Negotiations occur for several reasons: (1) to agree on how to share or divide a limited resource, such as land, property, or time; (2) to create something new that neither party could do alone; or (3) A) to resolve a problem or dispute between the parties B) to land an amazing deal C) to prove that one's negotiations skills and abilities are superior Sometimes people fail to negotiate because they do not recognize that they are in a negotiable situation. True or False? Negotiation is a dance in which two or more unrelated parties attempt to reach agreement by oneupping the other side. True or False? Your Answer A win-lose viewpoint to negotiations is often associated with positional negotiation. True or False? Once you are locked into one type of negotiation it is impossible to switch and even if it was possible, it would be ill-advised to do so. True or False? Negotiation can onlyI be conducted via Email. Phone and Skype. True or False? Integrative negotiation means the negotiator acts with integrity to gain the trust of the other side and gain more concessions. True or False? The resistance point is a negotiator's line after which being reached the negotiator willingly gives in to the other side. True or False? Single-issue negotiations tend to dictate distributive negotiations because the only real negotiation issue is the price or "distribution\" of that issue. True or False? Expanding the pie means: A} trying to entice the other person in the negotiation with something they want 3: creating the agreement from scratch Cl giving each side more than what they want through concessions DJalltheaboye E] none of the above Edward's Game means: "You commit first:_F|LL IN THE BLANK_ A} I may or may not ask for more B: l'llcommit second C: and I'll hold you to that D: I'll squeeze you [or more than what you committed to at first E] none of the above ck-stopping an agreement means A) there is a supportive context around the agreement to assist with implementation B) no one can stop it once it comes into effect () we can go back and stop the agreement if it turns out to not be a good deal D) all of the above E) none of the above 13 Differing perceptions in negotiations mean that what's a problem for party may not so for the other. True or False? 14 Nonverbal information is: A) a huge part of communications in negotiation which is culturally dictated B) seldom important for getting your point across () something that cannot be shared in the negotiation process D) impossible to decipher [) all of the above F) none of the above 15 Your personal assumptions and/or worldviews do not determine negotiating behaviours. True or False? 16 Decision-making processes are not a consideration in negotiations True or False? 17 Structured design making means that psychological or cognitive structures lead a negotiator to make decisions based on their gut feelings. True or False? 18 Saving face in negotiations means you must maintain poker face devoid of any emotional expressions to not telegraph your feelings to the other side. True or False? 19 Since psychological factors are deeply embedded in people it is impossible to take any actions to counter them. True or False? 20 A positive tone in the negotiations can be achieved by being 100% open & honest with the other side at all times. True or False?21 Face threat sensitivity is the degree to which people protect themselves from possible physical harm to their face and body which may occur during some particularly intense negotiations. True or False? 22 Negotiators must be concerned with the potential bias caused by the availability of information or how easy information is to retrieve-that is, how easily it can be recalled and used to inform or evaluate a process or a decision. True or False? 23 A negative mood has little to no likelihood that the actor will act belligerently toward the other. In a negotiation situation, this negative behaviour is most likely to take the shape of a more distributive posture on the issues. True or False? 24 Storming, Norming and Performing are: A) 3 stages that occur in most if not all negotiation processes B) the emotional states that negotiators go through as they interact with their counterparts C) the feelings that the negotiation team leader has towards their team D) none of the Above 25 A Professional Code of Conduct for Negotiators exists and is strictly enforced by a Canadian agency which provides oversight. True or False? 26 Based on the "principle of liking": A) online negotiations went better if similarities were discussed prior to the start of the talks B) we should behave like the other side to help build a connection with them () we should get the other side to like us because if they do we can sway their opinions of us D) none of the above 27 There is never room to add in interest-based approaches once the parties have adopted a positional approach to negotiation. True or False?28 To savour and protect your reputation you should: A) get endorsements from the people you worked with in previous negotiations and share them with the people in the current negotiations B) only work with a team that respects you C) don't let anyone throw you under the bus or portray you as evil/the bad guy D) all of the above E) none of the above 29 One of the risks of lying to the other party to get an agreement is that the agreement will eventually collapse. True or False? 30 Following a "bad process" to create a good outcome is OK because in the end both sides still got their needs met. True or False? 31 The most difficult negotiations pertain to people who are trying to fulfill their highest human needs. True or False? 32 Because human needs are so deep and fundamental to our identities, we can never accurately portray them to another person. True or False? 33 Common interests only apply in inter-personal negotiations when people are trying to meet their basic human needs. True or False? 34 Positions are obvious because they can be clearly stated and that is why we should reframe them in terms of the interests. True or False? 35 Most negotiations will likely be over several possibly inter-linked issues. True or False? 36 Negotiations resolved by power are sometimes based on who is physically stronger or is able to coerce the other, but more often, it is about imposing other types of costs-economic pressures, expertise, authority, and so on. True or False? 37 Compromise solutions mean that both sides had to shift off their stated positions a little bit to reach an agreement. True or False?38 The use of power comes at a cost, and sometimes when you use power to win, you also lose. If you find yourself in an ongoing relationship and use power to resolve a dispute, chances are not very high that you will lose the relationship. True or False? 39 Mutual interests are where win-win solutions are found. True or False? 40 Most of the ethics issues in negotiation are concerned with standards of truth telling-how honest, candid, and disclosing a negotiator should be. The attention here is more on what negotiators say (communicate about) or what they say they will do (and how they say it) than on what they actually do (although negotiators may act unethically as well). True or False