谈判期末重点可编辑修改word版.docx

1、谈判期末重点可编辑修改word版Filling in blankChapter 11. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of and the dilemma of .Answer: honesty, trust Page: 142.Parties who employ the strategy maintain their own aspirations and try to persuade the other party to yield.Answer: c

2、ontending Page: 23Multiple Choice Questions1.Which is not a characteristic of a negotiation or bargaining situation?A)conflict between partiesB)two or more parties involvedC)an established set of rulesD)a voluntary process Answer: C2.Tangible factorsA)include the price and terms of agreement.B)are p

3、sychological motivations that influence the negotiations.C)include the need to look good in negotiations.D)cannot be measured in quantifiable terms. Answer: A3.Which of the following is not an intangible factor in a negotiation?A)the need to look goodB)final agreed price on a contractC)the desire to

4、 book more businessD)fear of setting a precedent Answer: B4.What are the two dilemmas of negotiation?A)the dilemma of cost and the dilemma of profit marginB)the dilemma of honesty and the dilemma of profit marginC)the dilemma of trust and the dilemma of costD)the dilemma of honesty and the dilemma o

5、f trust Answer: D5.Which of the following statements about conflict is true?A)Conflict is the result of tangible factors.B)Conflict can occur when two parties are working toward the same goal and generally want the same outcome.C)Conflict only occurs when both parties want a very different settlemen

6、t.D)Conflict has a minimal effect on interdependent relationships. Answer: B6.In the Dual Concerns Model, the level of concern for the individuals own outcomes and the level of concern for the others outcomes are referred to as theA)cooperativeness dimension and the competitiveness dimension.B)the a

7、ssertiveness dimension and the competitiveness dimension.C)the competitiveness dimension and the aggressiveness dimension.D)the cooperativeness dimension and the assertiveness dimension. Answer: DShort answer essays:1.Explain how conflict is a potential consequence of interdependent relationships. A

8、nswer: 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 o

9、f 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 effectiv

10、ely. Page: 182. Why should negotiators be versatile in their comfort and use of both value claiming and value creating strategic approaches?Answer: Not only must negotiators be able to recognize which strategy is most appropriate, but they must be able to use both approaches with equal versatility.

11、There is no single “best”, “preferred” or “right” way to negotiate; the choice of negotiation strategy requires adaptation to the situation, as we will explain more fully in the next section on conflict. Moreover, if most negotiation issues/problems have claiming and creating values components, then

12、 negotiators must be able to use both approaches in the same deliberation. Page: 16Chapter 21. Distributive bargaining is basically a competition over who is going to get the most of a .Answer: limited resource Page: 332. The is the point beyond which a person will not go and would rather break off

13、negotiations.Answer: resistance point3.The spread between the resistance points is called the .Answer: bargaining range. Page: 354. are important because they give the negotiator power to walk away from any negotiation when the emerging deal is not very good.Answer: Alternatives Page: 365. The tacti

14、c occurs when negotiators overwhelm the other party with so much information that they have trouble determining which information is real or important.Answer: snow jobTrue/False Questions1.Distributive bargaining strategies and tactics are useful when a negotiator wants to maximize the value obtaine

15、d in a single deal.Answer: True Page: 332.The resistance point is the point at which a negotiator would like to conclude negotiations.Answer: False Page: 353.Anything outside the bargaining range will be summarily rejected by one of the negotiators.Answer: True Page: 354.A negative bargaining range

16、occurs when the buyers resistance point is above the sellers.Answer: False Page: 365.A small concession late in negotiations may indicate that there is little room left to move.Answer: True Page: 53Multiple Choice Questions1.Distributive bargaining strategiesA)are the most efficient negotiating stra

17、tegies to use.B)are used in all interdependent relationships.C)are useful in maintaining long term relationships.D)can cause negotiators to ignore what the parties have in common. Answer: D Page: 332.The target point is theA)point at which a negotiator would like to conclude negotiations.B)negotiato

18、rs bottom line.C)first offer a negotiator quotes to his opponent.D)initial price set by the seller. Answer: A Page: 343.The resistance point is established by the expected from a particular outcome, which is in turn the product of the and of an outcome.A)cost, value, worthB)value, worth, costC)value

19、, cost and timelinessD)cost, importance, value Answer: B Page: 394.What statement about concessions is false?A)Concessions are central to negotiations.B)Concessions is another word for adjustments in position.C)Concession making exposes the concession maker to some risk.D)Reciprocating concessions i

20、s a haphazard process. Answer: D Page: 535.When successive concessions get smaller, the most obvious message is thatA)the negotiator is reaching the fatigue point.B)the resistance point is being reached.C)the concession makers position is weakening.D)the negotiator has passed the resistance point. A

21、nswer: B Page: 53Short answer essays:1.Why is it advantageous to make an extreme opening offer?Answer: Gives more room for movement in negotiation and therefore more time to learn the other partys priorities. May create the impression that there is a long wayto go before a reasonable settlement will

22、 be achieved and more concessions than originally intended may have to be made to bridge the difference between the two opening positions. Page: 492.What are the strategies for responding to hardball tactics?Answer: ignore them, discuss them, respond in kind, co-opt the other party. Also discussed i

23、n the text but not listed specifically: preparation, familiarity with hardball tactics, identification and discussing the tactics, halting the negotiation process, team negotiations. Page: 62, 63Fill in the Blank QuestionsChapter 31. Successful integrative negotiation requires that the negotiators s

24、earch for solutions that meet the and of both (all) sides.Answer: needs, objectives Page: 742. In an integrative negotiation, negotiators must be about their primary interests and needs, but about the manner in which these interests and needs are met through solutions.Answer: firm, flexible Page: 74

25、, 753.As a problem is defined jointly, it should accurately reflect both parties and .Answer: needs, priorities Page: 774. Those who do not share a belief that they can work together in an integrative negotiation are less willing to invest the time and energy in the potential payoffs of a collaborat

26、ive relationship and are more likely to assume a or approach to conflict.Answer: contending, accommodating Page: 96True/False Questions1.The failure to reach integrative agreements is often linked to the failure to exchange sufficient information that will allow the parties to identify integrative o

27、ptions.Answer: True Page: 732.In integrative negotiations, negotiators are encouraged to state the problem in terms of their preferred solution and to make concessions from these most desired alternatives.Answer: False Page: 783.Although there is no guarantee that trust will lead to collaboration, t

28、here is plenty of evidence to suggest that mistrust inhibits collaboration.Answer: True Page: 98Multiple Choice Questions1.Which of the following is not an element of integrative negotiations?A)a focus on commonaltiesB)an attempt to address positionsC)a required exchange of information and ideasD)th

29、e use of objective criteria for standards of performanceAnswer: B Page: 722.Substantive interestsA)are the interests that relate to the focal issues under negotiation.B)are related to the way we settle the dispute.C)mean that one or both parties value their relationship with each other and do not wa

30、nt to take actions that will damage the relationship.D)regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future.Answer: A Page: 803.Which of the following statements about interests is true?A)There is only one type of

31、 interest in a dispute.B)Parties are always in agreement about the type of interests at stake.C)Interests are often based in more deeply rooted human needs or values.D)Interests do not change during the course of an integrative negotiation. Answer: C Page: 824.Integrative negotiation fails becauseA)

32、negotiators fail to perceive the integrative potential of the negotiating problem.B)of distributive assumptions about the negotiation problem.C)of the negotiators previous relationship with one another.D)All of the above are reasons why integrative negotiations fail. Answer: D Page: 102Short answer essays1.What elements must a negotiation contain to be characterized as integrative?