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Negotiation is an integral aspect of management.
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When one or both parties see a situation as one in which one party will lose or gain something in exchange for the other party’s loss or gain, a negotiation strategy is best.
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Chapter 13
MGMT 102
| Question | Answer |
|---|---|
| Negotiation is an integral aspect of management. | true |
| When one or both parties see a situation as one in which one party will lose or gain something in exchange for the other party’s loss or gain, a negotiation strategy is best. | true |
| Research indicates that managers are less frequently involved in third-party negotiations. | false |
| A good negotiator never loses ground. | true |
| It might be appropriate to make concessions during negotiations in order to preserve the working relationship. | a. true |
| Since negotiation tactics differ from culture to culture, both national and organizational culture must be considered when negotiating. | true |
| Managers will have more power in the negotiation process if they appear less confident than the other party. | false |
| The purpose of the negotiation process is to maximize your advantage. | true |
| The maximum acceptable outcome and the least supportable outcome are flexible guideposts for negotiations. | b. false |
| BATNA and LAO are essentially the same result. | b. false |
| Time constraints are irrelevant in negotiations. | false |
| he environment is important when negotiating because it impacts the amount of control each party may exercise over the physical site arrangements as well as the psychological climate in which the exchange occurs. | true |
| Side-by-side seating indicates cooperation, while face-to-face seating indicates competition. | a. true |
| The nonverbal message is the predominant form of communication in negotiation. | false |
| In the United States, the accepted practice in negotiations is to begin with a general conversation on neutral topics. | true |
| Negotiators expect each other to make an equal number of concessions in negotiations. | true |
| Written media plays an important role in negotiation. The most common is the letter of intent. | true |
| Written correspondence can soothe an emotional situation. | true |
| Men initiate negotiations four times more often than women do. | true |
| When negotiating, managers should never use their networks. | false |
| Women put themselves at a disadvantage during negotiations when they | Wait for someone to praise them |
| To develop a negotiation strategy systematically one must analyze | A. time B. environment C. channel D. all choices are correct |
| . In order to truly understand someone, one must | listen carefully |
| Which statement is false? | to project confidence, roll up your shirt sleeves and loosen your collar |
| Which idea about LAO and MSO is true? | the LAO should be set to prevent a loss |
| Which tactic is not wise to employ during negotiations? | take the offense when under attack |
| Research studies showed which of the following seating arrangements to be the most preferred configuration in competitive relationships? | sitting face-to-face |
| Birdwhistell found that if a manager wants to create stress in an opponent, he or she may | . move closer physically |
| Which question should you ask if you want a particular answer? | *B. leading |
| Which question in the negotiation process is asked not to get an answer but for effect? | rhetorical |
| Which is not a successful strategy for avoiding an answer? | respond with a long speech: the opponent may become confused |
| Which of the following is an alternative to avoid answering a question during negotiations? | answer only part of the question |
| Written media as a negotiation can be used to | A. establish goodwill B. deemphasize an issue C. lend credibility to the writer D. all choices are correct |
| Which of the following is a strategy that can assist in combining aspects of communication? | A. surprise B. bluff C. stacking D. all choices are correct |
| The strategy used to create illusions without the use of lies or outright misrepresentation is known as | D. bluff |
| Which strategy is used to attach one idea to the other? | B. stacking |
| Which strategy lets an opponent know this is the best offer, and it represents the maximum goal adjustments a person is willing to make? | . take it or leave it |
| When negotiating, which factors must be kept in balance? | the relationship, the goal, and the organization |
| In terms of conflict resolution strategies, what is negotiation? | win-lose |
| Collective bargaining is a type of | third-party negotiation |
| The conflict resolution strategy closest to negotiation is | compromising |
| Which layer of the strategic communication model is relevant to negotiation? | A. the first layer B. the second layer C. the third layer D. all choices are correct |
| The furthest point from the LAO that the negotiator can reasonably justify is called the | A. MSO |
| When should a manager decide on a BATNA? | B. prior to the negotiation |
| When is the best time to initiate a negotiation? | C. when you have the most power and your adversary is the weakest |
| Which is the best location for a negotiation | A. your home ground |
Created by:
shivanijaswal
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