Business Negotiations
Final Exam
Course Introduction
Business Negotiations explores the theories, strategies, and practical skills essential for successful negotiations in business environments. This course examines fundamental negotiation concepts such as preparation, communication, bargaining tactics, ethical considerations, and conflict resolution. Through interactive simulations, case studies, and real-world examples, students learn to analyze negotiation scenarios, develop effective strategies, and build mutually beneficial agreements. Emphasis is placed on both distributive and integrative negotiation techniques, as well as cross-cultural and multi-party negotiations, preparing students to navigate complex business interactions with confidence and skill.
Recommended Textbook
Essentials of Negotiation 5th Edition by Roy Lewicki
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12 Chapters
776 Verified Questions
776 Flashcards
Source URL: https://quizplus.com/study-set/2765 Page 2
Chapter 1: The Nature of Negotiation
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79 Verified Questions
79 Flashcards
Source URL: https://quizplus.com/quiz/55120
Sample Questions
Q1) Why do parties negotiate by choice?
Answer: That is,they negotiate because they think they can get a better deal by negotiating than by simply accepting what the other side will voluntarily give them or let them have.Negotiation is largely a voluntary process.We negotiate because we think we can improve our outcome or result,compared to not negotiating or simply accepting what the other side offers.It is a strategy pursued by choice; seldom are we required to negotiate.
Q2) Intragroup conflict occurs between groups.
A)True
B)False
Answer: False
Q3) Explain how conflict is a potential consequence of interdependent relationships. Answer: Conflict can result from the strongly divergent needs of the two parties,or from misperceptions and misunderstandings.Conflict can occur when the two parties are working toward the same goal and generally want the same outcome,or when both parties want very different outcomes.Regardless of the cause of the conflict,negotiation can play an important role in resolving it effectively.In this section,we will define conflict,discuss the different levels of conflict that can occur,review the functions and dysfunctions of conflict,and discuss strategies for managing conflict effectively.
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Page 3
Chapter 2: Strategy and Tactics of Distributive Bargaining
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96 Verified Questions
96 Flashcards
Source URL: https://quizplus.com/quiz/162835
Sample Questions
Q1) The more you can do to convince the other party that his or her costs of delay or aborting negotiations will be costly,the more likely he or she will be to establish a modest resistance point.
A)True
B)False
Answer: True
Q2) When successive concessions get smaller,the most obvious message is that A) the negotiator is reaching the fatigue point.
B) the resistance point is being reached.
C) the concession maker's position is weakening.
D) the negotiator has passed the resistance point.
E) None of the above.
Answer: B
Q3) Studies indicate that negotiators who make low or modest opening offers get higher settlements than do those who make extreme opening offers.
A)True
B)False
Answer: False
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4
Chapter 3: Strategy and Tactics of Integrative Negotiation
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/167444
Sample Questions
Q1) For positive problem solving to occur,both parties must be committed to stating the problem in ____________ terms.
Answer: neutral
Q2) Successful logrolling requires
A) that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.
B) no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem.
C) that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests.
D) a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.
E) Successful logrolling requires all of the above.
Answer: A
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Chapter 4: Negotiation: Strategy and Planning
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90 Verified Questions
90 Flashcards
Source URL: https://quizplus.com/quiz/55117
Sample Questions
Q1) Why is it important for goals to be concrete,specific and measurable?
Q2) Interests can be:
A) substantive, directly related to the focal issues under negotiation
B) process based, related to the manner in which we settle this dispute
C) relationship based, tied to the current or desired future relationship between the parties
D) based in the intangibles of the negotiation
E) all of the above
Q3) Single-issue negotiations can often be made integrative by working to decrease the number of issues.
A)True
B)False
Q4) What are the advantages and disadvantages of limiting a negotiator's authority?
Q5) It is sufficient to learn about the other party's interests and resources.
A)True
B)False
Q6) If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.
A)True
B)False
Page 6
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Chapter 5: Perception,Cognition,and Emotion
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71 Verified Questions
71 Flashcards
Source URL: https://quizplus.com/quiz/55116
Sample Questions
Q1) Describe the double-edged effect of overconfidence.
Q2) An insight drawn from research of the frames negotiators use in disputes would suggest that parties discussing salary may be likely to use outcome frames and may be related to which of the following?
A) Negotiators can use more than one frame.
B) Mismatches in frames between parties are sources of conflict.
C) Particular types of frames may led to particular types of agreements.
D) Specific frames may be likely to be used with certain types of issues.
E) Parties are likely to assume a particular frame because of various factors.
Q3) Framing is about focusing,shaping,and organizing the world around us but does not define persons,events or processes.
A)True
B)False
Q4) What is stereotyping?
Q5) Frames are shaped by conversations that the parties have with each other about the issues in the ____________ __________.
Q6) The perceiver's own needs,desires,motivations,and personal experiences may be likely to create a ____________ about the other party in an upcoming negotiation.
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Chapter 6: Communication
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35 Verified Questions
35 Flashcards
Source URL: https://quizplus.com/quiz/162846
Sample Questions
Q1) Nonverbal communication-done well-may help negotiators achieve better outcomes through _____________ coordination.
Q2) _____________ - ____________ techniques allow negotiators to understand more completely the other party's positions by actively arguing these positions until the other party is convinced that they are understood.
Q3) Mitigating circumstances occur where negotiators explain their positions from a broader perspective,suggesting that while their current position may appear negative it derives from positive motives.
A)True
B)False
Q4) _____________ questions cause attention,get information and start thinking.
Q5) Some nonverbal acts,called attending behaviors,are particularly important in connecting with another person during a coordinated interaction like negotiation.Why?
Q6) High levels of language intensity are used to convey strong feelings in the recipient,while low intensity conveys weak feelings.
A)True
B)False
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Page 8
Chapter 7: Finding and Using Negotiation Power
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52 Verified Questions
52 Flashcards
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Sample Questions
Q1) In allocating resources,the power holder must be willing to dole them out depending on the other's ____________ or cooperation with the power holder's requests.
Q2) One of the major sources of power,____________ power can be defined as power that is derived from the context in which negotiations take place.
Q3) The available labor supply,staff that can be allocated to a problem or task,temporary help is called ____________ __________.
Q4) Negotiators employ tactics designed to create power ____________ as a way to "level the playing field."
Q5) Employees who want to succeed rapidly are frequently counseled to find jobs with high ____________ and ____________ in an organization so they can get the experience and visibility necessary for rapid promotion.
Q6) If enough people begin to distrust the authority or discredit its legitimacy,they will begin to defy it and thereby undermine its potential as a source of power.
A)True
B)False
Q7) Seeking power in negotiation usually arises from one of which two perceptions?
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Page 9
Chapter 8: Ethics in Negotiation
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52 Verified Questions
52 Flashcards
Source URL: https://quizplus.com/quiz/167400
Sample Questions
Q1) According to Hitt,what are the four standards for evaluating strategies and tactics in business and negotiation?
Q2) Misrepresentation by omission is defined as actually lying about the common value issue.
A)True
B)False
Q3) The use of unethical tactics may provoke what response from the "victim?"
Q4) As a result of employing an unethical tactic,the negotiator will experience positive or negative consequences.These consequences are based on:
Q5) Some people continue to believe that they can tell by looking into someone's face if that person is inclined to be dishonest or truthful on a regular basis.What could study participants tell by photographs of aging men and women?
Q6) Individuals are more willing to use deceptive tactics when the other party is perceived to be uniformed or unknowledgeable about the situation under negotiation; particularly when the stakes are high.
A)True
B)False
Q7) What is/are the risks associated with frequent use of the self-serving process?
Page 10
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Chapter 9: Relationships in Negotiation
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51 Verified Questions
51 Flashcards
Source URL: https://quizplus.com/quiz/55112
Sample Questions
Q1) McAllister defines ____________ as "an individual's belief in and willingness to act on the words,actions and decisions of another."
Q2) Negotiators who helped develop a group negotiation strategy were more ____________ to it and to the group's negotiation goals.
Q3) In a transactional negotiation,the most important issue is usually the A) enhancing the relationship.
B) better deal.
C) dependence dynamics.
D) inventory questions.
E) all of the above.
Q4) Negotiations occur in a rich and complex social context that has a significant impact on how the parties interact and how the process evolves.
A)True
B)False
Q5) An individual's ____________ ____________ toward trust can be described as individual differences in personality that make some people more trusting than others.
Q6) What two questions should be asked when arriving at an impasse?
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Page 11
Chapter 10: Multiple Parties and Teams
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52 Verified Questions
52 Flashcards
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Sample Questions
Q1) Many complex international negotiations devote a great deal of time to the question of just who will be recognized and who can speak for others.The issue about participants can be decided by asking which of the following questions?
A) Whose presence is likely to keep other parties from achieving their objectives?
B) Whose presence is likely to help other parties achieve their objectives?
C) Who could spoil the deal if they were excluded?
D) All of the above questions can help decide who to recognize.
E) None of the above questions will help determine inclusion/exclusion.
Q2) A single negotiator is simply one of the parties in a multiparty negotiation and wants to ensure that his or her own issues and interests are clearly incorporated into the final agreement.
A)True
B)False
Q3) What challenge does the increased number of negotiators in a multiparty negotiation present?
Q4) Multiparty negotiations can be greatly facilitated by the presence of a ____________ chairperson.
Q5) What is the "illusion of consensus?"
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Chapter 11: International and Cross-Cultural Negotiation
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76 Verified Questions
76 Flashcards
Source URL: https://quizplus.com/quiz/55110
Sample Questions
Q1) Political considerations may enhance or detract from the conduct of business negotiations in various countries at different times.
A)True
B)False
Q2) Decision making in group-oriented cultures involves ____________ and may take considerably more time than American negotiators are used to.
Q3) Proponents of the ____________ approach recognize that negotiation behavior is multiply determined and using culture as the sole explanation of behavior is oversimplifying a complex social process.
Q4) According to Salacuse,what are the six factors that make global negotiations more challenging than domestic negotiations?
Q5) What are the 10 different ways that culture can influence negotiations?
Q6) How does the value of international currencies affect cross-cultural negotiation decisions?
Q7) In the "culture-as-shared-value" approach,cross-cultural comparisons are made by finding the important ____________ and ____________ that distinguish one culture from another.
Q8) Phatak and Habib define external stakeholders as:
Page 13
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Chapter 12: Best Practices in Negotiations
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32 Verified Questions
32 Flashcards
Source URL: https://quizplus.com/quiz/167401
Sample Questions
Q1) Excellent negotiators understand that negotiation embodies a set of _____________ seemingly contradictory elements that actually occur together.
Q2) Negotiators need to be reminded that certain factors influence their own behavior.What are those factors?
A) Strengths
B) Tangibles
C) Weaknesses
D) Intangibles
E) Negotiables
Q3) Why is preparation so important for negotiators?
Q4) What often happens to negotiators without a strong BATNA?
Q5) Using integrative tactics in a distributive situation may lead to optimal outcomes.
A)True
B)False
Q6) Negotiators who take the time to pause and reflect on their negotiations will find that they continue to refine their skills,and that they remain sharp and focused for their _____________ negotiations.
True / False Questions
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