SSN301 Chap 4 Exam Questions With
Correct Answers
Negotiators usually set clear objectives that can serve as standards for evaluating offers and
packages. - answerF
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 negotia...
Negotiators usually set clear objectives that can serve as standards for evaluating offers and
packages. - answer✔F
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. - answer✔T
The pursuit of only a singular, substantive goal often tends to support the choice of a competitive
strategy. - answer✔T
If both substance and relationship outcomes are important, the negotiator should pursue a
competitive strategy. - answer✔F
A competitive strategy would be appropriate when the relationship outcome is relatively more
important to the strategizer than the substantive outcome. - answer✔F
Distributive strategies may generate a pattern of constantly giving in to keep the other happy or
to avoid a fight. - answer✔F
The objective of "closing the deal" is to build commitment to the agreement. - answer✔T
The dominant force for success in negotiation is in the dialogue that takes place prior to the
planning. - answer✔F
A single planning process can be followed for both a distributive and an integrative process. -
answer✔T
All negotiations consist of multiple issues. - answer✔F
Single-issue negotiations can often be made integrative by working to decrease the number of
issues. - answer✔F
Single-issue negotiations and the absence of a long-term relationship with the other party are the
strongest drivers of claiming value strategies. - answer✔T
Large bargaining mixes allow many possible components and arrangements for settlement. -
answer✔T
It is important to set priorities and possibly assign points for both tangible and intangible issues. -
answer✔T
Interests may be process-based and relationship-based. - answer✔T
Interests are what a negotiator wants. - answer✔F
Alternatives are very important in both distributive and integrative processes because they define
whether the current outcome is better than any other possibility. - answer✔T
It is not possible to evaluate packages the same way as evaluating individual issues. - answer✔F
If intangibles are a key point of the bargaining mix, negotiators must know the point at which
they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.
- answer✔T
Context issues (e.g., history of the relationship) can affect negotiation. - answer✔T
Gathering information about the other party is a critical step in preparing for negotiation. -
answer✔T
It is sufficient to learn about the other party's interests and resources. - answer✔F
In a distributive negotiation, the other party may be less likely to disclose information about their
limits and alternatives. - answer✔T
Drawing up a firm list of issues before the initial negotiation meeting is a valuable process
because it forces negotiators to think through their positions and decide on objectives. -
answer✔T
In new bargaining relationships, discussions about procedural issues should occur after the major
substantive issues are raised. - answer✔F
51. What are the most critical precursors for achieving negotiation objectives?
A) Effective strategizing, planning and preparation
B) goal setting and target planning
C) defining frames and setting goals
D) framing and strategizing
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