Negotiation Strategies Quiz
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Questions and Answers

What is the primary characteristic of distributive negotiation?

  • Collaboration between parties
  • Creating additional value for both sides
  • Mutual benefit for both parties
  • Maximizing one’s own share of resources (correct)

    • In negotiation, what does BATNA stand for?

  • Best Approach to Necessary Agreement
  • Best Alternative to Negotiated Agreement (correct)
  • Bargaining Average Tactic for Negotiation Assets
  • Basic Agreement Tactic for Negotiation Analysis

    • Which of the following describes integrative bargaining?

  • Involves a direct conflict between parties
  • Aims for a win-win situation through cooperation (correct)
  • Focus on maximizing one's own resources
  • Minimizes preparation and resources needed

    • What is a common reason for engaging in negotiation?

    <p>To resolve a problem or dispute between the parties</p> Signup and view all the answers

    What is the target point in negotiation?

    <p>The desired outcome one hopes to achieve</p> Signup and view all the answers

    Before entering any negotiation, which of the following is NOT a main point to decide on?

    <p>The negotiation tactics of the other party</p> Signup and view all the answers

    What is the buyer's resistance point when negotiating the purchase of a house?

    <p>$235,000</p> Signup and view all the answers

    What preparation is necessary for a successful negotiation?

    <p>Minimum preparation including target and resistance points</p> Signup and view all the answers

    Which of the following statements best characterizes a zero-sum game in negotiation?

    <p>One party's gain is equal to the other party's loss</p> Signup and view all the answers

    What does the term 'bargaining zone' refer to?

    <p>The space between the two parties’ reservation points</p> Signup and view all the answers

    What is the target price for the buyer when looking to purchase the house?

    <p>$220,000</p> Signup and view all the answers

    At what point should the buyer consider walking away from the negotiation?

    <p>$235,000</p> Signup and view all the answers

    If the seller's resistance point is at least $235,000, how does this affect the negotiation?

    <p>It results in a negative bargaining zone.</p> Signup and view all the answers

    What is the maximum price the seller is willing to accept for the house?

    <p>$225,000</p> Signup and view all the answers

    Why is it important for a negotiator to never reveal their resistance point?

    <p>It helps maintain control over the negotiation.</p> Signup and view all the answers

    What should the buyer do in a situation with a negative bargaining zone?

    <p>Walk away from the negotiation.</p> Signup and view all the answers

    What does BATNA stand for?

    <p>Best Alternative To a Negotiated Agreement</p> Signup and view all the answers

    How can attractive alternatives influence a negotiator's approach?

    <p>Allows them to set higher goals</p> Signup and view all the answers

    What happens if a negotiator has no attractive alternatives?

    <p>They will have less bargaining power</p> Signup and view all the answers

    What is the buyer's resistance point given a target of $220,000?

    <p>$235,000</p> Signup and view all the answers

    What might influence a buyer's target price?

    <p>Interest rates and market conditions</p> Signup and view all the answers

    If a buyer finds a similar house priced at $230,000, how does this affect their negotiation?

    <p>It strengthens their bargaining position.</p> Signup and view all the answers

    What is the main difference between BATNA and a reservation point?

    <p>BATNA denotes the best alternative, while reservation points act as limits</p> Signup and view all the answers

    Why is it important for a negotiator to have alternatives?

    <p>It provides leverage in decision-making</p> Signup and view all the answers

    What is a benefit of having a devil's advocate in a group setting according to the classic paradox?

    <p>It leads to improved group performance.</p> Signup and view all the answers

    Which of the following is a source of conflict at work?

    <p>Different training and experiences.</p> Signup and view all the answers

    What characterizes task/cognitive conflict?

    <p>It involves differences in perspectives and judgments.</p> Signup and view all the answers

    Which hallmark emphasizes the importance of the other party feeling positive in negotiations?

    <p>The other party feels good.</p> Signup and view all the answers

    What type of conflict is primarily emotional and directed at an individual?

    <p>Affective/Relationship Conflict.</p> Signup and view all the answers

    What is a result of interdependence among groups in a work environment?

    <p>Potential for conflict due to shared rewards.</p> Signup and view all the answers

    What is the concept of Reservation Price primarily based on?

    <p>BATNA and premium factors</p> Signup and view all the answers

    What is the term for conflict related to unclear rules about how work is done?

    <p>Ambiguity Conflict.</p> Signup and view all the answers

    How does knowing your BATNA help you in negotiations?

    <p>It allows you to protect your resistance point.</p> Signup and view all the answers

    What suggests that making the first offer is advantageous in negotiations?

    <p>The anchoring effect</p> Signup and view all the answers

    Which statement best describes the goal of conflict resolution in a negotiation?

    <p>To create a win-win-win scenario.</p> Signup and view all the answers

    Which of the following is NOT a characteristic of integrative negotiations?

    <p>Addressing positional issues primarily</p> Signup and view all the answers

    What type of negotiations aim to increase the total value for all parties involved?

    <p>Integrative negotiations</p> Signup and view all the answers

    In integrative negotiations, what should parties primarily focus on?

    <p>Commonalities between parties</p> Signup and view all the answers

    When considering your resistance point, what factor must influence your decision?

    <p>The value of your BATNA</p> Signup and view all the answers

    What is an important component of successful integrative negotiations?

    <p>Inventing options for mutual gain</p> Signup and view all the answers

    What is the primary outcome of the 'Forcing' conflict management strategy?

    <p>The other person feels defeated.</p> Signup and view all the answers

    Which conflict management strategy involves neglecting the interests of both parties?

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

    What potential risk is associated with the Accommodating strategy?

    <p>Decreased power and credibility.</p> Signup and view all the answers

    What describes the outcome of the Compromising strategy?

    <p>Gamesmanship and suboptimal resolutions.</p> Signup and view all the answers

    In which situation is the Collaborating strategy most effective?

    <p>When issues can be resolved without blame.</p> Signup and view all the answers

    What is a common characteristic of the Avoiding strategy?

    <p>It reflects an inability to handle emotions.</p> Signup and view all the answers

    Which conflict management strategy is associated with a win-lose orientation?

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

    How does the Accommodating strategy potentially benefit future negotiations?

    <p>By allowing for additional concessions later.</p> Signup and view all the answers

    Study Notes

    Organizational Behaviour - Negotiation

    • Negotiation is a decision-making process where interdependent parties aim for an agreement.
    • Almost everyone negotiates daily, both in personal and professional settings.
    • Key aspects of negotiation include distributive and integrative bargaining.
    • Key considerations are target point, resistance point, BATNA.

    Distributive Negotiation

    • Focuses on securing the most favourable outcome for one party, often at the expense of the other.
    • "Win-lose" scenario where one party's gain is the other's loss.
    • Targets maximizing one's own share of limited resources.
    • Preparation for distributive negotiation includes:
      • Establishing a target point (aspiration point) - the desired outcome.
      • Determining a resistance point (walk-away point) - the point where a party is unwilling to negotiate further.
      • Identifying BATNA (Best Alternative To a Negotiated Agreement) - an alternative course of action if a negotiation fails.

    Integrative Negotiation

    • Seeks mutually beneficial solutions for all parties.
    • Focuses on finding solutions that meet the needs of both parties and expand the available resources.
    • Often involves:
      • Exploring commonalities and shared interests
      • Finding ways to increase the "pie" by creating new options
      • Active listening and understanding the needs of other parties

    Negotiation Issues

    • Price, possession date, electronics, appliances, paint are some issues that arise in condo purchases and other similar interactions.

    Bargaining Zone

    • The bargaining zone (ZOPA) is the range between the resistance points of both parties where negotiated agreements are possible.
    • A "positive" bargaining zone exists where agreement is possible if within the ZOPA.
    • A "negative" bargaining zone indicates there is no overlap between parties' resistance points, making an agreement harder to reach.

    BATNA (Best Alternative To a Negotiated Agreement)

    • Alternative options in case the negotiation fails.
    • An attractive BATNA gives the negotiator more leverage.
    • Having a strong BATNA helps protect the resistance point from undue influence by other parties.

    Conflict Resolution

    • A win-win-win outcome is optimal when resolving conflicts in all parties.

    Sources of Conflict at Work

    • Incompatible goals creating an interference
    • Differentiation between employees regarding expertise, values, beliefs, or experiences.
    • Interdependence making tasks and rewards reliant on other party's performance.
    • Ambiguity about unclear or missing rules.
    • Competition for limited resources.
    • Group identification that may not align with other groups.

    Types of Conflict

    • Task/Cognitive Conflict: focus-oriented and often results in identifying solutions; includes assertive discussion on the issues/ideas.
    • Affective/Relationship Conflict: focused on emotional clashes; aimed at specific individuals rather than the issue; frequently causes stress and retaliation and poor communication.
    • Process Conflict: disagreements about procedures for task execution.

    Opening Offer

    • Research shows that setting the first offer (opening offer) is important, due to the 'anchoring effect'.
    • Making the opening offer sets a benchmark that influences the other party's expectations and the overall negotiation.

    Key Concepts

    • Importance of the relationship (in the matrix) which influences the choices in a conflict, and which strategy a negotiator may opt for during a conflict.
    • Understanding how different outcomes and issues influence conflict resolution.
    • Finding ways to improve the outcome of negotiations by considering multiple ideas and using frameworks like the Dual Concerns Model.

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    Related Documents

    Week 9 Negotiation and Conflict PDF

    Description

    Test your knowledge on key concepts in negotiation, such as distributive negotiation, BATNA, integrative bargaining, and the importance of target points. This quiz will help you understand the dynamics of negotiation and the strategies to effectively engage in it.

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