and your concern for the other party’s outcomes is low, your approach would be: A. Contending B. Inaction C. Problem Solving D. Yielding Answer: A. Contending 27. According to the Dual Concerns Model if your concern about your own outcome is low and your concern for the other party’s outcomes is high, your approach would be: A. Contending B. Inaction C. Problem Solving D. Yielding Answer: D. Yielding 28. According to the Dual Concerns Model if your concern about your own outcome is high and your concern for the other party’s outcomes is high, your approach would be: A. Contending B. Inaction C. Problem Solving D. Yielding Answer: C. Problem Solving 29. According to the Dual Concerns Model if your concern about your own outcome is low and your concern for the other party’s outcomes is low, your approach would be: A. Contending B. Inaction C. Problem Solving D. Yielding Answer: B. Inaction 30. According to the Thomas-Kilmann Conflict Styles Model if your concern for the relationship is low and your concern for the substantive outcomes is low, your approach would be: A. Accommodating B. Avoiding C. Collaborating D. Competing Answer: B. Avoiding 31. According to the Thomas-Kilmann Conflict Styles Model if your concern for the relationship is low and your concern for the substantive outcomes is high, your approach would be: A. Accommodating B. Avoiding C. Collaborating D. Competing Answer: D. Competing 32. According to the Thomas-Kilmann Conflict Styles Model if your concern for the relationship is high and your concern for the substantive outcomes is low, your approach would be: A. Accommodating B. Avoiding C. Collaborating D. Competing Answer: A. Accommodating 33. According to the Thomas-Kilmann Conflict Styles Model if your concern for the relationship is high and your concern for the substantive outcomes is high, your approach would be: A. Accommodating B. Avoiding C. Collaborating D. Competing Answer: C. Collaborating Essay 34. Explain the differences between opening offers, target and resistance points. 35. Discuss how reciprocity affects your life’s relationships in work, school or personal time. 36. Compare and contrast the impact on a negotiation of a very attractive BATNA with a less attractive BATNA. 37. Explain why positive frames lead to more successful outcomes than negative frames. 38. For the following situation establish a plausible initial offer, target, and resistance point for each party. Mariah is looking to earn extra money this summer by walking her neighbor Jamie’s dog each day. Jamie needs her dog walked each day but does not have the extra time, fortunately her neighbor Mariah is interested in earning extra money for the summer. Mariah, however; does not want to spend a lot of time, maybe twenty minutes to half an hour. She was hoping to earn $10-$12 each day. Jamie does not want to spend a lot of money maybe $8 each day but wants her dog walked adequately; possibly an hour each day. 39. Describe an example of a negotiation with which you are familiar identifying the opening demands and bargaining range or settlement zone of the negotiated deal. 40. Describe both positive and negative examples of reciprocity in your daily life. 41. Discuss the similarities and differences between the Thomas-Kilmann and Dual Concerns models. 42. Discuss your typical approach to a negotiation in terms of the Dual Concerns Model. 43. Discuss your typical approach to conflict in terms of the Thomas-Kilmann Conflict Styles.