1. Strategy and Tactics in Negotiations

Strategy and Tactics in Negotiations

Flashcards - Strategy

Q1
___________ is the orientation or holistic approach of an individual toward achieving an outcome or objective.

Q2
Strategy includes the following:

A2
Strategic Orientation; Strategic Objective; Strategic Plan

Resource Video: https://thebusinessprofessor.com/knowledge-base/common-strategic-orientations-in-a-negotiation/

Q3
_____________ are short-term, adaptive moves designed to enact or pursue broad strategies.

Q4
______________ Is an orientation where one party’s objective is to beat or fair better than the other party.

Q5
______________ is an orientation toward avoiding conflict by accommodating another parties interests or objectives in a negotiation.

Q6
_______________ demonstrates an intention to engage in the back-and-forth that characterizes negotiation through a focus on “this-for-that” tradeoffs.

Q7
_______________ is an integrative or win-win orientation that seeks to cooperate in a way that creates additional total value in the negotiation.

A7

Q8
_______________ Is a strategic orientation that seeks to achieve an acceptable outcome by not addressing the conflict of interest or dispute.

Q9
____________ motivation concerns a focus on what you are able to coerce out of the other party.

Q10
____________ motivation is a dominate or singular focus on furthering one’s interest in the negotiation.

Q11
____________ motivation concerns a focus on one’s actual or perceived entitlement(s) in a situation.

Q12
____________ focuses on securing value for oneself at all costs (namely at the expense of the other party).

Q13
__________ Negotiators seek to address the needs and interests (not positions) of all parties.

Q14
Willingness to share information is a characteristic of distributive bargaining situations. True or False.

Q15
Negotiators should focus on emphasizing the commonalities between the parties and minimizing the differences. True or False.

Q16
Negotiators should search for solutions that meet her personal needs and objectives to the exclusion of those of the other side. True or False.

Q17
A low level of concern for the other’s objectives may drive which of the following form(s) of behavior?

Q18
Factors commonly understood to affect strategic objectives and planning in a negotiation include:

A18
Cognitive Disposition

  • Creativity and Problem Solving
  • Trust, Relationships, and Ethics affect Negotiations
  • Multi-party or Team Negotiation
  • Cross-cultural Negotiation
  • Medium of Negotiation

Resource Video: https://thebusinessprofessor.com/knowledge-base/factors-to-affect-negotiation-strategy/

Q19
Effective strategic preparation for a negotiation encompasses the following general ability(ies):

A19
Self-assessment

  • Assessment of the counter party,
  • Assessment of the situation,
  • Assessment of the social context.

Resource Video: https://thebusinessprofessor.com/knowledge-base/process-to-develop-strategic-negotiation-plan/

Q20
Identifying all the relevant interests in a negotiation and the desired outcome for each of these interests allows a person to establish a ___________.

Q21
__________ characterizes a situation in which a negotiator makes an offer or requests something that is immediately accepted by the opponent.

Q22
The ______________ seeks more (or far more) value in the negotiation that the other party is willing to concede.

Q23
The _____________ determines a set of terms desired in a negotiation, presents those terms, and refuses to budge on any dimension of any issue.

Q24
_____________ is the tendency of a negotiator to devalue an option previously considered to be attractive (or more attractive), merely as a consequence of it being offered by the counter-party.

Q25
____________ is the salient number, figure, or value in a negotiation that appears to be valid but is actually arbitrary and/or has no basis in fact.

Q26
_____________ are monies or other value invested that cannot be recovered.

Q27
_____________ is a propensity of individuals to pay more to retain something that they own (or believe they own).

Q28
When assessing the other party in a negotiation, the most salient attribute(s) to determine include(s):

A28
interests in the negotiation

  • objectives (target points)
  • Alternatives
  • resistance point

Resource Video: https://thebusinessprofessor.com/knowledge-base/negotiation-strategic-planning-assessing-other-party/

Q29
_________ entails gathering data or deriving information about the interests, BATNA, reservation point, and costs of delay or non-agreement.

Q30
_________ includes any straightforward method of determining key information about the other party.

Q31
Situational aspects represent any characteristic of the negotiation situation that are not personal to the negotiators or characteristic of the social climate between them. True or False.

Q32
The __________ context of a negotiation includes the social system of laws, customs, common business practices, cultural norms, and political cross-pressures.

Flashcards - Tactics

Q1
Power is an overarching theme that guides the selection of a strategic orientation, objective, and plan in a negotiation. True or False

Q2
A power tactic is always oppressive and abusive. True or False

Q3
___________ Is power that an individual has the ability to bring forward or exercise in the negotiation.

Q4
___________ is the power that a negotiators believes she and the counter-party they have.

Q5
___________ Is power that has been employed or exercised to influence the other party.

Q6
____________ can be defined as measures used to demonstrate potential power, cause perception of power, or the realization (or exercise of) actual power to influence the other party. These tactics are designed to use or change the power relationship.

Q7
____________ power is derived from the negotiator’s ability to assemble and organize facts and data to support his or her position, arguments, or desired outcomes.

Q8
____________ power is made up of personal, cognitive, and motivational orientation of the individual.

Q9
____________ is the “cognitive, motivational, and moral orientations to a given situation that serve to guide one’s behavior and responses to that situation.”

Q10
____________ is made up of three ideological perspectives – unitary, radical, and pluralist — each of which operates as a frame, shaping expectations about what one should pay attention to, how events will evolve, and how one should engage situations of power.

Q11
____________ Is a type of structural power comes from location in an organizational structure, but not necessarily a hierarchical one.

Q12
____________ power relates to social structure, such as occupying a particular job, office, or position in an organizational hierarchy.

Q13
____________ power regards the control of resources and the capacity to give them to someone who will do what they want and withhold them (or take them away) from someone who doesn’t do what they want.

Q14
____________ power is divided into “legitimacy” and “resources”.

Q15
With Network location power, the particular location in the organization structure allows individuals to become powerful because of the way that their actions and responsibilities are embedded in the flows of information, goods and services, or contacts. True or False.

Q16
Relative to the concept of Network location power, ___________ power is the overall set of relationships (centrality, criticality or relevance, flexibility, visibility, and coalitions) within a social system.

Q17
___________ Power regards the level of dependence between the negotiators.

Q18
___________ power is divided into “goal interdependence” and “referent power”.

Q19
______________ refers to how the parties view their goals, how much achievement of their goals depends on the behavior of the other party, and how likely the parties will be to constructively use power.

Q20
______________ is generally based on an appeal to common experiences, common past, common fate, or membership in the same groups.

Q21
___________ is power based in the situation or environment in which negotiations take place. Time, location, method of communication, alternatives, third party involvement, and culture can be a source of power.

Q22
Power through Context includes the following context(s):

A22
Culture; Alternatives; Agency or Representative relationships

Resource Video: https://thebusinessprofessor.com/knowledge-base/power-in-a-negotiation-influences-tactics/

Q23
____________ include direct, mindful, information-based routes to persuasion.

Q24
Central processing has the following prerequisite(s).

A24
Motivation to think about the message and its topics; and Ability to think about the message and its topics

Resource Video: https://thebusinessprofessor.com/knowledge-base/tactics-to-persuade-counterparty/

Q25
Which of the following is NOT an example of a central-route persuasion tactic?

Q26
__________ employ automatic responses to subtle cues to persuade.

A26
Peripheral route persuasion tactics

 

Resource Video: https://thebusinessprofessor.com/knowledge-base/tactics-to-persuade-counterparty/

Q27
Which of the following is NOT an example of a peripheral-route persuasion tactic?

Q28
__________ Tactics, which are closely related to “hard ball tactics” are meant to claim value in a negotiation at the expense of the other party.

Q29
Which of the following is NOT closely associated with distributive tactics:

Q30
Which of the following is NOT a general tactic used in response to distributive tactics?

A30
Dialogue

  • Ignore them
  • Respond in kind
  • Co-opt the other party

Resource Video: https://thebusinessprofessor.com/knowledge-base/dealing-with-distributive-negotiation-tactics/

Q31
___________ Is an integrative tactics that asks questions about interests and priorities and provide information about your interests and priorities.

Q32
Which of the following is NOT an example of an integrative negotiation tactic?

Q33
Which of the following is/are (a) common error(s) by negotiators that often do not lead to a win-win or integrative outcomes.

A33
Overcommitment; Compromise; Relationship Focus

Resource Video: https://thebusinessprofessor.com/knowledge-base/integrative-negotiation-tactics/

Q34
Which of the following is NOT a tactic used to facilitate (of finalize) a bargain that is within the zone of agreement?