谈判期末重点

1、Fillinginblank1.Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaofandthedilemmaof.Answer:honesty,trustPage:142. Partieswhoemploythestrategymaintaintheirownaspirationsandtrytopersuadetheotherpartytoyield.Answer:contendingPage:23MultipleChoiceQuestions1. Whichisnotacharacteristico

2、fanegotiationorbargainingsituation?A) conflictbetweenpartiesB) twoormorepartiesinvolvedC) anestablishedsetofrulesD) avoluntaryprocessAnswer:C2. TangiblefactorsA) includethepriceandtermsofagreement.B) arepsychologicalmotivationsthatinfluencethenegotiations.C) includetheneedtolookgoodinnegotiations.D)

3、 cannotbemeasuredinquantifiableterms.Answer:A3. Whichofthefollowingisnotanintangiblefactorinanegotiation?A) theneedtolookgoodB) finalagreedpriceonacontractC) thedesiretobookmorebusinessD) fearofsettingaprecedentAnswer:B4.Whatarethetwodilemmasofnegotiation?A) thedilemmaofcostandthedilemmaofprofitmarg

4、inB) thedilemmaofhonestyandthedilemmaofprofitmarginC) thedilemmaoftrustandthedilemmaofcostD) thedilemmaofhonestyandthedilemmaoftrustAnswer:D5.Whichofthefollowingstatementsaboutconflictistrue?A) Conflictistheresultoftangiblefactors.B) Conflictcanoccurwhentwopartiesareworkingtowardthesamegoalandgenera

5、llywantthesameoutcome.C) Conflictonlyoccurswhenbothpartieswantaverydifferentsettlement.D) Conflicthasaminimaleffectoninterdependentrelationships.Answer:B6. IntheDualConcernsModel,thelevelofconcernfortheindividualsownoutcomesandthelevelofconcernfortheothersoutcomesarereferredtoastheA) cooperativeness

6、dimensionandthecompetitivenessdimension.B) theassertivenessdimensionandthecompetitivenessdimension.C) thecompetitivenessdimensionandtheaggressivenessdimension.D) thecooperativenessdimensionandtheassertivenessdimension.Answer:DShortansweressays:1.Explainhowconflictisapotentialconsequenceofinterdepend

7、entrelationships.Answer:Conflictcanresultfromthestronglydivergentneedsofthetwoparties,orfrommisperceptionsandmisunderstandings.Conflictcanoccurwhenthetwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome,orwhenbothpartieswantverydifferentoutcomes.Regardlessofthecauseoftheconflict,negot

8、iationcanplayanimportantroleinresolvingiteffectively.Inthissection,wewilldefineconflict,discussthedifferentlevelsofconflictthatcanoccur,reviewthefunctionsanddysfunctionsofconflict,anddiscussstrategiesformanagingconflicteffectively.Page:182.Whyshouldnegotiatorsbeversatileintheircomfortanduseofbothval

9、ueclaimingandvaluecreatingstrategicapproaches?Answer:Notonlymustnegotiatorsbeabletorecognizewhichstrategyismostappropriate,buttheymustbeabletousebothapproacheswithequalversatility.Thereisnosingle“best,preferredor“rightwaytonegotiate;thechoiceofnegotiatistrategyrequiresadaptationtothesituation,aswewi

10、llexplainmorefullyinthenextsectiononconflict.Moreover,ifmostnegotiationissues/problemshaveclaimingandcreatingvaluescomponents,thennegotiatorsmustbeabletousebothapproachesinthesamedeliberation.Page:161.Distributivebargainingisbasicallyacompetitionoverwhoisgoingtogetthemostofa.Answer:limitedresourcePa

11、ge:332.Theisthepointbeyondwhichapersonwillnotgoandwouldratherbreakoffnegotiations.Answer:resistancepoint3.ThespreadbetweentheresistancepointsiscalledtheAnswer:bargainingrange.Page:354.areimportantbecausetheygivethenegotiatorpowertowalkawayfromanynegotiationwhentheemergingdealisnotverygood.Answer:Alt

12、ernativesPage:365.Thetacticoccurswhennegotiatorsoverwhelmtheotherpartywithsomuchinformationthattheyhavetroubledeterminingwhichinformationisrealorimportant.Answer:snowjobTrue/FalseQuestions1. Distributivebargainingstrategiesandtacticsareusefulwhenanegotiatorwantstomaximizethevalueobtainedinasingledea

13、l.Answer:TruePage:332. Theresistancepointisthepointatwhichanegotiatorwouldliketoconcludenegotiations.Answer:FalsePage:353. Anythingoutsidethebargainingrangewillbesummarilyrejectedbyoneofthenegotiators.Answer:TruePage:354. Anegativebargainingrangeoccurswhenthebuyersresistancepointisabovethesellers.An

14、swer:FalsePage:365. Asmallconcessionlateinnegotiationsmayindicatethatthereislittleroomlefttomove.Answer:TruePage:53MultipleChoiceQuestions1. DistributivebargainingstrategiesA)arethemostefficientnegotiatingstrategiestouse.B)areusedinallinterdependentrelationships.C)areusefulinmaintaininglongtermrelat

15、ionships.D)cancausenegotiatorstoignorewhatthepartieshaveincommon.Answer:DPage:332. ThetargetpointistheA)pointatwhichanegotiatorwouldliketoconcludenegotiations.B)negotiatorsbottomline.C)firstofferanegotiatorquotestohisopponent.D)initialpricesetbytheseller.Answer:APage:343. Theresistancepointisestabli

16、shedbytheexpectedfromaparticularoutcome,whichisinturntheproductoftheandofanoutcome.A)cost,value,worthB)value,worth,costC)value,costandtimelinessD)cost,importance,valueAnswer:BPage:394.Whatstatementaboutconcessionsisfalse?A)Concessionsarecentraltonegotiations.B)Concessionsisanotherwordforadjustmentsi

17、nposition.C)Concessionmakingexposestheconcessionmakertosomerisk.D)Reciprocatingconcessionsisahaphazardprocess.Answer:DPage:535. Whensuccessiveconcessionsgetsmaller,themostobviousmessageisthatA)thenegotiatorisreachingthefatiguepoint.B)theresistancepointisbeingreached.C)theconcessionmakerspositioniswe

18、akening.D)thenegotiatorhaspassedtheresistancepoint.Answer:BPage:53Shortansweressays:1.Whyisitadvantageoustomakeanextremeopeningoffer?Answer:Givesmoreroomformovementinnegotiationandthereforemoretimetolearntheotherpartyspriorities.Maycreatetheimpressionthatthereisalongwaytogobeforeareasonablesettlemen

19、twillbeachievedandmoreconcessionsthanoriginallyintendedmayhavetobemadetobridgethedifferencebetweenthetwoopeningpositions.Page:492.Whatarethestrategiesforrespondingtohardballtactics?Answer:ignorethem,discussthem,respondinkind,co-opttheotherparty.Alsodiscussedinthetextbutnotlistedspecifically:preparat

20、ion,familiaritywithhardballtactics,identificationanddiscussingthetactics,haltingthenegotiationprocess,teamnegotiations.Page:62,63FillintheBlankQuestions1.Successfulintegrativenegotiationrequiresthatthenegotiatorssearchforsolutionsthatmeettheandofboth(all)sides.Answer:needs,objectivesPage:742.Inanint

21、egrativenegotiation,negotiatorsmustbeabouttheirprimaryinterestsandneeds,butaboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.Answer:firm,flexiblePage:74,753.Asaproblemisdefinedjointly,itshouldaccuratelyreflectbothpartiesand.Answer:needs,prioritiesPage:774.Thosewhodonotshareabelieftha

22、ttheycanworktogetherinanintegrativenegotiationarelesswillingtoinvestthetimeandenergyinthepotentialpayoffsofacollaborativerelationshipandaremorelikelytoassumeaorapproachtoconflict.Answer:contending,accommodatingPage:96True/FalseQuestions1. Thefailuretoreachintegrativeagreementsisoftenlinkedtothefailu

23、retoexchangesufficientinformationthatwillallowthepartiestoidentifyintegrativeoptions.Answer:TruePage:732. Inintegrativenegotiations,negotiatorsareencouragedtostatetheproblemintermsoftheirpreferredsolutionandtomakeconcessionsfromthesemostdesiredalternatives.Answer:FalsePage:783. Althoughthereisnoguar

24、anteethattrustwillleadtocollaboration,thereisplentyofevidencetosuggestthatmistrustinhibitscollaboration.Answer:TruePage:98MultipleChoiceQuestions1. Whichofthefollowingisnotanelementofintegrativenegotiations?A) afocusoncommonaltiesB) anattempttoaddresspositionsC) arequiredexchangeofinformationandidea

25、sD) theuseofobjectivecriteriaforstandardsofperformanceAnswer:BPage:722. SubstantiveinterestsA)aretheintereststhatrelatetothefocalissuesundernegotiation.B)arerelatedtothewaywesettlethedispute.C)meanthatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwilldamagetherelati

26、onship.D)regardwhatisfair,whatisright,whatisacceptable,whatisethical,orwhathasbeendoneinthepastandshouldbedoneinthefuture.Answer:APage:803. Whichofthefollowingstatementsaboutinterestsistrue?A)Thereisonlyonetypeofinterestinadispute.B)Partiesarealwaysinagreementaboutthetypeofinterestsatstake.C)Interes

27、tsareoftenbasedinmoredeeplyrootedhumanneedsorvalues.D)Interestsdonotchangeduringthecourseofanintegrativenegotiation.Answer:CPage:824. IntegrativenegotiationfailsbecauseA)negotiatorsfailtoperceivetheintegrativepotentialofthenegotiatingproblem.B)ofdistributiveassumptionsaboutthenegotiationproblem.C)of

28、thenegotiatorspreviousrelationshipwithoneanother.D)Alloftheabovearereasonswhyintegrativenegotiationsfail.Answer:DPage:102Shortansweressays1.Whatelementsmustanegotiationcontaintobecharacterizedasintegrative?Answer:Afocusoncommonaltiesratherthandifferences,anattempttoaddressneedsandinterests,acommitme

29、nttoachievingneedsofallinvolvedparties,therequiredexchangeofinformationandideas,theinventionofoptionsformutualgain,theuseofobjectivecriteriaforstandardsofperformance.Page:722.Identifyanddefinethefourtypesofinterests.Answer:Substantiveinterestsarethetypesofintereststhatrelatecloselytotangibleissues,a

30、ndrelatetothefocalissuesundernegotiation.Processinterestsarerelatedtothewaywesettlethedispute.Relationshipinterestsmeanthatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwillharmordamagetherelationship.Interestsinprinciplesinvolvewhatisfair,whatisright,whatisacceptab

31、le,whatisethical,orwhathasbeendoneinthepastandshouldbedoneinthefuture.Page:81FillintheBlankQuestions1.Astronginterestinachievingonlysubstantiveoutcomestendstosupportastrategy.Answer:competitive(ordistributive)Page:1122.strategiesmaygenerateapatternofconstantlygivingintokeeptheotherhappyortoavoidafig

32、ht.Answer:AccommodativePage:1143.arethepointswhereyoudecidethatyoushouldstopthenegotiationratherthancontinue,becauseanysettlementbeyondthispointisnotminimallyacceptable.Answer:Limits(resistancepoint,reservationsprices,walkawaypointsarealsoacceptable)Page:125True/FalseQuestions1. Ifwhatwewantexceedsw

33、hattheotherpartyiscapableoforwillingtogive,wemusteitherchangeourgoalsorendthenegotiation.Answer:TruePage:1092. Ifbothsubstanceandrelationshipoutcomesareimportant,thenegotiatorshouldpursueacompetitivestrategy.Answer:FalsePage:1123. Single-issuenegotiationscanoftenbemadeintegrativebyworkingtodecreaset

34、henumberofissues.Answer:FalsePage:1214. Alternativesareveryimportantinbothdistributiveandintegrativeprocessesbecausetheydefinewhetherthecurrentoutcomeisbetterthananyotherpossibility.Answer:TruePage:125MultipleChoiceQuestions1. Avoidancecouldbestbeusedwhen:A) negotiationisnecessarytomeetyourneedsB) t

35、hetimeandefforttonegotiatearenegligibleC) theavailablealternativesareverystrongD) theonlyavailablenegotiatorisaseniormanager.Answer:CPage:1132. Gettingtoknowtheotherpartyandunderstandingsimilaritiesanddifferencesrepresentswhatkeystepinthenegotiationprocess:A)preparationB)informationgatheringC)relati

36、onshipbuildingD)informationusingAnswer:CPage:1163. Whichisnottrueoflimits?A)ArethepointwhereyoushouldstopthenegotiationB)ArealsocalledresistancepointC)EstablishingthemisacriticalpartofplanningD)TheyshouldbeignoredinabiddingwarAnswer:DPage:1254. Iftheotherpartyhasastrongandviablealternative,he/shewil

37、lA)bedependentonachievingasatisfactoryagreementB)appearaggressiveandhostileinnegotiationsC)setandpushforhighobjectivesD)haveunlimitednegotiatingauthorityAnswer:CPage:131ShortAnswerEssays1.Whatspecificstepsareentailedineffectiveplanning?Answer:Definingtheissues;assemblingissuesanddefiningthebargainin

38、gmix;defininginterests;defininglimitsandalternatives;definingonesownobjectives(targets)andopeningbids(wheretostart);assessingconstituentsandthesocialcontextinwhichthenegotiationwilloccur;analyzingtheotherparty;planningtheissuepresentationanddefense;definingprotocolwhereandwhenthenegotiationwilloccur

39、,whowillbethere,agenda,etc.Page:1182.Illustratenegotiationstrategieswiththedualconcernsmodel.Answer:Thismodelproposesthatindividualshavetwolevelsofrelatedconcerns:aconcernfortheirownoutcomes,andalevelofconcernfortheothersoutcomThereareatleastfourdifferenttypesofstrategieswhenassessingtherelativeimpo

40、rtanceandpriorityofthenegotiatorssubstantoutcomeversustherelationaloutcome:competitive,collaboration,accommodation,andavoidance.1.Non-engagementstrategy:AvoidanceIfoneisabletomeetonethoiutentegotiatingatall,itmaymakesensetouseanavoidancestrategy.2. Active-engagementstrategies:Competition,collaborati

41、on,andaccommodationCompetitionisdistributivewin-losebargaining.Collaborationisintegrativeorwin-winnegotiation.Accommodationisasmuchawin-losestrategyascompetition,althoughithasadecidedlydifferentimageitinvolvesanimbalanceofoutcomes,butintheoppositedirection.(“Ilose,youwinasopposedto“Iwipayoulose.105,

42、106,107FillintheBlankQuestions1.occurwhenpeoplegeneralizeaboutavarietyofattributesbasedontheknowledgeofoneattributeofanindividual.Answer:HaloeffectsPage:1402.isthetendencyofnegotiatorstobelievethattheirabilitytobecorrectoraccurateisgreaterthanisactuallytrue.Answer:OverconfidencePage:1563.istheproces

43、sofdevaluingtheotherpartysconcessionssimplybecausetheotherpartymadethem.Answer:ReactivedevaluationPage:1604.Misperceptionsandcognitivebiasestypicallyariseoutofasnegotiatorsgatherandprocessinformation.Answer:consciousawarenessPage:160True/FalseQuestions1. Stereotypingandhaloeffectsareexamplesofpercep

44、tualdistortionbytheanticipationofencounteringcertainattributesandqualitiesinanotherperson.Answer:FalsePage:1402. Framingisaboutfocusing,shaping,andorganizingtheworldaroundusbutdoesnotdefinepersons,eventsorprocesses.Answer:FalsePage:1423. Negotiatorswhofeelpositiveemotionsaremorelikelytobeinflexiblei

45、nhowtheyarriveatasolutiontoaproblem.Answer:FalsePage:165MultipleChoiceQuestions1. FramesareimportantinnegotiationbecauseA)theyallowpartiestodevelopseparatedefinitionsoftheissuesB)theycanbeavoidedC)disputesareoftennebulousandopentodifferentinterpretationsD)donotallownegotiatorstoarticulateanaspectofa

46、complexsocialsituationAnswer:CPage:1422.Inwhichtypeofframewouldpartiesbemorelikelytoengageprimarilyindistributive(win-loseorlose-lose)negotiationsthaninothertypes?A)IdentityB)Loss-gainC)OutcomeD)ProcessAnswer:CPage:1433. TheirrationalescalationofcommitmentbiasreferstoA)thestandardagainstwhichsubsequ

47、entadjustmentsaremeasuredduringnegotiation.B)theperspectiveorpointofviewthatpeopleusewhentheygatherinformationandsolveproblems.C)howeasilyinformationcanberecalledandusedtoinformorevaluateaprocessofadecision.D)anegotiatorscommitmenttoacourseofaction,evenwhenthatcommitmentconstitutesirrationalbehavior

48、onhis/herpart.Answer:DPage:1504. TheEndowmentEffectA)ismakingattributionstothepersonorthesituationB)isdrawingconclusionsfromsmallsamplesizesC)isnegotiatorsbelievingthattheirabilitytobecorrectoraccurateisgreaterthanactuallytrueD)isthetendencytoovervaluesomethingyouownorbelieveyoupossessAnswer:DPage:1

49、59ShortAnswerEssays1.Howdoesanoutcomeframefunctioninanenvironmentaldispute?Answer:Anoutcomeframeisapartyspredispositiontoachievingaspecificresultoroutcomefromthenegotiation.Tothedegreethatanegotiatorhasaspecific,preferredoutcomeheorshewantstoachieve,thedominantframemaybetofocusallstrategy,tactics,an

50、dcommunicationtowardgettingthatoutcome.Partieswhohaveastrongoutcomeframearemorelikelytoengageprimarilyindistributive(win-loseorlose-lose)negotiationsthaninothertypesofnegotiationsPage:1432. .Illustratewhataretheframesbasedoninterests,rights,andpower.Answers:Ury,Brett,andGoldbergproposedanapproachtof

51、ramingdisputesthatviewpartiesinconflictasusingoneofthreeframes:a. Interests-Peopleareoftenconcernedaboutwhattheyneed,desire,orwant.Peopletalkabouttheir“positions,butoftetaWhiatisatstheirunderlyinginterests.b. Rights-Peoplemayalsobeconcernedaboutwhoisthafrght-whohaslegitimacy,whoiscorrect,orwhatisfai

52、r.Power-Negotiationsresolvedbypoweraresometimesbasedonwhoisphysicallystrongerorisabletocoercetheother,butmoreoften,itisaboutimposingothertypesofcosts-economicpressures,expertise,legitimateauthority,andsoon.Page:138,139,140FillintheBlankQuestions1.questionscauseattention,getinformationandstartthinkin

53、g.Answer:ManageablePage:1902.involvesreceivingamessagewhileprovidingnofeedbacktothesenderabouttheaccuracyorcompletenessofreception.Answer:PassivelisteningPage:1923.techniquesallownegotiatorstounderstandmorecompletelytheotherpartyspositionsbyactivelyarguingthesepositionsuntiltheotherpartyisconvincedt

54、hattheyareunderstood.Answer:Role-reversalPage:194True/FalseQuestions1. One-waycommunicationistheonlyinstanceinwhichfeedbackisnotessentialtothecommunicationprocess.Answer:FalsePage:1762. Manageablequestionscausedifficulty,giveinformation,andbringthediscussiontoafalseconclusion.Answer:FalsePage:1903.

55、Highlevelsoflanguageintensityareusedtoconveystrongfeelingsintherecipient,whilelowintensityconveysweakfeelings.Answer:TruePage:183MultipleChoiceQuestions1. Whichofthefollowingaretypesofmanageablequestions?A)close-outquestionsthatforcetheotherpartyintoseeingthingsyourwayB)leadingquestionsthatpointtowa

56、rdananswerC)impulsequestionsthatoccuronthespurofthemoment,withoutplanningD)loadedquestionsthatputtheotherpartyonthespotregardlessofhis/heranswerAnswer:BPage:1912. InpassivelisteningA)thereceiversrestateorparaphrasethesendersmessageintheirownlanguage.B)thereceiversinterjectresponsestokeepcommunicator

57、ssendingmessages.C)thereceiverprovidesnofeedbacktothesenderabouttheaccuracyorcompletenessofreception.D) sendersmaymisinterpretacknowledgmentsasthereceiversagreementwiththeirposition,ratherthanthattheyaresimplyreceivingthemessage.Answer:CPage:192ShortAnswerEssays1.Describethecommunicationmodel.Answer

58、:Asenderhasathoughtormeaninginhisorhermind.Thesenderencodesthismeaningintoamessagethatistobetransmittedtoareceiver.Themessagemaybeencodedintoverballanguage,nonverbalexpression,orboth.Onceencoded,themessageisthentransmittedthroughachanneltothereceiver.Thereceiversreceptors-eyesandears-receivethetrans

59、missionanddecodeit,givingmeaningandunderstandingtothereceiver.Page:172,1732.HowdoescommunicationpervadethenegotiationprocessaccordingtoPutnamandPoole?Answer:Communicationundergirdsthesettingandreframingofgoals;thedefiningandnarrowingofconflictissues;thedevelopingofrelationshipsbetweendisputantsandam

60、ongconstituents;theselectingandimplementingofstrategiesandtactics;thegenerating,attacking,anddefendingofalternativesolutions;andthereachingandconfirmingofagreements.Page:172FillintheBlankQuestions1.Negotiatorsemploytacticsdesignedtocreatepowerasawaytoleveltheplayingfield.Answer:equalizationPage:1982