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Exam 1: The Nature of Negotiation

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Question 41

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Successful negotiation involves the management of ____________ (e.g.,the price or the terms of agreement)and also the resolution of __________.

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tangibles,...

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Question 42

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The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.

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Question 43

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Which of the following is not an intangible factor in a negotiation?

Which of the following statements about conflict is true?

What are the three reasons negotiations occur?

The effective negotiator needs to understand how people will adjust and readjust,and how the negotiations might twist and turn,based on one's own moves and the others' responses.

What does BATNA stand for?

Parties who employ the ____________ strategy maintain their own aspirations and try to persuade the other party to yield. True / False Questions

What are tangible and intangible factors in negotiation?

Define "zero-sum" situation.

What are concessions?

When the goals of two or more people are interconnected so that only one can achieve the goal-such as running a race in which there will be only one winner-this is a competitive situation,also known as a non-zero-sum or distributive situation.

Why do parties negotiate by choice?

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

A zero-sum situation is also known by another name of a situation.Which of the following is that?

Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of __________.

In contrast,non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.

Negotiations often begin with statements of opening __________.

Negotiation is a ____________ that transforms over time.