Negotiations mid term exam

5 Written Questions

1. exchange infomation and ideas
2. resources
3. use objective criteria to set standards
4. bidding; opening offer then engage in give and take
5. relationship building; understanding differences and similarities and building commitment toward a mutually beneficial set of outcomes

5 Matching Questions

1. What makes Integrative (good) negotiations different?
2. Interdependence:
3. Goals - that drive negotiation strategy: __________ should specify goals and objectives clearly
4. Keys steps to an ideal negotiation process:
5. One of the four options for dealing with Typical Hardball Tactic

1. a negotiators
2. b commit to meeting the needs of all involved parties
3. c co-opt the other party (befriend them)
4. d information gathering; learn what you need to know about the issues
5. e in negotiation, parties need each other to achieve their preferred outcomes or objectives; also called interdependence which goals are an important aspect of negotiation: win-lose or win-win

5 Multiple Choice Questions

1. preparation; goals and working with the other party
   1. Keys steps to an ideal negotiation process:
   2. Interdependence:
   3. Negotiation:
   4. What makes Integrative (good) negotiations different?
2. Best Alternative to a Negotiated Agreement; do i really have to?
   1. Bargaining:
   2. Conflict:
   3. BATNA:
   4. Tactics:
3. closing the deal; build commitment
   1. Keys steps to an ideal negotiation process:
   2. Negotiation:
   3. Interdependence:
   4. What makes Integrative (good) negotiations different?
4. ignore them
   1. Keys steps to an ideal negotiation process:
   2. Interdependence:
   3. What makes Integrative (good) negotiations different?
   4. One of the four options for dealing with Typical Hardball Tactic
5. direct and indirect
   1. Goals - that drive negotiation strategy: __________ should specify goals and objectives clearly
   2. Goals - that drive negotiation strategy: the goals set have ________ and ________ effects on the negotiator's strategy
   3. Goals - that drive negotiation strategy: _________ goals is the first step in the negotiation process
   4. Distributive Bargaining Situations: ________ are fixed and limited

5 True/False Questions

1. What makes Integrative (good) negotiations different? → preparation; goals and working with the other party

   True        False

2. Distributive Bargaining Situations: __________ one's own share of resources is the goal for both parties → maximizing

   True        False

3. Keys steps to an ideal negotiation process: → information using; assemble your case

   True        False

4. Distributive Bargaining Situations: ________ of one party are infundamental, direct conflinct to another party → resources

   True        False

5. Goals - that drive negotiation strategy: _________ goals is the first step in the negotiation process → determining

   True        False