what strategies do you find particularly important and workable? what strategy( strategies) do you disagree with? do you have any other concession strategies to add?
6.statement: parties feel better about a settlement when negotiations involve a progression of concessions. true or false?
7.statement: if what we want exceeds what the other party is capable of or willing to give, we must either change our goals or end the negotiation. true or false?
9.statement: distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtained in a single deal. true or false?
10. in integrative negotiation, the goals of the parties are mutually exclusive. true or false?
please refer to the attached file.
2. statement: the effective use of power requires a sensitive and deft touch, and its consequences may not vary greatly from one person to the next. true or false?
3. statement: if power is based on personality and inidual differences, the personality traits will affect how iniduals acquire and use power. true or false?
5. statement: visibility is the same as centrality or criticality in network structure. true or false?
what are the two perspectives on power?
what are the major sources of power?
why is information power?
question : could you give an example of the most influential persuaders you know or read about? detail on how he or she persuades ?
2. during negotiations in japan you try to confirm a point by asking:"do you not want this added to the agreement?" you are answered with a 'yes', so you keep it within the agreement. at a later date you find the japanese are upset that this was added to the agreement. why? a.the japanese answer positively to negative questions so they actually meant 'no'. b.yes' can sometimes mean 'maybe'. in this case the japanese team wanted to think about it so answered 'yes' meaning 'let us think about it and check with us at the next meeting'. c.the japanese assumed you knew they did not want it to form part of the agreement and answered 'yes'. d. all of the above
3. which of these statements is true? a.germans take a casual approach to punctuality. b.germans expect humour in a business context. c. german decision making can be very slow. d.none of the above
4. when meeting with the french in a business environment, which of these is best to avoid? a. eye contact b. personal questions c.a formal demeanour d.all of the above
1. your company has been negotiating with a company in argentina for 3 months. the next round of negotiations is set to be the final meeting, with all sides aiming for an agreement. the negotiator that had been dealing with argentina is taken ill and cannot travel. a replacement is briefed and sent to clinch the deal. he returns empty handed. why? a.the argentine company were simply offended because they assumed your company was not taking the corporate relationship seriously by sending in a new negotiator. b.in argetina personal relationships are valued more than corporate ones. the negotiations failed because the new negotiator was unknown. c.in argentina the belief is that if illness gets in the way of business it is a bad omen. d. none of the above.
5. the best negotiators do not take time to yze each negotiation after it has concluded.
negotiation is fundamentally a skill involving ysis and____that everyone can learn.
when identifying options in an integrative negotiation, solutions are usually attained through:
which of the following statements about interests is true?
what statement about concessions is false?
the less concrete and measurable goals are, _______________________.
which represents the best deal we can possibly hope to achieve?
which of the following is not an aspect that contributes to persuasion through the central route?
the target point is the___________.
parties feel better about a settlement when negotiations involve a(n)____________.
which one of the following is as much a win-lose strategy as competition, although it has a decidedly different image?
power distance describes___________________.
which of the following is not a reason that negotiations fail?
the norm of reciprocity_________________.
some of the most effective negotiating you will ever do is when you are not talking. true or false?
each side rarely has multiple interests. true or false?
single-issue negotiations and the absence of a long-term relationship with the other party are the strongest drivers of claiming value strategies. true or false?
when someone agrees with a proposal, they are more likely to agree to the second. true or false?
a zero-sum situation is a situation in which iniduals are so linked together that there is a positive correlation between their goal attainments. true or false?
to respond to hardball tactics, a negotiator must identify the tactic quickly and understand what it is and how it works. true or false?
conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome. true or false?
remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away. true or false?
differences in time preferences have the potential to create value in a negotiation. true or false?
intragroup conflict occurs between groups. true or false?
in new bargaining relationships, discussions about procedural issues should occur after the major substantive issues are raised. true or false?
cooperation is the absence of conflict. true or false?
what is the difference between bargaining and negotiation?
what two factors does the dual concerns model involve?
what is the objective of distributive bargaining negotiations?
what can skilled negotiators do to reach an agreement?
what are substantive interests?
what is required of effective planning?
how to deal with hardball tactics?
what is culture?
what is power in negotiation?
fisher & ury's approach to negotiation in getting to yes is what type of strategy?
what is a multiparty negotiation?
what is the role of concessions?
what are the major steps in the integrative negotiation process?