谈判期末重点

Chapter1Fillinginblank1.Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaof____________andthedilemmaof____________.Answer:honesty,trustPage:142.Partieswhoemploythe____________strategymaintaintheirownaspirationsandtrytopersuadetheotherpartytoyield.Answer:contendingPage:23MultipleChoiceQuestions1.Whichisnotacharacteristicofanegotiationorbargainingsituation?A)conflictbetweenpartiesB)twoormorepartiesinvolvedC)anestablishedsetofrulesD)avoluntaryprocessAnswer:C2.TangiblefactorsA)includethepriceandtermsofagreement.B)arepsychologicalmotivationsthatinfluencethenegotiations.C)includetheneedtolookgoodinnegotiations.D)cannotbemeasuredinquantifiableterms.Answer:A3.Whichofthefollowingisnotanintangiblefactorinanegotiation?A)theneedtolookgoodB)finalagreedpriceonacontractC)thedesiretobookmorebusinessD)fearofsettingaprecedentAnswer:B4.Whatarethetwodilemmasofnegotiation?A)thedilemmaofcostandthedilemmaofprofitmarginB)thedilemmaofhonestyandthedilemmaofprofitmarginC)thedilemmaoftrustandthedilemmaofcostD)thedilemmaofhonestyandthedilemmaoftrustAnswer:D5.Whichofthefollowingstatementsaboutconflictistrue?A)Conflictistheresultoftangiblefactors.B)Conflictcanoccurwhentwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome.C)Conflictonlyoccurswhenbothpartieswantaverydifferentsettlement.D)Conflicthasaminimaleffectoninterdependentrelationships.Answer:B6.IntheDualConcernsModel,thelevelofconcernfortheindividual'sownoutcomesandthelevelofconcernfortheother'soutcomesarereferredtoastheA)cooperativenessdimensionandthecompetitivenessdimension.B)theassertivenessdimensionandthecompetitivenessdimension.C)thecompetitivenessdimensionandtheaggressivenessdimension.D)thecooperativenessdimensionandtheassertivenessdimension.Answer:DShortansweressays:1.Explainhowconflictisapotentialconsequenceofinterdependentrelationships.Answer:Conflictcanresultfromthestronglydivergentneedsofthetwoparties,orfrommisperceptionsandmisunderstandings.Conflictcanoccurwhenthetwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome,orwhenbothpartieswantverydifferentoutcomes.Regardlessofthecauseoftheconflict,negotiationcanplayanimportantroleinresolvingiteffectively.Inthissection,wewilldefineconflict,discussthedifferentlevelsofconflictthatcanoccur,reviewthefunctionsanddysfunctionsofconflict,anddiscussstrategiesformanagingconflicteffectively.Page:182.Whyshouldnegotiatorsbeversatileintheircomfortanduseofbothvalueclaimingandvaluecreatingstrategicapproaches?Answer:Notonlymustnegotiatorsbeabletorecognizewhichstrategyismostappropriate,buttheymustbeabletousebothapproacheswithequalversatility.Thereisnosingle“best”,“preferred”or“right”waytonegotiate;thechoiceofnegotiationstrategyrequiresadaptationtothesituation,aswewillexplainmorefullyinthenextsectiononconflict.Moreover,ifmostnegotiationissues/problemshaveclaimingandcreatingvaluescomponents,thennegotiatorsmustbeabletousebothapproachesinthesamedeliberation.Page:16Chapter21.Distributivebargainingisbasicallyacompetitionoverwhoisgoingtogetthemostofa________________________.Answer:limitedresourcePage:332.The________________________isthepointbeyondwhichapersonwillnotgoandwouldratherbreakoffnegotiations.Answer:resistancepoint3.Thespreadbetweentheresistancepointsiscalledthe________________________.Answer:bargainingrange.Page:354.____________areimportantbecausetheygivethenegotiatorpowertowalkawayfromanynegotiationwhentheemergingdealisnotverygood.Answer:AlternativesPage:365.The________________________tacticoccurswhennegotiatorsoverwhelmtheotherpartywithsomuchinformationthattheyhavetroubledeterminingwhichinformationisrealorimportant.Answer:snowjobTrue/FalseQuestions1.Distributivebargainingstrategiesandtacticsareusefulwhenanegotiatorwantstomaximizethevalueobtainedinasingledeal.Answer:TruePage:332.Theresistancepointisthepointatwhichanegotiatorwouldliketoconcludenegotiations.Answer:FalsePage:353.Anythingoutsidethebargainingrangewillbesummarilyrejectedbyoneofthenegotiators.Answer:TruePage:354.Anegativebargainingrangeoccurswhenthebuyer'sresistancepointisabovetheseller's.Answer:FalsePage:365.Asmallconcessionlateinnegotiationsmayindicatethatthereislittleroomlefttomove.Answer:TruePage:53MultipleChoiceQuestions1.DistributivebargainingstrategiesA)arethemostefficientnegotiatingstrategiestouse.B)areusedinallinterdependentrelationships.C)areusefulinmaintaininglongtermrelationships.D)cancausenegotiatorstoignorewhatthepartieshaveincommon.Answer:DPage:332.ThetargetpointistheA)pointatwhichanegotiatorwouldliketoconcludenegotiations.B)negotiator'sbottomline.C)firstofferanegotiatorquotestohisopponent.D)initialpricesetbytheseller.Answer:APage:343.Theresistancepointisestablishedbythe____________expectedfromaparticularoutcome,whichisinturntheproductofthe____________and____________ofanoutcome.A)cost,value,worthB)value,worth,costC)value,costandtimelinessD)cost,importance,valueAnswer:BPage:394.Whatstatementaboutconcessionsisfalse?A)Concessionsarecentraltonegotiations.B)Concessionsisanotherwordforadjustmentsinposition.C)Concessionmakinge