(完整版)谈判期末重点

Chapter1

Fillinginblank

Twoofthedilemmasinmutualadjustmentthatallnegotiatorsfacearethedilemmaof____________andthedilemmaof____________.

Answer:honesty,trustPage:14

Partieswhoemploythe____________strategymaintaintheirownaspirationsandtrytopersuadetheotherpartytoyield.

Answer:contendingPage:23

MultipleChoiceQuestions

1.Whichisnotacharacteristicofanegotiationorbargainingsituation?

A) conflictbetweenparties

B) twoormorepartiesinvolved

C) anestablishedsetofrules

D) avoluntaryprocess

Answer:C

2.Tangiblefactors

A) includethepriceandtermsofagreement.

B) arepsychologicalmotivationsthatinfluencethenegotiations.

C) includetheneedtolookgoodinnegotiations.

D) cannotbemeasuredinquantifiableterms.

Answer:A

3.Whichofthefollowingisnotanintangiblefactorinanegotiation?

A) theneedtolookgood

B) finalagreedpriceonacontract

C) thedesiretobookmorebusiness

D) fearofsettingaprecedent

Answer:B

4.Whatarethetwodilemmasofnegotiation?

A) thedilemmaofcostandthedilemmaofprofitmargin

B) thedilemmaofhonestyandthedilemmaofprofitmargin

C) thedilemmaoftrustandthedilemmaofcost

D) thedilemmaofhonestyandthedilemmaoftrust

Answer:D

5.Whichofthefollowingstatementsaboutconflictistrue?

A) Conflictistheresultoftangiblefactors.

B) Conflictcanoccurwhentwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome.

C) Conflictonlyoccurswhenbothpartieswantaverydifferentsettlement.

D) Conflicthasaminimaleffectoninterdependentrelationships.

Answer:B

6.IntheDualConcernsModel,thelevelofconcernfortheindividual'sownoutcomesandthelevelofconcernfortheother'soutcomesarereferredtoasthe

A) cooperativenessdimensionandthecompetitivenessdimension.

B) theassertivenessdimensionandthecompetitivenessdimension.

C) thecompetitivenessdimensionandtheaggressivenessdimension.

D) thecooperativenessdimensionandtheassertivenessdimension.

Answer:D

Shortansweressays:

Explainhowconflictisapotentialconsequenceofinterdependentrelationships.

Answer:Conflictcanresultfromthestronglydivergentneedsofthetwoparties,orfrommisperceptionsandmisunderstandings.Conflictcanoccurwhenthetwopartiesareworkingtowardthesamegoalandgenerallywantthesameoutcome,orwhenbothpartieswantverydifferentoutcomes.Regardlessofthecauseoftheconflict,negotiationcanplayanimportantroleinresolvingiteffectively.Inthissection,wewilldefineconflict,discussthedifferentlevelsofconflictthatcanoccur,reviewthefunctionsanddysfunctionsofconflict,anddiscussstrategiesformanagingconflicteffectively.Page:18

Whyshouldnegotiatorsbeversatileintheircomfortanduseofbothvalueclaimingandvaluecreatingstrategicapproaches?

Answer:Notonlymustnegotiatorsbeabletorecognizewhichstrategyismostappropriate,buttheymustbeabletousebothapproacheswithequalversatility.Thereisnosingle“best”,“preferred”or“right”waytonegotiate;thechoiceofnegotiationstrategyrequiresadaptationtothesituation,aswewillexplainmorefullyinthenextsectiononconflict.Moreover,ifmostnegotiationissues/problemshaveclaimingandcreatingvaluescomponents,thennegotiatorsmustbeabletousebothapproachesinthesamedeliberation.Page:16

Chapter2

Distributivebargainingisbasicallyacompetitionoverwhoisgoingtogetthemostofa________________________.

Answer:limitedresourcePage:33

The________________________isthepointbeyondwhichapersonwillnotgoandwouldratherbreakoffnegotiations.

Answer:resistancepoint

Thespreadbetweentheresistancepointsiscalledthe________________________.

Answer:bargainingrange.Page:35

____________areimportantbecausetheygivethenegotiatorpowertowalkawayfromanynegotiationwhentheemergingdealisnotverygood.

Answer:AlternativesPage:36

The________________________tacticoccurswhennegotiatorsoverwhelmtheotherpartywithsomuchinformationthattheyhavetroubledeterminingwhichinformationisrealorimportant.

Answer:snowjob

True/FalseQuestions

Distributivebargainingstrategiesandtacticsareusefulwhenanegotiatorwantstomaximizethevalueobtainedinasingledeal.

Answer:TruePage:33

Theresistancepointisthepointatwhichanegotiatorwouldliketoconcludenegotiations.

Answer:FalsePage:35

Anythingoutsidethebargainingrangewillbesummarilyrejectedbyoneofthenegotiators.

Answer:TruePage:35

Anegativebargainingrangeoccurswhenthebuyer'sresistancepointisabovetheseller's.

Answer:FalsePage:36

Asmallconcessionlateinnegotiationsmayindicatethatthereislittleroomlefttomove.

Answer:TruePage:53

MultipleChoiceQuestions

1.Distributivebargainingstrategies

A) arethemostefficientnegotiatingstrategiestouse.

B) areusedinallinterdependentrelationships.

C) areusefulinmaintaininglongtermrelationships.

D) cancausenegotiatorstoignorewhatthepartieshaveincommon.

Answer:DPage:33

2.Thetargetpointisthe

A) pointatwhichanegotiatorwouldliketoconcludenegotiations.

B) negotiator'sbottomline.

C) firstofferanegotiatorquotestohisopponent.

D) initialpricesetbytheseller.

Answer:APage:34

3.Theresistancepointisestablishedbythe____________expectedfromaparticularoutcome,whichisinturntheproductofthe____________and____________ofanoutcome.

A) cost,value,worth

B) value,worth,cost

C) value,costandtimeliness

D) cost,importance,value

Answer:BPage:39

4.Whatstatementaboutconcessionsisfalse?

A) Concessionsarecentraltonegotiations.

B) Concessionsisanotherwordforadjustmentsinposition.

C) Concessionmakingexposestheconcessionmakertosomerisk.

D) Reciprocatingconcessionsisahaphazardprocess.

Answer:DPage:53

5.Whensuccessiveconcessionsgetsmaller,themostobviousmessageisthat

A) thenegotiatorisreachingthefatiguepoint.

B) theresistancepointisbeingreached.

C) theconcessionmaker'spositionisweakening.

D) thenegotiatorhaspassedtheresistancepoint.

Answer:BPage:53

Shortansweressays:

Whyisitadvantageoustomakeanextremeopeningoffer?

Answer:Givesmoreroomformovementinnegotiationandthereforemoretimetolearntheotherparty'spriorities.Maycreatetheimpressionthatthereisalongwaytogobeforeareasonablesettlementwillbeachievedandmoreconcessionsthanoriginallyintendedmayhavetobemadetobridgethedifferencebetweenthetwoopeningpositions.Page:49

Whatarethestrategiesforrespondingtohardballtactics?

Answer:ignorethem,discussthem,respondinkind,co-opttheotherparty.Alsodiscussedinthetextbutnotlistedspecifically:preparation,familiaritywithhardballtactics,identificationanddiscussingthetactics,haltingthenegotiationprocess,teamnegotiations.Page:62,63

Chapter3

FillintheBlankQuestions

Successfulintegrativenegotiationrequiresthatthenegotiatorssearchforsolutionsthatmeetthe____________and____________ofboth(all)sides.

Answer:needs,objectivesPage:74

Inanintegrativenegotiation,negotiatorsmustbe____________abouttheirprimaryinterestsandneeds,but____________aboutthemannerinwhichtheseinterestsandneedsaremetthroughsolutions.

Answer:firm,flexiblePage:74,75

Asaproblemisdefinedjointly,itshouldaccuratelyreflectbothparties'____________and____________.

Answer:needs,prioritiesPage:77

Thosewhodonotshareabeliefthattheycanworktogetherinanintegrativenegotiationarelesswillingtoinvestthetimeandenergyinthepotentialpayoffsofacollaborativerelationshipandaremorelikelytoassumea____________or____________approachtoconflict.

Answer:contending,accommodatingPage:96

True/FalseQuestions

Thefailuretoreachintegrativeagreementsisoftenlinkedtothefailuretoexchangesufficientinformationthatwillallowthepartiestoidentifyintegrativeoptions.

Answer:TruePage:73

Inintegrativenegotiations,negotiatorsareencouragedtostatetheproblemintermsoftheirpreferredsolutionandtomakeconcessionsfromthesemostdesiredalternatives.

Answer:FalsePage:78

Althoughthereisnoguaranteethattrustwillleadtocollaboration,thereisplentyofevidencetosuggestthatmistrustinhibitscollaboration.

Answer:TruePage:98

MultipleChoiceQuestions

1.Whichofthefollowingisnotanelementofintegrativenegotiations?

A) afocusoncommonalties

B) anattempttoaddresspositions

C) arequiredexchangeofinformationandideas

D) theuseofobjectivecriteriaforstandardsofperformance

Answer:BPage:72

2.Substantiveinterests

A) aretheintereststhatrelatetothefocalissuesundernegotiation.

B) arerelatedtothewaywesettlethedispute.

C) meanthatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwilldamagetherelationship.

D) regardwhatisfair,whatisright,whatisacceptable,whatisethical,orwhathasbeendoneinthepastandshouldbedoneinthefuture.

Answer:APage:80

3.Whichofthefollowingstatementsaboutinterestsistrue?

A) Thereisonlyonetypeofinterestinadispute.

B) Partiesarealwaysinagreementaboutthetypeofinterestsatstake.

C) Interestsareoftenbasedinmoredeeplyrootedhumanneedsorvalues.

D) Interestsdonotchangeduringthecourseofanintegrativenegotiation.

Answer:CPage:82

4.Integrativenegotiationfailsbecause

A) negotiatorsfailtoperceivetheintegrativepotentialofthenegotiatingproblem.

B) ofdistributiveassumptionsaboutthenegotiationproblem.

C) ofthenegotiator'spreviousrelationshipwithoneanother.

D) Alloftheabovearereasonswhyintegrativenegotiationsfail.

Answer:DPage:102

Shortansweressays

Whatelementsmustanegotiationcontaintobecharacterizedas"integrative?"

Answer:Afocusoncommonaltiesratherthandifferences,anattempttoaddressneedsandinterests,acommitmenttoachievingneedsofallinvolvedparties,therequiredexchangeofinformationandideas,theinventionofoptionsformutualgain,theuseofobjectivecriteriaforstandardsofperformance.Page:72

Identifyanddefinethefourtypesofinterests.

Answer:Substantiveinterestsarethetypesofintereststhatrelatecloselyto"tangibleissues,"andrelatetothefocalissuesundernegotiation.Processinterestsarerelatedtothewaywesettlethedispute.Relationshipinterestsmeanthatoneorbothpartiesvaluetheirrelationshipwitheachotheranddonotwanttotakeactionsthatwillharmordamagetherelationship.Interestsinprinciplesinvolvewhatisfair,whatisright,whatisacceptable,whatisethical,orwhathasbeendoneinthepastandshouldbedoneinthefuture.Page:81

Chapter4

FillintheBlankQuestions

Astronginterestinachievingonlysubstantiveoutcomestendstosupporta____________strategy.

Answer:competitive(ordistributive)Page:112

____________strategiesmaygenerateapatternofconstantlygivingintokeeptheotherhappyortoavoidafight.

Answer:AccommodativePage:114

____________arethepointswhereyoudecidethatyoushouldstopthenegotiationratherthancontinue,becauseanysettlementbeyondthispointisnotminimallyacceptable.

Answer:Limits(resistancepoint,reservationsprices,walkawaypointsarealsoacceptable)Page:125

True/FalseQuestions

Ifwhatwewantexceedswhattheotherpartyiscapableoforwillingtogive,wemusteitherchangeourgoalsorendthenegotiation.

Answer:TruePage:109

Ifbothsubstanceandrelationshipoutcomesareimportant,thenegotiatorshouldpursueacompetitivestrategy.

Answer:FalsePage:112

Single-issuenegotiationscanoftenbemadeintegrativebyworkingtodecreasethenumberofissues.

Answer:FalsePage:121

Alternativesareveryimportantinbothdistributiveandintegrativeprocessesbecausetheydefinewhetherthecurrentoutcomeisbetterthananyotherpossibility.

Answer:TruePage:125

MultipleChoiceQuestions

1.Avoidancecouldbestbeusedwhen:

A) negotiationisnecessarytomeetyourneeds

B) thetimeandefforttonegotiatearenegligible

C) theavailablealternativesareverystrong

D) theonlyavailablenegotiatorisaseniormanager.

Answer:CPage:113

2.Gettingtoknowtheotherpartyandunderstandingsimilaritiesanddifferencesrepresentswhatkeystepinthenegotiationprocess:

A) preparation

B) informationgathering

C) relationshipbuilding

D) informationusing

Answer:CPage:116

3.Whichisnottrueoflimits?

A) Arethepointwhereyoushouldstopthenegotiation

B) Arealsocalledresistancepoint

C) Establishingthemisacriticalpartofplanning

D) Theyshouldbeignoredinabiddingwar

Answer:DPage:125

4.Iftheotherpartyhasastrongandviablealternative,he/shewill

A) bedependentonachievingasatisfactoryagreement

B) appearaggressiveandhostileinnegotiations

C) setandpushforhighobjectives

D) haveunlimitednegotiatingauthority

Answer:CPage:131

ShortAnswerEssays

Whatspecificstepsareentailedineffectiveplanning?

Answer:Definingtheissues;assemblingissuesanddefiningthebargainingmix;defininginterests;defininglimitsandalternatives;definingone'sownobjectives(targets)andopeningbids(wheretostart);assessingconstituentsandthesocialcontextinwhichthenegotiationwilloccur;analyzingtheotherparty;planningtheissuepresentationanddefense;definingprotocol–whereandwhenthenegotiationwilloccur,whowillbethere,agenda,etc.Page:118

2.Illustratenegotiationstrategieswiththedualconcernsmodel.

Answer:Thismodelproposesthatindividualshavetwolevelsofrelatedconcerns:aconcernfortheirownoutcomes,andalevelofconcernfortheother’soutcomes.Thereareatleastfourdifferenttypesofstrategieswhenassessingtherelativeimportanceandpriorityofthenegotiator’ssubstantiveoutcomeversustherelationaloutcome:competitive,collaboration,accommodation,andavoidance.

1.Non-engagementstrategy:Avoidance

Ifoneisabletomeetone’sneedswithoutnegotiatingatall,itmaymakesensetouseanavoidancestrategy.

2.Active-engagementstrategies:Competition,collaboration,andaccommodation

Competitionisdistributivewin-losebargaining.

Collaborationisintegrativeorwin-winnegotiation.

Accommodationisasmuchawin-losestrategyascompetition,althoughithasadecidedlydifferentimageitinvolvesanimbalanceofoutcomes,butintheoppositedirection.(“Ilose,youwin”asopposedto“Iwin,youlose.”)page105,106,107

Chapter5

FillintheBlankQuestions

________________________occurwhenpeoplegeneralizeaboutavarietyofattributesbasedontheknowledgeofoneattributeofanindividual.

Answer:HaloeffectsPage:140

____________isthetendencyofnegotiatorstobelievethattheirabilitytobecorrectoraccurateisgreaterthanisactuallytrue.

Answer:OverconfidencePage:156

________________________istheprocessofdevaluingtheotherparty'sconcessionssimplybecausetheotherpartymadethem.

Answer:ReactivedevaluationPage:160

Misperceptionsandcognitivebiasestypicallyariseoutof________________________asnegotiatorsgatherandprocessinformation.

Answer:consciousawarenessPage:160

True/FalseQuestions

Stereotypingandhaloeffectsareexamplesofperceptualdistortionbytheanticipationofencounteringcertainattributesandqualitiesinanotherperson.

Answer:FalsePage:140

Framingisaboutfocusing,shaping,andorganizingtheworldaroundusbutdoesnotdefinepersons,eventsorprocesses.

Answer:FalsePage:142

Negotiatorswhofeelpositiveemotionsaremorelikelytobeinflexibleinhowtheyarriveatasolutiontoaproblem.

Answer:FalsePage:165

MultipleChoiceQuestions

1.Framesareimportantinnegotiationbecause

A) theyallowpartiestodevelopseparatedefinitionsoftheissues

B) theycanbeavoided

C) disputesareoftennebulousandopentodifferentinterpretations

D) donotallownegotiatorstoarticulateanaspectofacomplexsocialsituation

Answer:CPage:142

2.Inwhichtypeofframewouldpartiesbemorelikelytoengageprimarilyindistributive(win-loseorlose-lose)negotiationsthaninothertypes?

A) Identity

B) Loss-gain

C) Outcome

D) Process

Answer:CPage:143

3.Theirrationalescalationofcommitmentbiasrefersto

A) thestandardagainstwhichsubsequentadjustmentsaremeasuredduringnegotiation.

B) theperspectiveorpointofviewthatpeopleusewhentheygatherinformationandsolveproblems.

C) howeasilyinformationcanberecalledandusedtoinformorevaluateaprocessofadecision.

D) anegotiator'scommitmenttoacourseofaction,evenwhenthatcommitmentconstitutesirrationalbehavioronhis/herpart.

Answer:DPage:150

4.TheEndowmentEffect

A) ismakingattributionstothepersonorthesituation

B) isdrawingconclusionsfromsmallsamplesizes

C) isnegotiatorsbelievingthattheirabilitytobecorrectoraccurateisgreaterthanactuallytrue

D) isthetendencytoovervaluesomethingyouownorbelieveyoupossess

Answer:DPage:159

ShortAnswerEssays

Howdoesanoutcomeframefunctioninanenvironmentaldispute?

Answer:Anoutcomeframeisaparty’spredispositiontoachievingaspecificresultoroutcomefromthenegotiation.Tothedegreethatanegotiatorhasaspecific,preferredoutcomeheorshewantstoachieve,thedominantframemaybetofocusallstrategy,tactics,andcommunicationtowardgettingthatoutcome.Partieswhohaveastrongoutcomeframearemorelikelytoengageprimarilyindistributive(win-loseorlose-lose)negotiationsthaninothertypesofnegotiationsPage:143

2..Illustratewhataretheframesbasedoninterests,rights,andpower.

Answers:Ury,Brett,andGoldbergproposedanapproachtoframingdisputesthatviewpartiesinconflictasusingoneofthreeframes:

Interests-Peopleareoftenconcernedaboutwhattheyneed,desire,orwant.Peopletalkabouttheir“positions,”butoftenwhatisatstakeistheirunderlyinginterests.

Rights-Peoplemayalsobeconcernedaboutwhois“right”—thatis,whohaslegitimacy,whoiscorrect,orwhatisfair.

Power-Negotiationsresolvedbypoweraresometimesbasedonwhoisphysicallystrongerorisabletocoercetheother,butmoreoften,itisaboutimposingothertypesofcosts–economicpressures,expertise,legitimateauthority,andsoon.Page:138,139,140

Chapter6

FillintheBlankQuestions

_____________questionscauseattention,getinformationandstartthinking.

Answer:ManageablePage:190

_________________________involvesreceivingamessagewhileprovidingnofeedbacktothesenderabouttheaccuracyorcompletenessofreception.

Answer:PassivelisteningPage:192

_____________techniquesallownegotiatorstounderstandmorecompletelytheotherparty'spositionsbyactivelyarguingthesepositionsuntiltheotherpartyisconvincedthattheyareunderstood.

Answer:Role-reversalPage:194

True/FalseQuestions

One-waycommunicationistheonlyinstanceinwhichfeedbackisnotessentialtothecommunicationprocess.

Answer:FalsePage:176

Manageablequestionscausedifficulty,giveinformation,andbringthediscussiontoafalseconclusion.

Answer:FalsePage:190

Highlevelsoflanguageintensityareusedtoconveystrongfeelingsintherecipient,whilelowintensityconveysweakfeelings.

Answer:TruePage:183

MultipleChoiceQuestions

1.Whichofthefollowingaretypesofmanageablequestions?

A) close-outquestionsthatforcetheotherpartyintoseeingthingsyourway

B) leadingquestionsthatpointtowardananswer

C) impulsequestionsthatoccur"onthespurofthemoment,"withoutplanning

D) loadedquestionsthatputtheotherpartyonthespotregardlessofhis/heranswer

Answer:BPage:191

2.Inpassivelistening

A) thereceiversrestateorparaphrasethesender'smessageintheirownlanguage.

B) thereceiversinterjectresponsestokeepcommunicatorssendingmessages.

C) thereceiverprovidesnofeedbacktothesenderabouttheaccuracyorcompletenessofreception.

D) sendersmaymisinterpretacknowledgmentsasthereceiver'sagreementwiththeirposition,ratherthanthattheyaresimplyreceivingthemessage.

Answer:CPage:192

ShortAnswerEssays

Describethecommunicationmodel.

Answer:Asenderhasathoughtormeaninginhisorhermind.Thesenderencodesthismeaningintoamessagethatistobetransmittedtoareceiver.Themessagemaybeencodedintoverballanguage,nonverbalexpression,orboth.Onceencoded,themessageisthentransmittedthroughachanneltothereceiver.Thereceiver'sreceptors–eyesandears–receivethetransmissionanddecodeit,givingmeaningandunderstandingtothereceiver.Page:172,173

HowdoescommunicationpervadethenegotiationprocessaccordingtoPutnamandPoole?

Answer:Communicationundergirdsthesettingandreframingofgoals;thedefiningandnarrowingofconflictissues;thedevelopingofrelationshipsbetweendisputantsandamongconstituents;theselectingandimplementingofstrategiesandtactics;thegenerating,attacking,anddefendingofalternativesolutions;andthereachingandconfirmingofagreements.Page:172

Chapter7

FillintheBlankQuestions

Negotiatorsemploytacticsdesignedtocreatepower____________asawayto"leveltheplayingfield."

Answer:equalizationPage:198

Intheirstudy,Lytleandhercolleaguesfoundthatmostnegotiationscycledthroughthreestrategies—____________,____________,and____________—duringthesameencounter.

Answer:interests,rights,powerPage:199

____________powerisaccordedtothosewhoareseenashavingachievedsomelevelofcommandandmasteryofabodyofinformation.

Answer:ExpertPage:205

InhisbookManagingwithPower,JeffreyPfefferillustratedhowpowerfulpoliticalandcorporatefiguresbuildempiresfoundedon________________________.

Answer:resourcecontrolPage:210

Inallocatingresources,thepowerholdermustbewillingtodolethemoutdependingontheother's____________withthepowerholder'srequests.

Answer:complianceorcooperationPage:211

True/FalseQuestions

Tacticsdesignedtocreatepowerequalizationareoftenemployedasawaytogainadvantageortoblocktheother'spowermoves.

Answer:FalsePage:198

Duringeconomicdownsizings,laborunionscanfindthemselvesnegotiatingnewcontractsthatdelaywageincreasesorevenreducewages,whichmeansgivinghard-wonconcessionsbacktomanagement—somethingunionofficialswanttodo.

Answer:FalsePage:200

Ifpowerisbasedonpersonalityandindividualdifferences,thepersonalitytraitswillaffecthowindividualsacquireandusepower.

Answer:TruePage:205

Ifenoughpeoplebegintodistrusttheauthorityordiscredititslegitimacy,theywillbegintodefyitandtherebyundermineitspotentialasasourceofpower.

Answer:TruePage:208

Theeffectivenessofformalauthorityisderivedfromthewillingnessoffollowerstoacknowledgethelegitimacyoftheorganizationalstructureandthesystemofrulesandregulationsthatempowersitsleaders.

Answer:TruePage:208

MultipleChoiceQuestions

1.Tacticsdesignedtocreatepowerequalizationareoftenemployedasawayto

A) gainadvantageinadistributivebargainingsituation.

B) blocktheother'spowermoves.

C) leveltheplayingfield.

D) diminishtheexpertpoweroftheotherparty.

Answer:CPage:198

2.Whichofthefollowingstatementsaboutlegitimatepowerisfalse?

A) Legitimatepowerisatthefoundationofoursocialstructure.

B) Socialstructuresareinherentlyinefficient,andthisrealizationcreatesthebasisforlegitimatepower.

C) Legitimatepowercannotfunctionwithoutobedience.

D) Legitimatepowerisoftenderivedfrommanipulatingothersourcesofpower.

Answer:BPage:209

3.Onewaythatlowerpowerpartiescandealwiththebigplayersinbusinessdealsandpartnershipsisbylimitingthewaysyoucandobusinessorwhoyoucandobusinesswithanditisanexampleofoneofthefollowingdealings.Whichone?

A) Neverdoanall-or-nothingdeal.

B) Makeyourselfbigger.

C) Buildmomentumbydoingdealsinsequence.

D) Constrainyourself.

E) Dowhatyoucantomanagetheprocess.

Answer:DPage:217,218

ShortAnswerEssays

Seekingpowerinnegotiationusuallyarisesfromoneofwhichtwoperceptions?

Answer:(1)Thenegotiatorbelievesheorshecurrentlyhaslessleveragethantheotherparty;thattheotherpartyalreadyhassomeadvantagethatcanandwillbeused,soheorsheseekspowertooffsetor"counter-balance"theirleverage;(2)thenegotiatorbelievesthatheorsheneedsmoreleveragethantheotherpartytoincreasetheprobabilityofcontrollingtheotherand/orsecuringadesiredoutcome.Page:198

Ifpowerisintheeyeofthebeholder,thenhowispowereffective?

Answer:Forpowertobeeffectiveitdoesnotnecessarilyhavetobefullyandcompletelypossessed;rather,theactormustconveytheappearancethatheorshehaspowerandcanuseitatwill.Poweristhereforesomewhatself-fulfilling.Ifyou—andothers—thinkyouhaveit,youhaveit.Ifyou—andothers—don’tthinkyouhaveit,youdon’thaveit.Perceivedpoweriswhatcreatesleverage,andmanypowerholdersgooutoftheirwaytocreatetheimageofpowerasthecriticalelementofeffectiveinfluence.Page:202

Chapter9

FillintheBlankQuestions

Theconceptof____________ethicsstatesthattherightnessofanactionisdeterminedbyevaluatingtheprosandconsofitsconsequences.

Answer:endresultPage:255

____________holdthatthemoralvalueandworthofaparticularactionisjudgedonthebasisoftheconsequencesitproduces.

Answer:UtilitariansPage:257

True/FalseQuestions

Thefundamentalquestionsofethicalconductar