1
Chapter 5: Negotiation Models, Strategies, and Tactics
1. Which of the following should negotiators follow during a negotiation process?
a. They should avoid the use of trade-offs and throwaways.
b. They should avoid discussing the past relationship between the companies.
c. They should always try to present their proposals first.
d. They should only make large concessions if matched by the other party.
2. ________ is a negotiation tactic of putting a few items together and allowing both sides to
achieve gains on one or more items to establish trust and decrease the number of
unresolved issues.
a. Packaging
b. Caucusing
c. Framing
d. Posturing
3. The parties to a negotiation often break out into private sessions to discuss the various
options discussed at the table. This practice is known as ________.
a. packaging
b. caucusing
c. posturing
d. framing
4. Which of the following actions exhibited by a party is likely to imply inflexibility?
a. asking the other party to present their proposals first
b. including several throwaway items in the list of issues
c. making the first offer to anchor the negotiation
d. immediately rejecting the other party’s proposals
2
5. The ________ clause in many collective bargaining agreements precludes reopening
negotiations on any mandatory or permissive bargaining subject that could have been
brought up at the negotiations table.
a. caucus
b. throwaway
c. zipper
d. equity
6. The U.S. Supreme Court has ruled that if management rejects a union’s proposal on
grounds of inability to pay, ________.
a. the union must accept the management’s counterproposal without question
b. the union must decrease the wage demand to accommodate the employer’s figure
c. the employer must provide information about the financial condition of the company
d. the employer must demand a revised and more suitable proposal from the union
7. What is a BATNA?
a. It is a list of throwaway items to be used during the negotiation.
b. It is the settlement range that has been accepted by both the parties.
c. It is a list of common key issues that are critical for both the parties.
d. It is a negotiator’s best alternative if no settlement is reached.
8. Which of the following is an example of a BATNA of a union negotiating with
management?
a. the loss of all management and union jobs
b. the staging of a successful strike
c. the permanent closure of a facility
d. hiring contract workers to replace existing workers
9. Which of the following best describes the “ethics of purpose” theory of ethics?
a. Any means used to achieve an end can be justified if it is believed to be rational.
b. The value of the means used to achieve an end can only be judged by the end.
c. It is inconsistent with human purpose to use bad means to achieve a good end.
d. Ethical actions are those that provide the greatest balance of good over evil.
3
10. Aristotle, a Greek philosopher, believed that the inherent nature of human beings was
“good.” He believed that a human being’s ultimate nature was to try to realize a good end
with the help of good means. Aristotle promoted a fairness or justice approach to ethics
that is known as ethics of ________.
a. purpose
b. principle
c. consequence
d. equality
11. Immanuel Kant, a German philosopher, believed that each person could, by reasoning,
recognize that one should treat each person as he or she wished to be treated. Therefore,
human beings would devise rational rules of conduct by which to live. This approach to
ethics is known as ethics of ________.
a. purpose
b. principle
c. consequence
d. equality
12. John Stuart Mills, an English philosopher, believed that one could only judge the moral
value of an action by its result. If an action benefits more people than it harms then it is a
moral action. This approach to ethics is known as ethics of ________.
a. purpose
b. principle
c. consequence
d. equality
13. Which of the following is considered to be an ethical bargaining tactic?
a. misrepresenting factual information to support one’s own position
b. promising benefits to the other party with no ability to deliver them
c. falsely threatening the opponent or bypassing opposing negotiators
d. hiding the party’s real bottom line from opposing negotiators
4
14: Which of the following is an inappropriate and unethical bargaining tactic?
a. promising benefits with no ability to deliver
b. hiding the real bottom line from the opponents
c. making an unrealistically high opening demand
d. gaining information about opponents from outside contacts
15: If only one issue is likely to dominate the negotiation, then ________ bargaining is more
likely to be used because it is a “zero–sum” process.
a. collaborative
b. integrative
c. distributive
d. evaluative
16: An integrative bargaining approach is preferable to a distributive bargaining approach
when ________.
a. the parties are negotiating the division of a single resource
b. the parties have an adversarial past relationship
c. the resources are viewed as fixed and limited
d. the parties have multiple issues to negotiate
17: In the case of distributive bargaining, the limited resource is known as a(n) ________.
a. throwaway
b. fixed pie
c. caucus
d. anchor
18: Peter wants to buy a second-hand car and is in the process of negotiating the price of
the car with the seller. The only issue discussed during the negotiation is price. This is an
example of ________ bargaining.
a. distributive
b. collaborative
c. associative
d. integrative
5
14. ________ bargaining is a negotiation method described as a “win–lose” situation, in
which resources are viewed as fixed and limited, and each side wants to maximize its
share.
a. Relative
b. Distributive
c. Collaborative
d. Integrative
15. Which of the following is true of distributive bargaining?
a. Each party gains an equal amount or an amount in proportion to its contribution.
b. Both parties aim at maximizing self-interest and grab the largest share of a resource.
c. The parties view each other as collaborators and seek mutually beneficial options.
d. Both parties consider past and future negotiations as well as the current negotiation.
16. In a negotiation, the reservation price is ________.
a. the midpoint of the zone of possible agreement between both parties
b. the first number or offer the negotiator presents as a written formal proposal
c. the most desired outcome or objective a negotiator sets for an issue
d. a maximum or minimum beyond which the negotiator will not accept a proposal
17. In the case of a negotiation, the target point is ________.
a. the starting point of the negotiation accepted by both the parties
b. the maximum or minimum level beyond which the negotiator will not accept a proposal
c. the midpoint of the agreed-upon settlement range that is accepted by both the parties
d. the most desired outcome or objective a negotiator sets for an issue
18. In the case of a negotiation, the resistance point is ________.
a. the starting point of the negotiation accepted by both the parties
b. the maximum or minimum level beyond which the negotiator will not accept a proposal
c. the midpoint of the settlement range accepted by both the parties
d. the most desired outcome or objective a negotiator sets for an issue
6
19. The settlement range is the difference between the ________ points of both the parties
involved in a negotiation.
a. target
b. anchor
c. resistance
d. initial
20. The opening offer is also known as a(n) ________ because negotiation researchers have
shown that people irrationally fixate on the first number put on the table in a negotiation
regardless of how arbitrary it may be.
a. anchor
b. settlement point
c. fixed-pie
d. resistance point
21. ________ is the process of moving toward a middle point between the opening offers in a
negotiation.
a. Satisficing
b. Caucusing
c. Framing
d. Bracketing
22. Which of the following sets of negotiators is least likely to follow the relational norm
during negotiations?
a. The management and labor union of an automobile company are negotiating wage hikes
for long-time workers.
b. Jim wants to sell his boat to his colleague Sam, but Sam cannot afford the price Jim wants.
c. A sports team is in talks with a player with a view to signing him on for the next three
years.
d. Jan is in the process of buying a second-hand car from Sean, after seeing an advertisement
online.
7
23. Which of the following is a form of the fairness norm in negotiations?
a. relational norm
b. reciprocity norm
c. equality norm
d. matrix norm
24. Which of the following statements is true regarding the equality norm in negotiation?
a. The tendency to respond to the actions of others with equal or similar actions is the source
of the equality norm.
b. The equality norm involves maintaining the status quo, or keeping all significant issues in
their current state.
c. The equality norm is a form of the fairness norm in which both sides gain the same
amount.
d. The equality norm promotes distribution of resources based on the proportional input of
the parties.
25. Which of the following negotiation norms promotes the distribution of resources based on
the proportional input of the parties?
a. equity norm
b. relational norm
c. need norm
d. reciprocity norm
26. People seek to minimize the difference between the benefits they provide others and the
benefits received from others. This tendency to respond to the actions of others with equal
or similar actions is the source of the ________ norm in negotiation.
a. fairness
b. relational
c. need
d. reciprocity
8
27. Which of the following is expected of negotiators following the good-faith bargaining
norm?
a. Each party must agree to the proposals made by the other.
b. A party cannot retract an offer once it is accepted.
c. Both parties must share all their sources of information.
d. Neither party may reject an offer made by the other.
28. Presenting an issue to the other side in a negotiation in a way that is convincing and
causes the other side to “see” the proposal in a different light is known as ________.
a. satisficing
b. posturing
c. framing
d. slugging
29. Which of the following statements is true of integrative bargaining?
a. Integrative bargaining is a “zero–sum” process.
b. In the case of integrative bargaining, resources are viewed as fixed and limited, and each
side wants to maximize its share.
c. Integrative bargaining involves creating innovative solutions that meet some interests of
both parties.
d. Integrative bargaining is also referred to in general as “win/lose” bargaining.
30. Which of the following is a difference between interest-based bargaining and distributive
bargaining?
a. In interest-based bargaining, negotiators do not have a BATNA, while in distributive
bargaining they do.
b. In interest-based bargaining, negotiators reveal their reservation points at the beginning of
the negotiation.
c. In interest-based bargaining, companies stake out their positions at the beginning of
negotiations and rarely deviate from these positions.
d. Interest-based bargaining rarely begins with parties stating their anchor points, while
distributive bargaining begins with parties stating opening prices.
True/False
31. Parties involved in a negotiation have interdependent goals.
32. During negotiations, parties often conceal their real goals and objectives to enhance their
opportunity for the best possible settlement.
33. The throwaway items in a negotiation have a higher priority than other issues.
34. Only undesirable proposals are taken to a caucus.
35. Every proposal received should be studied and responded to by acceptance or a
counteroffer.
36. The face-saving process at the end of labor–management negotiations typically involves
management claiming victory while the union negotiator remains silent.
37. If negotiations reach an impasse and such an impasse is not the result of an employer’s
bad-faith negotiations then an employer can unilaterally implement its last offer.
38. The zipper clause in many collective bargaining agreements allows reopening
negotiations on any mandatory or permissive bargaining subject that could have been
brought up at the negotiations table.
39. A negotiator’s WATNA is his or her best alternative course of action if no settlement is
reached.
40. One’s BATNA must be objectively “better” than the other party’s BATNA to give one
negotiating power.
41. Aristotle believed that it is inconsistent with “goodness” to use a “bad” means to achieve a
good end, so both the means used and the ends achieved must be “good.”
42. Opportunities for deception in negotiations about the matters under negotiation are fewer
when the information disparity between the parties is great.
43. Gaining information about the opponent by asking associates and contacts is an ethical
bargaining tactic.
44. Integrative bargaining is a “zero–sum” process.
45. A distributive bargaining method results in a “win–win” situation.
46. Integrative bargaining is a negotiation method in which two parties strive to divide a fixed
pool of resources, with each trying to maximize their share of the distribution.
47. In integrative bargaining, the objective of both parties is to maximize their self-interest.
48. The resistance point is a maximum or minimum beyond which the negotiator will not
accept a proposal. This is the negotiator’s bottom line.
49. The target point is the most desired outcome or objective a negotiator sets for an issue.
50. The settlement range is also known as the zone of possible agreement.
51. During a negotiation, the objective of each party is to achieve a settlement point as close
as possible to its resistance point.
11
52. The final, negotiated settlement point usually is a point approximately in the middle of the
two opening offers.
53. If a negotiator must give the first opening offer, or choose to do so for strategic reasons,
then they should choose the offer that is closest to their resistance point.
54. The equality norm is a form of the relational norm.
55. In labor negotiations, good-faith bargaining is mandated as a part of the collective
bargaining process by the National Labor Relations Act.
56. Integrative bargaining is also known as an “expanded–pie approach.”
57. In the case of an integrative negotiation, only one issue is discussed at a time and each
issue is settled separately.
58. Traditional methods that focus on defending stated positions are more likely than interest-
based bargaining to break down because the parties become too invested in their positions
instead of trying to uncover new option.
59. When using the categorization method, the parties generally begin by proposing their
opening offer or anchor on an issue.
60. A last-minute demand by one party made to take advantage of the other party when they
are about to reach an agreement is known as a nickel-and-diming tactic.