Negotiation Quiz
Fill in the Blank Questions
1. (p. 2) People ____________ all the time. negotiate
2. (p. 3) The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot. bargaining
3. (p. 6) Negotiating parties always negotiate by __________. choice
4. (p. 6, 7) There are times when you should _________ negotiate. not
5. (p. 8) Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of __________. tangibles, intangibles
6. (p. 9) Independent parties are able to meet their own ____________ without the help and assistance of others. needs
7. (p. 10) The …show more content…
(p. 9, 10) What are the three ways that characterize most relationships between parties? Most relationships between parties may be characterized in one of three ways: independent, dependent, and interdependent.
65. (p. 10) Define "zero-sum" situation. Individuals are so linked together that there is a negative correlation between their goal attainments.
66. (p. 10) Describe a "mutual gains" situation. When parties' goals are linked so that one person's goal achievement helps others to achieve their goals, it is a mutual-gains situation, also known as a non-zero-sum or integrative situation, where there is a positive correlation between the goal attainments of both parties.
67. (p. 12) What does BATNA stand for?Best alternative to a negotiated agreement.
68. (p. 13) What role do concessions play when a proposal isn't readily accepted?
If the proposal isn't readily accepted by the other, negotiators begin to defend their own initial proposals and critique the others' proposals. Each party's rejoinder usually suggests alterations to the other party's proposal, and perhaps also contains changes to his or her own position. When one party agrees to make a change in his or her position, a concession has been made (Pruitt, 1981). Concessions restrict the range of options within which a solution or agreement will be reached; when a party makes a concession, the bargaining range (the difference between the preferred acceptable settlements) is further
1. (p. 2) People ____________ all the time. negotiate
2. (p. 3) The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot. bargaining
3. (p. 6) Negotiating parties always negotiate by __________. choice
4. (p. 6, 7) There are times when you should _________ negotiate. not
5. (p. 8) Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of __________. tangibles, intangibles
6. (p. 9) Independent parties are able to meet their own ____________ without the help and assistance of others. needs
7. (p. 10) The …show more content…
(p. 9, 10) What are the three ways that characterize most relationships between parties? Most relationships between parties may be characterized in one of three ways: independent, dependent, and interdependent.
65. (p. 10) Define "zero-sum" situation. Individuals are so linked together that there is a negative correlation between their goal attainments.
66. (p. 10) Describe a "mutual gains" situation. When parties' goals are linked so that one person's goal achievement helps others to achieve their goals, it is a mutual-gains situation, also known as a non-zero-sum or integrative situation, where there is a positive correlation between the goal attainments of both parties.
67. (p. 12) What does BATNA stand for?Best alternative to a negotiated agreement.
68. (p. 13) What role do concessions play when a proposal isn't readily accepted?
If the proposal isn't readily accepted by the other, negotiators begin to defend their own initial proposals and critique the others' proposals. Each party's rejoinder usually suggests alterations to the other party's proposal, and perhaps also contains changes to his or her own position. When one party agrees to make a change in his or her position, a concession has been made (Pruitt, 1981). Concessions restrict the range of options within which a solution or agreement will be reached; when a party makes a concession, the bargaining range (the difference between the preferred acceptable settlements) is further