Negotiating

84 cards

Negotiation O F Busine


 
  
Created Jun 23, 2010
by
cattthy

 

 
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  Side A   Side B
1
Distributive bargaining is basically a competition over who is going to get the most of a
 
limited resource
2
The______ is the point beyond which a person will not go and would rather break off negotiations
 
resistance point
3
The spread between the resistance points is called the
 
bargaining range
4
The package of issues for negotiation is the
 
bargaining mix
5
Channeling all communication through a _______ reduces inadvertent revelation of information.
 
team spokesman
6
In some ways, the ultimate weapon in negotiation is to threaten to
 
terminate negotiation
7
An offer that may have been accepted had it emerged as a result of __________ may be rejected...
 
concession making
8
_________ is a conflictd situation wherein parties seek their own advantage through tactics...
 
Distributive bargaining
9
The objective of both parties in distributive bargaining is to obtain as much of the ______...
 
bargaining range
10
A large majority of agreements in distributive bargaining are reached when the deadline is...
 
near
11
The bargaining range is defined by
 
the opening offer and the counteroffer
12
Parties feel better about a settlement when negotiations involve a
 
progresssion of concessions
13
Hardball tactics are designed to
 
pressure targeted parties to do things they would not otherwise do
14
Aggerssive behavior tactics include
 
all of the above
15
The negotiator's basic strategy is to
 
reach the final settlement as close to the other's resistance point as possible
16
What are four important tactical tasks for a negotiator in a distributive bargaining situation?
 
1. Assess the other party's outcome values and the costs of terminating negotiations. 2. manage...
17
Discuss the importance of reciprocating (or not reciprocating) concessions.
 
Concession making indicates and acknowledgement of the other party and a movement towards the...
18
Those wishing to achieve integrative results find that they must manage the _____ and _____...
 
content and process
19
Successful integrative negotiaion requires that the negotiators search for soluitions that...
 
needs and objectives
20
In an integrative negotiation, negotiators must be ____ about their interests and needs, but...
 
firm but flexible
21
For integrative negotiation to succeed, the parties must be motivated to _____ rather than...
 
collaborate
22
When people trust each other, they are more likely to share _______ and ______ accurately their...
 
information and communicate
23
In which major step of the integrative negotiaion process of identifying and defining the problem...
 
state the problem with an eye toward practicality and comprehensiveness
24
Substantive interests
 
are the interests that relate to the focal issues under negotiation.
25
In nonspecific compensation
 
one person is allowed to obtain his/her objectives and "pay off" the other person for accomodating...
26
What questions can be asked to facilitate nonspecific compensation?
 
What are the other party's goals and values?
27
Which of the following is not necessary for integrative negotiation to succeed?
 
Each party should be as interested in the objectives and problems of the other as each is in...
28
Integrative negotiaion fails because
 
all of the above
29
Which of the following 5-step processes has been used successfully in a collective bargaining...
 
commitment, explanation, validation, prioritization, negotiation.
30
What are the four major steps in the integrative negotiaion process?
 
1. identify and define the problem. 2. understand the problem and bring interests and needs...
31
How should the problem statement be constructed?
 
state the problem succinctly as possible while assuring that the most important dimensions...
32
Define integrative negotiation.
 
A collaborative process in which the parties define their common problem and persue strategies...
33
What is the primary reason negotiationrs do not pursue integrative agreements?
 
Negotiators sometimes fail to pursue integrative agreements because they do not perceive a...
34
State the "relational" definition of power as defined by Deutsch.
 
An actor...has power in a given situation to the degree that he can satisfy the purposes that...
35
Define legitimate power.
 
Legitimate power is derived from occupying a particular job, office, or postion in an organizational...
36
Why is BATNA a good source of power?
 
BATNA enables you to walk away from this negotiation as long as you can get your need met and...
37
What is the problem of "dancing with elephants"?
 
The concept is defined as striking a deal with an opponent much bigger than you.
38
Which of the following statements about legitimate power is false?
 
Social structures are inherently inefficient.....
39
Resources are more useful as instruments of power to the extent they are highly valued to be...
 
Stress, in imposing deadlines, increasing workloads.
40
The concept of criticality in a commiunication network involves
 
the essentiality of the information that flows through the node to the organization's mission,...
41
In which of the following five aspects of network structure would you find the role of a gatekeeper?
 
flexibility
42
One way that lower power parties can deal with the big players in business deals and partnerships...
 
constrain yourself.
43
Power is the _____ to alter the attitudes and behaviors of others that an individual brings...
 
potential
44
Within the context of negotiation, _______ is the most common source of power.
 
information
45
______ power is accorded to those who are seen as having achieved some level of command and...
 
Expert
46
In his book, Managing with Power, Jeffrey Pfeffer illustrated how powerful political and corporate...
 
resource control
47
In allocating resources, the power holder must be willing to dole them out depending on the...
 
compliance or cooperation
48
Culture-both organizational and national-often translates into deeply embedded structural ____...
 
inequalities
49
In dealing with those who have more power, _____ the information that would be most compelling...
 
analyze, organize, assemble
50
Tactics designed to create power equalization are often employed as a way to
 
level the playing field
51
Nearly 50 years ago there were five major types of sources of power that could be exercised....
 
Personal power.
52
Information as a source of power is
 
the accumulation......of data to change the other person's point of view or position on an...
53
The concept of _____ ethics states that the rightness of an action is determined by evaluating...
 
end result
54
_____ hold that the moral value and worth of a particular action is judged on the basis of...
 
Utilitarian's
55
Social contract ethicists focus on what individuals owe to their _____ and what they can or...
 
community
56
The six categories of marginally ethical negotiating tactics......_____
 
bluffing
57
Misrepresentation by ______ is defined as failing to disclose information which would benefit...
 
omission
58
Norms are the _____ social rules.....
 
informal
59
Asking questions can reveal a great deal of information, some of which the negotiator may intentionally...
 
undisclosed
60
The concept of "duty ethics" states that
 
The rightness of an action is determined by existing laws......
61
Only one of the approaches to ethical reasoning has as its central tenet that actions are more...
 
end-result ethics
62
A doctor is facing the moral dilemma between a mandate to save lives and the mandate to relieve...
 
duty ethics
63
What is the implication of the dilemma of trust?
 
We believe everything the other says and can be manipulated by their dishonesty.
64
What tactic is seen as inappropriate and unethical in negotiation?
 
all of the above
65
Which is a category of Marginally Ethical Negotiating Tactics?
 
all of the above
66
When using the justification that "the tactic was unavoidable" the negotiator is saying that
 
the negotiator was not in full control.....
67
Research studies have shown that individuals who are strongly Machiavellian are
 
all of the above
68
Research results have generally indicated that higher levels of moral development are associated...
 
more resistance to authority figures......
69
When using the "intimidation" tactic to detect deception, one should
 
make a "no nonsense" accusation of the other
70
Which of the following tactics is the least preferable method of responding to another party's...
 
responding in kind
71
What is the implication of the dilemma of honesty?
 
If we disclose to the other party our exact requirements and limits in negotiation, it is likely...
72
How does locus of control affect ethical behavior?
 
Individuals who are high in internal control are more likely to do what they think is right,...
73
Among the strengths of individual contract negotiaion is that there is no _____ amongst team...
 
dissension
74
Problem solvers _______ information to discover what the other side thinks is important and...
 
share, withhold/manipulate
75
Garrett asserts that a proven essential element in contract negotiations is a list of ________
 
must haves.
76
Garrett lists pricing as the _____ item to be discussed in contract negotiations.
 
last
77
The most effective contract negotiation plans for both buyers and sellers, typically contain...
 
strategies, counter tactics, must haves, pricing
78
Among Garrett's recommended successful strategies is the idea of maintaining ______, which...
 
high aspirations
79
When you give concessions to the other side, the _______ of the concessions convey a lot of...
 
size, information
80
The "_______" is described as explaining to the other side you agree with their requests/demands,...
 
scape goat
81
Garrett calls the tactic in which you ask the other party for everything you want and more...
 
full monty
82
When encountering the "scape goat" tactic, one of the possible countertactic that Garrett proposes...
 
Who is your boss?
83
The __________ is a tactic in which the buyer offers to tie the results of this deal directly...
 
follow-on deal
84
Some contract negotiators use ______ _______ which are questions that a party ususally can't...
 
loaded questions, information

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