The goal of most negotiations is achieving which of the following?

Question 11 options:

A)

A value creating goal

B)

A valued outcome

C)

A final settlement

D)

A value claiming goal

E)

An agreementper se

Question 12(1 point)

Which of the following statements is true concerning the relationship between wants and goals?

Question 12 options:

A)

Wants must be attainable, while goals may be unattainable.

B)

Wants may be related to interests or needs that motivate goals, but they are not goals themselves.

C)

Wants cannot be measured, whereas goals are explicitly measurable.

D)

Wants and goals are the same thing in negotiation situations.

Question 13(1 point)

Saved

What is the dominant force for success in negotiation?

Question 13 options:

A)

The planning that takes place prior to the dialogue

B)

A distributive negotiation strategy

C)

The tactics selected in support of strategic goals

D)

The discussions that precede planning sessions

Question 14(1 point)

What is the point at which we realistically expect to achieve a settlement?

Question 14 options:

A)

Resistance point

B)

Alternative

C)

Specific target point

D)

Asking price

Question 15(1 point)

Avoidance could best be used when:

Question 15 options:

A)

negotiation is necessary to meet your needs

B)

the time and effort to negotiate are negligible

C)

the available alternatives are very strong

D)

the only available negotiator is a senior manager.

Question 16(1 point)

In which of the following strategies is the primary motivation to maximize the joint outcome?

Question 16 options:

A)

Competition (Distributive Bargaining)

B)

Collaboration (Integrative Negotiation)

C)

Avoidance

D)

Accommodative Negotiation

Question 17(1 point)

At the top of the best practice list for every negotiator is:

Question 17 options:

A)

managing coalitions.

B)

preparation.

C)

diagnosing the structure of the negotiation.

D)

protecting your reputation.

E)

remembering the intangibles.

Question 18(1 point)

Winning, avoiding loss, looking tough or strong to others, not looking weak, or being fair are examples of:

Question 18 options:

A)

intangibles

B)

distributive tactics

C)

BATNAs

D)

tangibles

E)

integrative tactics

Question 19(1 point)

________ sends the message that you are principled and reasonable.

Question 19 options:

A)

Assertiveness

B)

Attitude

C)

Consistency

D)

Principles

E)

Fairness

Question 20(1 point)

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One of the most important sources of power in a negotiation is:

Question 20 options:

A)

the ability to force the low-power party to increase their BATNA

B)

the ability to use an integrative approach in a distributive situation.

C)

the failure of the other party to effectively transition between integrative and distributive phases

D)

the alternatives available to a negotiator if an agreement is not reached.

E)

the private conversations that transpire outside of the negotiation room.