NEGOTIATION CHAPTER 2 Study online at https://quizlet.com/_4kq6l4 1. Winners curse occurs when? When the negotiator makes an offer that is immediately accepted 2. a type of negotiation behaviour known as reactive devaluation refers to: A negotiator who does not know what he or she really wants other than not wanting what the other party is offering 3. a negotiators BATNA determines the point at which a walk away from negotiator is prepared to: the negotiation table 4. one strategy for improving ones BATNA in negotiation improve your alteris to native options before going to the negotiation table 5. A negotiator's reservation point is a quantification of BATNA the negotiator's: 6. Negotiators should consider the impact of three types strategic risk, BATof risk with regard to their alternatives. These three NA risk, contractutypes of risk include: al risk 7. In negotiation, buyers and sellers may adopt differing a tendency for bargaining positions for an object, but their private people to value an valuations for the object should not differ as a conse- object more once quence of who has possession. The endowment effect they own it is best described as: 8. A dispute is best defined as a situation in which: 1/4 a claim is made by one party and rejected by the other party NEGOTIATION CHAPTER 2 Study online at https://quizlet.com/_4kq6l4 9. in negotiation which of the following statements is generally not true when it comes to a Negotiators BATNA? it is generally wise to reveal it 10. In negotiation, the fixed-pie perception is defined as: the belief that concessions are necessary by one or both parties in order to reach an agreement 11. negotiation is best described as a _____________, which involves both __________ and __________. mixed motive enterprise, cooperation and competition 12. effective negotiation preparation encompasses three self assessment general abilities: Situational assessment, other party assessment, and __________. 13. in preparing for negotiation, a negotiator needs to determine what would constitute an ideal outcome, or favourable set of terms also known as ________________. target point 14. in order to reach a successful negotiation outcome, determined by the negotiators must understand that their BATNA is: objective reality (pg15) 15. the term used to represent the quantification of a the reservation negotiators BATNA with respect to other alternatives point is known as: 16. negotiators who make the mistake of not developing arbitrary values a reservation point before they negotiate often focus on: 17. negotiators should assess themselves and their re- money you have sources before commencing negotiation. One ques- invested, that is spent (pg16) 2/4 NEGOTIATION CHAPTER 2 Study online at https://quizlet.com/_4kq6l4 tion a negotiator should ask is "what are my sunk costs?" a sunk cost is 18. it is not advisable to focus on a single issue in negoti- fixed sum - pg 19 ation because single issue negotiations are ________ in nature. 19. negotiators should take the time to brainstorm how integrative potena single issue negotiation may be segmented into tial - p 19 multiple issues. By identifying and segmenting the negotiation into multiple issues, negotiators may create ______________ . 20. when you are asked about your desired salary in an identify a variety of interview, what is the best response to use with the highly attractive ofprospective employer? fer packages and present those offers to the employer 21. negotiators can focus on gains or losses during a risk seeking, risk negotiation. Most negotiators are ________ when it averse - p 20 comes to losses and ______ when it comes to gains. 22. what factors can lead a negotiator to be uncertain about his or her BATNA? potential alternatives arrive sequentially, rather than all at the same time 23. as compared to negotiators who focus on maximizing make fewer congains, negotiators who focus on minimizing losses cessions and are more likely to: reach fewer agreements 24. the more ______ the negotiator, the more likely it is that he or she will make greater concessions RISK AVERSE 25. WHAT IS MEANT BY COUNTERFACTUAL THINKING IN a negotiator who NEGOTIATION? thinks about what 3/4 NEGOTIATION CHAPTER 2 Study online at https://quizlet.com/_4kq6l4 might have been but did not occur 26. in negotiation, having your first offer immediately ac- counterfactual cepted immediately by the counterparty is likely to thinking lead to feelings of what might have been different, also known as ___________? 27. what is meant by the hidden table in negotiation? 4/4 important parties who are the real decision makers are not present at the negotiation table
