Negotiation Process: Chapters 9-11
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Negotiation Process: Chapters 9-11

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Questions and Answers

What is one of the key roles that shapes negotiations?

  • Time limitation
  • Competition
  • Experience
  • Trust (correct)

    • Multiparty negotiations involve individuals working independently to solve a problem.

    False

    What chapter summarizes the book's content and offers best practices for negotiators?

    Chapter 12

    The revised book includes improved physical layout with more white space and __________ margins.

    <p>wider</p> Signup and view all the answers

    Match the chapters with their focus:

    <p>Chapter 9 = Negotiation relationships Chapter 10 = Multiparty negotiations Chapter 11 = Cross-cultural differences Chapter 12 = Best practices summary</p> Signup and view all the answers

    Which of the following best describes a focus of Chapter 11?

    <p>International and cross-cultural differences</p> Signup and view all the answers

    The third edition of the book has a similar structure to its previous editions.

    <p>False</p> Signup and view all the answers

    What is the key purpose of the supplementary materials prepared for the Essentials of Negotiation?

    <p>To assist instructors in teaching</p> Signup and view all the answers

    Which of the following best defines interdependent parties?

    <p>They need each other to achieve their objectives.</p> Signup and view all the answers

    Dependent parties can meet their needs without the support of others.

    <p>False</p> Signup and view all the answers

    What is one key characteristic of independent parties?

    <p>They can meet their own needs without help from others.</p> Signup and view all the answers

    In a team project, no single individual can usually complete a complex project alone due to _____ constraints.

    <p>time</p> Signup and view all the answers

    Match each type of party to its description:

    <p>Independent = Can meet their own needs Dependent = Relies on others for assistance Interdependent = Needs others to achieve shared goals</p> Signup and view all the answers

    Which scenario best exemplifies a dependent relationship?

    <p>An employee relying on their employer for a job.</p> Signup and view all the answers

    Interdependent parties always have identical goals.

    <p>False</p> Signup and view all the answers

    What influences negotiation processes and outcomes among parties?

    <p>The interdependence of people’s goals and the structure of the situation.</p> Signup and view all the answers

    When parties depend on each other to achieve their preferred outcomes, they are _____ parties.

    <p>interdependent</p> Signup and view all the answers

    What describes an independent party’s relationship with others?

    <p>They are indifferent and detached.</p> Signup and view all the answers

    Why do people typically choose to negotiate?

    <p>Because they believe they can improve their outcome</p> Signup and view all the answers

    Negotiation is always a required process.

    <p>False</p> Signup and view all the answers

    List one situation when you should avoid negotiating.

    <p>When the demands are unethical.</p> Signup and view all the answers

    If you are running at full capacity, you should ______ rather than negotiate.

    <p>raise your prices</p> Signup and view all the answers

    Match the situations with when you should avoid negotiating:

    <p>You could lose everything = When you’d lose the farm You have no stake in the outcome = When you don’t care Time pressure influences your decisions = When you don’t have time Your counterpart shows bad faith = When they act in bad faith</p> Signup and view all the answers

    Which of the following is NOT a reason to avoid negotiating?

    <p>Desire for a better deal</p> Signup and view all the answers

    Waiting may improve your negotiating position.

    <p>True</p> Signup and view all the answers

    What should you do if your counterpart acts in bad faith during a negotiation?

    <p>Stop the negotiation.</p> Signup and view all the answers

    When negotiating under pressure, you may settle for ______ than you could otherwise get.

    <p>less</p> Signup and view all the answers

    Which of these scenarios suggests you should negotiate?

    <p>You believe you can achieve a better deal</p> Signup and view all the answers

    What is the resistance point in negotiations?

    <p>The point beyond which a party will break off negotiations</p> Signup and view all the answers

    In a negotiation, both parties know each other's resistance points.

    <p>False</p> Signup and view all the answers

    What is the term used for the area between the resistance points of the buyer and seller where actual bargaining occurs?

    <p>bargaining range</p> Signup and view all the answers

    When the buyer's resistance point is higher than the seller's, there is a __________ bargaining range.

    <p>positive</p> Signup and view all the answers

    Match the following scenarios with their corresponding bargaining ranges:

    <p>Buyer willing to pay $150,000, seller willing to accept $145,000 = Positive bargaining range Buyer willing to pay $140,000, seller willing to accept $145,000 = Negative bargaining range Buyer willing to pay $180,000, seller willing to accept $170,000 = Positive bargaining range Buyer willing to pay $135,000, seller willing to accept $130,000 = Positive bargaining range</p> Signup and view all the answers

    What is the main focus of distributive negotiation?

    <p>Claiming the largest piece of a fixed resource</p> Signup and view all the answers

    Integrative negotiation focuses on win-lose strategies.

    <p>False</p> Signup and view all the answers

    What is the purpose of integrative negotiation?

    <p>To create value for all parties and meet their objectives.</p> Signup and view all the answers

    Negotiators in distributive bargaining seek to ______ value.

    <p>claim</p> Signup and view all the answers

    Match the type of negotiation with its main characteristic:

    <p>Distributive negotiation = Win-lose strategies Integrative negotiation = Win-win strategies</p> Signup and view all the answers

    In which scenario would you typically find distributive negotiation?

    <p>Buying a used car</p> Signup and view all the answers

    Most negotiations can be easily classified into either distributive or integrative categories.

    <p>False</p> Signup and view all the answers

    Name one ethical consideration that can accompany distributive bargaining.

    <p>Use of pressure tactics or misrepresentation.</p> Signup and view all the answers

    The aim in an integrative negotiation is to ______ value.

    <p>create</p> Signup and view all the answers

    Which of the following is NOT a key aspect of integrative negotiation?

    <p>Maximizing individual gain</p> Signup and view all the answers

    Study Notes

    Chapter Insights

    • Chapter 9 discusses how established relationships change negotiation dynamics, highlighting roles of trust, justice, and negotiator reputation.
    • Chapter 10 addresses multiparty negotiations, focusing on teamwork in problem-solving or decision-making scenarios.
    • Chapter 11 explores international and cross-cultural factors that influence negotiation styles and approaches.
    • Chapter 12 summarizes the book's key lessons and presents ten best practices for negotiators.

    Book Changes

    • Enhanced physical layout for better readability with more white space and readable charts.
    • Content has been thoroughly updated based on extensive feedback from educators.
    • Many chapters have been rewritten for more effective presentation of material.
    • Real-life perspectives in the form of updated boxes and cartoons are included to illustrate negotiation dynamics.

    Negotiation Essentials

    • Negotiation is a voluntary process aimed at improving outcomes compared to simply accepting offers.
    • Many individuals, particularly in Western cultures, underestimate their ability to negotiate better deals.

    Situations to Avoid Negotiation

    • Don't negotiate if it could lead to significant losses.
    • Avoid negotiations when capacity is maxed out; instead, consider raising prices.
    • Ethical dilemmas should halt negotiations if demands are illegal or morally inappropriate.
    • When time is constrained, it may lead to unfavorable compromises; consider waiting for a better opportunity.
    • Negotiating with parties acting in bad faith can be unproductive.
    • Maintain a strategic pause when future opportunities may yield better outcomes.

    Types of Interdependence

    • Relationships can be independent, dependent, or interdependent:
      • Independent parties meet their needs without external help.
      • Dependent parties rely on others and may lack leverage.
      • Interdependent parties require cooperation to achieve mutual goals, often seen in project teams.

    Interdependence and Negotiation Outcomes

    • The structure of interdependence significantly influences negotiation strategies and outcomes.
    • Distributive bargaining focuses on winning and claiming value, typically resulting in competitive, win-lose scenarios.
    • Integrative negotiation seeks to create value and find solutions beneficial for all parties, leading to win-win outcomes.

    Recognizing Negotiation Needs

    • Negotiators must assess situations to determine whether a distributive or integrative approach is appropriate.
    • Parties' starting points and resistance points affect bargaining dynamics, with resistance points remaining confidential.
    • The bargaining range lies between parties' resistance points, indicating where actual agreement can be reached.
    • A positive bargaining range exists when one party's maximum is above the other’s minimum acceptance, while a negative range means no agreement is possible.

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    Related Documents

    Essentials of Negotiation PDF

    Description

    This quiz explores the dynamics of negotiation as discussed in Chapters 9 through 11. It covers how relationships influence negotiation, the importance of trust and reputation, and the challenges faced in multiparty negotiations. Test your understanding of these critical negotiation concepts.

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