IBM553 Topic 4-5

An overly cooperative negatiator should use these stratergies except;

• ask more questions

• develop a BATNA

• create an audience

• get an agent

The individualistic negotiator prefers to:

• maximise their own gains

• make interpersonal comparisons

• seek equality

• make deductions about other people's motivations

During a job interview, Ali said, "I am very interested in joining your company if we can work out a fair employment package." What approach does Ali use in the discussion?

• Interest

• Power

• Equality

• Right

Conflict escalation threatens the ability of negotiators to reach agreement. One of the most effective ways to respond to a power move by an opponent is:

• attack the other party's personality

• punishment

• do not reciprocate

• encourage a threat

Which of the following is an example of a secondary status characteristic in negotiation?

• A person's cultural background

• The number of supervisees in a person's unit

• A person's title

• A person's rank within an organization

Which of the following is a strategy that women can use to attain better outcomes in a negotiation?

• Use passive misrepresentation

• Negotiate on behalf of someone

• Create more ambiguity in the negotiation

• Use primary status characteristics to gain information

Which of the following is NOT an effect of powerful people on those with less power?

• Less powerful negotiator is highly accurate in perceiving the behavior

• Less powerful negotiator can grow in paranoia

• Less powerful negotiator will increase a feeling of control

• Less powerful negotiator is consequently lost focus

Related to the issues of ethics and lying in negotiation, ____ are the stated demands made by one party to another

• priorities

• interests

• positions

• preferences

Cooperative negotiators often get taken advantage of. Which of the following is a strategy that will help overly cooperative negotiators claim a greater share of resources?

• Avoid delegating the negotiation task to an agent

• Concentrate solely on the bottom line

• Don't tell anyone about his or her negotiation goals to avoid making promises or reporting results

• Insist on commitments, not just verbal agreements

The "costs" of lying in negotiation include all of the following, EXCEPT:

• environmental costs in terms of people being less cognizant about their effect on natural resources

• social costs in terms of creating a society in which rules have to be created to deal

  with liars

• personal costs in terms of a person having to remember what he or she lied about

• social costs in terms of people being suspicious about others