Negotiation Preparation Sheet
Your name: Paige Eggers
(consider both your tangible and intangible interests)
Name of case: Employment
Your role: Recruiter
The Other Negotiators Wants/Needs
You own a company that employs nurses who provide care to cancer
patients who are living at home. Last week, you told your nursing staff
that they would have to all start wearing a new uniform that you
designed. The uniforms bear the companys
Which of the following is not one of Hofstedes dimensions that
Tolerance for ambiguity (correct)
All of the above are Hofstedes dimension
Traditional male and female skills and stereotypes would associate
men with _ and women with
integrative negotiation; distributive bargaining
distributive bargaining; integrative negotiation (correct)
Research suggests that men set higher aspiration levels then women in
unambiguous negotiation situations, i.e., negotiations where there is a
clear zone of potential agreement.
Which of the f
Culture is a characteristic that is generally synonymous with a
persons home country.
A comparison of the country cultures of Japan and the United States
using the GLOBE dimensions of cultur
Barbarians at the Gate was a movie (based on a best-selling book) that
portrayed the bidding war in the 1980s between F. Ross Johnson and
Henry Kravis for the leveraged buyout of RJR Nabisco. Johnson and
Kravis continued to bid to take control
Research suggests that group stereotypes, both positive and negative,
are good predictors of how a specific person from that group might
behave at the bargaining table.
Which of the following
Which of the following communication channels is the richest in terms
of the type and completeness of information being communicated?
You are scheduled to negotiate with another person who, like you,
graduated from the same university. Because of your common
experience at the university, you believe that the other negotiator will
be fair and someone you can trust. The assump
In late October 2010, Manchester United soccer star Wayne Rooney
announced that he would not agree to extend his contract and play for
Manchester United. Several days later, Rooney surprised many of the
fans of Manchester United who assumed he
Identify and describe the four types of trust.
Relation-based trust; knowledge-based trust; identitybased trust; institutional-based trust; and calculus-based
What steps can a negotiator take to r
The best predictor of future trustworthy behavior is probably
What strategies can a negotiator use to deal with
Rapport generally means establishing a friendship with the other
person in a negotiation or conflict situation.
Many managers try to quickly resolve workplace conflict because of an
Why does telling an emotional or angry person to calm down or get
a grip on yourself tend to make the person even more angry or upset?
An upset person has a great need to be heard (listened
to) and to have something done abo
General Information and
Confidential Information for Service Station Owner
By Stephen B. Goldberg
Texoil, 1 a large petroleum refining company, owns
some service stations outright. For the most part,
however, it contracts with individual service st
The Snowblower Negotiation
You are the maintenance supervisor for a factory located in a small community in northern
Minnesota. Your part of the state receives an average of 50 to 60 inches of snow each year,
often times with horren
Rackham conducted a nine-year study of 48 professional labor and contract negotiators. Skilled negotiators,
according to Rackham, generally:
avoid defend/attack spirals with the other negotiator.
spend more time than average negotiators looking
One Red Paperclip Project
The exercise is based on Kyle
MacDonalds One Red Paperclip
MacDonald bartered his way up from
a red paperclip to a house within one
Bartering Booms During Tough Economi
Recent studies suggest that a persons emotions actually interfere with
his or her ability to make rational decisions.
A scene from the movie The Goodbye Girl was used in this chapter to
Which of the following are steps in Urys breakthrough strategy?
Go to the Balcony. (correct)
Neutralize your Emotions.
Explore the Options.
Reach for Compromise.
All of the above
The United States scores high on Hofstedes dimension of:
The United States scores low on Hofstedes dimension of:
What type of disputes or negotiations situations would be best suited
for the use of a mediator? Please explain your answer.
Mediation is appropriate: when the parties want to
continue and preserve their relationship; going
Which of the steps of Urys breakthrough strategy best correlates to
the negotiation technique of role reversal?
Go to the Balcony.
Step to their Side. (correct)
Reach for Compromise.
Control the Encounter.
_ is more similar to a court trial than is
Arbitration; mediation (correct)
Which of the following are suggested ways to break an
impasse/deadlock in a negotiation?
Which of the following statements about third-party intervention (i.e.,
mediation and arbitration) is true?
A mediator generally has more control of the settlement terms of
a dispute than does an arbitrator.
As a general rul
When would arbitration be a preferred way to resolve a dispute or
negotiations impasse? Please explain your answer.
Arbitration would be a preferred way to resolve a dispute
or negotiations impasse when: the parties need an
Sam realizes that there are four criteria for evaluating the process and
outcomes obtained by using interests vs. rights vs. power approaches
in his dispute with Sunny. Which of the following is not one of these
four criteria for evaluation?
Labor negotiations between Motts Apple Juice and its unionized
employees primarily illustrated the use of _ leverage.
Sam (an avid hunter) has a dispute with his neighbor Sun
Sam (an avid hunter) has a dispute with his neighbor Sunny because
Sunny leaves her dog out late at night and the dog barks a lot. Sam
knows one reason Sunny does so because she works late at night and
does not get home until after 11:00 P.M.