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46 Cards in this Set
- Front
- Back
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Negotiation is an integral aspect of management T/F |
false |
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When one or both parties seea situation as one in which one party will lose or gain something in exchangefor the other party’s loss or gain, a negotiation strategy is best. T/F |
true |
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Research indicates that managers are less frequentlyinvolved in third-party negotiations T/F |
false |
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A good negotiator never losesground. T/F |
false |
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It might be appropriate tomake concessions during negotiations in order to preserve the workingrelationship. T/F |
true |
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Since negotiation tactics differ from culture to culture, both national and organizational culture must be considered when negotiating T/F |
T |
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Managers will have more power in the negotiationprocess if they appear less confident than the other party. T/F |
False |
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The purpose of the negotiation process is tomaximize your advantage. T/F |
T |
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The maximum acceptableoutcome and the least supportable outcome are flexible guideposts fornegotiations. T/F |
F |
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BATNA and LAO are essentially the same result. T/F |
F |
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Time constraints are irrelevant in negotiations T/F |
F |
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The environment is importantwhen negotiating because it impacts the amount of control each party mayexercise over the physical site arrangements as well as the psychologicalclimate in which the exchange occurs. T/F |
T |
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Side-by-side seating indicates cooperation,while face-to-face seating indicates competition T/F |
T |
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The nonverbal message is the predominant form ofcommunication in negotiation. T/F |
F |
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In the United States, the accepted practice in negotiations is to begin with a general conversation on neutral topics. T/F |
T |
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Negotiators expect each other to make an equalnumber of concessions in negotiations T/F |
T |
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Written media plays an important role in negotiation.The most common is the letter of intent T/F |
T |
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Written correspondence can soothe an emotional situation. T/F |
T |
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Men initiate negotiations four times more oftenthan women do T/F |
T |
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When negotiating, managers should never usetheir networks. T/F |
F |
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Women put themselves at a disadvantage during negotiations wheyn the |
Compare their performance to others |
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To develop a negotiation strategy systematicallyone must analyze |
all choices |
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In order to truly understand someone, one must |
listen carefully |
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to project confidence, roll up your shirtsleeves and loosen your collar T/F |
F |
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Which idea about LAO and MSO is true? |
the LAO should be set to prevent a loss |
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Which tactic is not wise to employ duringnegotiations? |
take the offense when under attack |
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Research studies showed whichof the following seating arrangements to be the most preferred configuration incompetitive relationships? |
sitting face to face |
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Birdwhistell found that if a manager wants tocreate stress in an opponent, he or she may |
move closer physically |
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Which question should you ask if you want a particular answer? |
leading |
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Which question in the negotiation process isasked not to get an answer but for effect? |
rhetorical |
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Which is not a successful strategy for avoidingan answer? |
respond with a long speech: the opponent maybecome confused |
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Which of the following is an alternative toavoid answering a question during negotiations? |
answer only part of the questions |
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Written media as anegotiation can be used to |
all choices |
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Which of the following is a strategy that canassist in combining aspects of communication? |
all choices |
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The strategy used to create illusions withoutthe use of lies or outright misrepresentation is known as |
bluff |
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Which strategy is used toattach one idea to the other? |
stacking |
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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 |
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When negotiating, which factors must be kept inbalance? |
the relationship, the goal, and the organization |
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In terms of conflict resolution strategies, whatis negotiation? |
win lose |
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Collective bargaining is a type of |
3rd party negotiation |
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The conflict resolution strategy closest tonegotiation is |
compromising |
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Which layer of the strategic communication modelis relevant to negotiation? |
all choices |
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Thefurthest point from the LAO that the negotiator can reasonably justify iscalled the |
MSO |
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Whenshould a manager decide on a BATNA? |
prior to negotiation |
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Whenis the best time to initiate a negotiation? |
whenyou have the most power and your adversary is the weakest |
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Which is the best location for a negotiation? |
your home ground |
