TUNKU ABDUL RAHMAN UNIVERSITY COLLEGE

ABDM2223 – PRINCIPLES OF NEGOTIATION 1DHR 2021/2022

TUTORIAL 1
The nature of Negotiation

True / False Questions

1. Negotiation is a process reserved only for the skilled diplomat, top salesperson, or
ardent advocate for an organized lobby.

True False

2. Many of the most important factors that shape a negotiation result do not occur
during the negotiation, but occur after the parties have negotiated.

True False

3. Negotiation situations have fundamentally the same characteristics.

True False

4. A creative negotiation that meets the objectives of all sides may not require
compromise.

True False

5. The parties prefer to negotiate and search for agreement rather than to fight
openly, have one side dominate and the other capitulate, permanently break off
contact, or take their dispute to a higher authority to resolve it.

True False

6. It is possible to ignore intangibles, because they affect our judgment about what
is fair, or right, or appropriate in the resolution of the tangibles.

True False

7. When the goals of two or more people are interconnected so that only one can
achieve the goal—such as running a race in which there will be only one winner
—this is a competitive situation, also known as a non-zero-sum or distributive
situation.

True False

8. A zero-sum situation is a situation in which individuals are so linked together that

there is a positive correlation between their goal attainments.

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True False

9. The value of a person's BATNA is always relative to the possible settlements

available in the current negotiation, and the possibilities within a given
negotiation are heavily influenced by the nature of the interdependence between
the parties.

True False

10. Remember that every possible interdependency has an alternative; negotiators can
always say "no" and walk away.

True False

Multiple Choice Questions

1. Which perspective can be used to understand different aspects of negotiation?

A. economics
B. psychology
C. anthropology
D. law
E. All of the above perspectives can be used to understand different aspects of
negotiation.

2. To most people the words "bargaining" and "negotiation" are

A. mutually exclusive.
B. interchangeable.
C. not related.
D. interdependent.
E. None of the above.

3. A situation in which solutions exist so that both parties are trying to find a
mutually acceptable solution to a complex conflict is known as which of the
following?

A. mutual gains
B. win-lose
C. zero-sum
D. win-win
E. None of the above.

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4. Which is not a characteristic of a negotiation or bargaining situation?

A. conflict between parties

B. two or more parties involved
C. an established set of rules
D. a voluntary process
E. None of the above is a characteristic of a negotiation.

5. Interdependent parties' relationships are characterized by

A. interlocking goals.
B. solitary decision making.
C. established procedures.
D. rigid structures.
E. Interdependent relationships are characterized by all of the above.

6. How much to believe of what the other party tells you

A. depends on the reputation of the other party.

B. is affected by the circumstances of the negotiation.
C. is related to how he or she treated you in the past.
D. is the dilemma of trust.
E. All of the above.

7. Satisfaction with a negotiation is determined by

A. the process through which an agreement is reached and the dollar value of
concessions made by each party.
B. the actual outcome obtained by the negotiation as compared to the initial
bargaining positions of the negotiators.
C. the process through which an agreement is reached and by the actual outcome
obtained by the negotiation.
D. the total dollar value of concessions made by each party.
E. Satisfaction with a negotiation is determined by none of the above.

8. Which of the following statements about conflict is true?

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A. Conflict is the result of tangible factors.
B. Conflict can occur when two parties are working toward the same goal and
generally want the same outcome.
C. Conflict only occurs when both parties want a very different settlement.
D. Conflict has a minimal effect on interdependent relationships.
E. All of the above statements about conflict are true.

9. What are the two dilemmas of negotiation?

A. the dilemma of cost and the dilemma of profit margin

B. the dilemma of honesty and the dilemma of profit margin
C. the dilemma of trust and the dilemma of cost
D. the dilemma of honesty and the dilemma of trust
E. None of the above.

10. Which of the following statements about conflict is true?

A. Conflict is the result of tangible factors.

B. Conflict can occur when two parties are working toward the same goal and
generally want the same outcome.
C. Conflict only occurs when both parties want a very different settlement.
D. Conflict has a minimal effect on interdependent relationships.
E. All of the above statements about conflict are true.

11. In intragroup conflict,

A. sources of conflict can include ideas, thoughts, emotions, values, predispositions,

or drives that are in conflict with each other.
B. conflict occurs between individual people.
C. conflict affects the ability of the group to resolve differences and continue to
achieve its goals effectively.
D. conflict is quite intricate because of the large number of people involved and
possible interactions between them.
E. None of the above describes intragroup conflict.

12. Which of the following contribute to conflict's destructive image?

A. increased communication
B. misperception and bias
C. clarifying issues
D. minimized differences; magnified similarities
E. All of the above contribute to conflict's destructive image.

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13. In the Dual Concerns Model, the level of concern for the individual's own
outcomes and the level of concern for the other's outcomes are referred to as the

A. cooperativeness dimension and the competitiveness dimension.

B. the assertiveness dimension and the competitiveness dimension.
C. the competitiveness dimension and the aggressiveness dimension.
D. the cooperativeness dimension and the assertiveness dimension.
E. None of the above.

14. An individual who pursues his or her own outcomes strongly and shows little
concern for whether the other party obtains his or her desired outcomes is using
another of the following strategies. Which one?

A. yielding
B. compromising
C. contending
D. problem solving
E. None of the above.

15. Negotiators pursuing the yielding strategy

A. show little interest or concern in whether they attain their own outcomes, but are
quite interested in whether the other party attains his or her outcomes.
B. pursue their own outcome strongly and shows little concern for whether the other
party obtains his or her desired outcome.
C. shows little interest or concern in whether they attain their own outcomes, and
does not show much concern about whether the other party obtains his or her
outcomes.
D. show high concern for attaining their own outcomes and high concern for
whether the other attains his or her outcomes.
E. Negotiators pursuing the yielding strategy demonstrate none of the above
behaviors.

Discussion Questions

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ABDM2223 – PRINCIPLES OF NEGOTIATION 1DHR 2021/2022
(a) Describe the strategies and tactics a negotiator would employ in a distributive
bargaining situation.

(b) What are the key reasons why effective negotiation skills are increasingly
important in the business world? (Thompson)

(c) Name the four levels of conflict that are commonly identified.

(d) The Dual Concerns Model is a two-dimensional framework that postulates that
people in conflict have two independent types of concern. What are those two
types of concerns?

(e) Explain how conflict is a potential consequence of interdependent relationships.

TUTORIAL 2
Distributive Bargaining
True / False Questions

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ABDM2223 – PRINCIPLES OF NEGOTIATION 1DHR 2021/2022
1. Distributive bargaining strategies are the only strategies that are effective in
interdependent situations.

True False

2. Distributive bargaining strategies and tactics are useful when a negotiator wants
to maximize the value obtained in a single deal.

True False

3. The resistance point is the point at which a negotiator would like to conclude
negotiations.

True False

4. Both parties to a negotiation should establish their starting, target and resistance
point before beginning negotiation.

True False

5. Anything outside the bargaining range will be summarily rejected by one of the
negotiators.

True False

6. A negative bargaining range occurs when the buyer's resistance point is above the
seller's.

True False

7. Negotiations with a positive settlement range are obvious from the beginning.

True False

8. A resistance point will be influenced by the cost an individual attaches to delay or

difficulty in negotiation.

True False

9. The more you can do to convince the other party that his or her costs of delay or
aborting negotiations will be costly, the more likely he or she will be to establish
a modest resistance point.

True False

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10. The first step for a negotiator completing a distributive bargaining negotiation is
to obtain information about the other party's outcome values and resistance
points.

True False

Multiple Choice Questions

1. Distributive bargaining strategies

A. are the most efficient negotiating strategies to use.

B. are used in all interdependent relationships.
C. are useful in maintaining long term relationships.
D. can cause negotiators to ignore what the parties have in common.
E. None of the above describes distributive bargaining strategies.

2. The target point is the

A. point at which a negotiator would like to conclude negotiations.

B. negotiator's bottom line.
C. first offer a negotiator quotes to his opponent.
D. initial price set by the seller.
E. None of the above describes the target point.

3. Starting points

A. are usually contained in the opening statements each negotiator makes.

B. are usually learned or inferred as negotiations get under way.
C. are not known to the other party.
D. are given up as concessions are made.
E. None of the above describes starting points.

4. The objective of both parties in distributive bargaining is to obtain as much of

which of the following as possible?

A. bargaining range
B. resistance point
C. target point
D. bargaining mix
E. None of the above.

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ABDM2223 – PRINCIPLES OF NEGOTIATION 1DHR 2021/2022
5. The resistance point is established by the ____________ expected from a
particular outcome, which is in turn the product of the ____________ and
____________ of an outcome.

A. cost, value, worth

B. value, worth, cost
C. value, cost, timeliness
D. cost, importance, value
E. None of the above.

6. The more you can convince the other party that your costs of delay or aborting
negotiations are ____________, the more modest will be the other's resistance
point.

A. high
B. modest
C. extreme
D. low
E. None of the above.

7. The more you can convince the other that you value a particular outcome outside
the other's bargaining range, the more pressure you put on the other party to set
by one of the following resistance points.

A. high
B. low
C. modest
D. extreme
E. None of the above.

8. A large majority of agreements in distributive bargaining are reached when the

deadline is

A. near.
B. flexible.
C. past.
D. undefined.
E. None of the above.

9. Disruptive action tactics can cause

A. embarrassment.

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ABDM2223 – PRINCIPLES OF NEGOTIATION 1DHR 2021/2022
B. increased costs.
C. anger.
D. escalation of conflict.
E. Disruptive action tactics can cause all of the above.

10. The opening stance is

A. another name for the first round of concessions.

B. the first price that a buyer quotes to a seller.
C. the attitude to adopt during the negotiation.
D. a package of concessions.
E. All of the above describe the opening stance.

11. The bargaining range is defined by

A. the opening stance and the initial concession.

B. the initial round of concessions.
C. the bargaining mix and the opening stance.
D. the opening offer and the counteroffer.
E. The bargaining range is defined by all of the above.

12. What action can be taken after the first round of offers?

A. hold firm
B. insist on the original position
C. make some concessions
D. make no concessions
E. All of the above.

13. Good distributive bargainers will

A. begin negotiations with the other party with an opening offer close to their
own resistance point.
B. ensure that there is enough room in the bargaining range to make some
concessions.
C. accept an offer that is presented as a fait accompli.
D. immediately identify the other party's target point.
E. All of the above are actions that good distributive bargainers will take.

14. Parties feel better about a settlement when negotiations involve a(n)

A. immediate settlement.

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ABDM2223 – PRINCIPLES OF NEGOTIATION 1DHR 2021/2022
B. single round of concessions.
C. progression of concessions.
D. fait accompli.
E. All of the above.

15. What statement about concessions is false?

A. Concessions are central to negotiations.

B. Concessions is another word for adjustments in position.
C. Concession making exposes the concession maker to some risk.
D. Reciprocating concessions is a haphazard process.
E. All of the above statements are true.

Discussion Questions

(a) What are the four important tactical tasks for a negotiator in a distributive
bargaining situation?

(b) What are the three ways to manipulate the costs of delay in negotiation?

(c) Discuss the meaning of hardball tactics. Support and provide the types of hardball
tactics used in a negotiation situation.

TUTORIAL 3
Integrative Negotiation

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ABDM2223 – PRINCIPLES OF NEGOTIATION 1DHR 2021/2022
True / False Questions

1. In integrative negotiation, the goals of the parties are mutually exclusive.

True False

2. The failure to reach integrative agreements is often linked to the failure to

exchange sufficient information that will allow the parties to identify integrative
options.

True False

3. Integrative agreements have been shown to be facilitated when parties exchanged

information about their positions on particular issues, but not necessarily about
their priorities on those issues.

True False

4. Parties should enter the integrative negotiation process with few preconceptions
about the solution.

True False

5. For positive problem solving to occur, both parties must be committed to stating
the problem in neutral terms.

True False

6. An integrative negotiation problem should be defined as a solution process rather

than as a specific goal to be attained.

True False

7. In integrative negotiations, negotiators are encouraged to state the problem in

terms of their preferred solution and to make concessions from these most desired
alternatives.

True False

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ABDM2223 – PRINCIPLES OF NEGOTIATION 1DHR 2021/2022
8. If both parties understand the motivating factors for the other, they may recognize
possible compatibilities in interests that permit them to invent new options which
both will endorse as an acceptable settlement.

True False

9. Intrinsic relationship interests exist when the parties derive positive benefits from
the relationship and do not wish to endanger future benefits by souring it.

True False

10. "Expanding the pie" as a method of generating alternative solutions is a complex

process, as it requires much more detailed information about the other party than
do other methods.

True False

Multiple Choice Questions

1. Which of the following is not a characteristic of a successful integrative

negotiator?

A. honesty and integrity

B. an abundance mentality
C. seeking mutual exclusivity
D. systems orientation
E. superior listening skills

2. Which of the following processes is central to achieving almost all integrative

agreements?

A. moderating the free flow of information to ensure that each party's position is
accurately stated
B. exchanging information about each party's position on key issues
C. emphasizing the commonalties between the parties
D. searching for solutions that maximize the substantive outcome for both
parties
E. All of the above processes are central to achieving integrative agreements.

3. Which of the following is a major step in the integrative negotiation process?

A. identifying and defining the problem

B. understanding the problem and bringing interests and needs to the surface

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C. generating alternative solutions to the problem
D. evaluating and choosing a specific solution
E. All of the above are major steps in the integrative negotiation process.

4. In which major step of the integrative negotiation process of identifying and

defining the problem would you likely find that if the problem is complex and
multifaceted the parties may not even be able to agree on a statement of the
problem?

A. define the problem in a way that is mutually acceptable to both sides.

B. state the problem with an eye toward practicality and comprehensiveness.

C. state the problem as a goal and identify the obstacles to attaining this goal.
D. depersonalizing the problem.
E. separate the problem definition from the search for solutions.

5. Which of the following statements about interests is true?

A. There is only one type of interest in a dispute.

B. Parties are always in agreement about the type of interests at stake.
C. Interests are often based in more deeply rooted human needs or values.
D. Interests do not change during the course of an integrative negotiation.
E. All of the above statements about interests are true.

6. Successful logrolling requires

A. that the parties establish more than one issue in conflict and then agree to
trade off among these issues so one party achieves a highly preferred
outcome on the first issue and the other person achieves a highly preferred
outcome on the second issue.
B. no additional information about the other party than his/her interests, and
assumes that simply enlarging the resources will solve the problem.
C. that one party is allowed to obtain his/her objectives and he/she then "pays
off" the other party for accommodating his/her interests.
D. a fundamental reformulation of the problem such that the parties are
disclosing sufficient information to discover their interests and needs and
then inventing options that will satisfy both parties' needs.
E. Successful logrolling requires all of the above.

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7. When identifying options in an integrative negotiation, solutions are usually
attained through:

A. hard work
B. information exchange
C. focusing on interests rather than positions
D. firm flexibility
E. Solutions are attained by using all of the above.

8. When confronted with complex problems, or a large number of alternative

options, which of the following steps is necessary?

A. broaden the range of solution options

B. evaluate solutions on the basis of quality, standards, and acceptability
C. decide on criteria while evaluating options
D. maintain a focus on the influence of tangibles in selecting options
E. All of the above steps should be used when confronted with complex
problems.

9. Which guideline should be used in evaluating options and reaching a consensus?

A. keep the range of solution options as wide as possible

B. evaluate the solutions on the basis of speed and expediency
C. keep detailed records throughout the discussion and evaluation process
D. be alert to the influence of intangibles in selecting options
E. None of the above should be used in the evaluation process.

10. Which of the following factors does not contribute to the development of trust
between negotiators?

A. We are more likely to trust someone we perceive as similar to us or as

holding a positive attitude toward us.
B. We often mistrust people who are dependent upon us because we are in a
position to help or hurt them.
C. We are more likely to trust people who initiate cooperative, trusting behavior.
D. We are more likely to trust negotiators who make concessions.
E. All of the above contribute to the development of trust between negotiators.

Discussion Questions

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(a) What are the four major steps in the integrative negotiation process?

(b) ‘The search for alternatives is the creative phase of generating solutions in an
integrative negotiation’. Discuss this statement.

(c) Discuss the technique used for inventing options to generate alternative
solutions in redefining the problem or problem set in a negotiation situation

TUTORIAL 4
Planning & Developing negotiation styles and strategies

Discussion Questions

(a) What are the most critical precursors for achieving negotiation objectives.?

(b) Discuss what are the consequences of failed planning in a negotiation situation

(c) What are the three types of goals negotiators must anticipate to achieve in a
negotiation? Why is important for goals to be concrete, specific and measurable?

(d) What are the four types of initial strategies based on dual concern model for
negotiators? Illustrate the model.

(e) What is the primary goal in the use of the strategy of accommodation?

(f) Why is it important to understand the typical steps or flow in a negotiation?

(g) What specific steps are entailed in effective planning?

(h) Define the meaning of trategy and tactics in negotiation

TUTORIAL 5
Ethics in Negotiation

(a) Define the meaning of ethics in negotiation. Provide the four approaches in
ethical reasoning.

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(b) Discuss the consequences of unethical conduct in negotiation.

(c) Explain the meaning of ‘explaination and justification’ on ethically ambigous

tactics used by negotiators. Support your answer on the reasons for
rationalisation towards the ethically ambigous tactics.

(d) Discuss the demographic factors that shape a Negotiator’s Predisposition to

Use Unethical Tactics.
Note: discuss other factors as well in class

TUTORIAL 6
Perception, Cognition and Emotion
(a) Explain the meaning of ‘perception’ in a negotiation situation. Support your
answer with FOUR (4) types of perceptual errors.

(b) Explain the meaning of ‘framing’ in a negotiation situation. Provide the types
of frames used in a negotiation.
(Students to discuss how framing works in negotiation)

(c) Define cognitive biases. Support with THREE (3) examples of cognitive
biases.
(Students to discuss the rest other than the three examples provided)

TUTORIAL 7
Communication
(a) Illustrate and describe the communication model.

(b) How can feedback be used strategically?

(c) Explain the distortions in communication that are likely to occur in a

negotiation process.

(d) Discuss the FOUR (4) specific biases that can hinder success in online
negotiations.

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(e) Describe what is being communicated in a negotiation situation.

TUTORIAL 8
Finding and Using Negotiation Power
(a) Define the meaning of power. Support your answer with sources on how people
acquire power.

(b) Briefly explain the major sources of power related to broader perspectives in
negotiation.

(c) Describe the key aspects of network that shape power in negotiation

(d) Discuss two major sources of power based on position in traditional

organisational hierarchy.

(e) Why is a BATNA a good source of power?

TUTORIAL 9

Influence

(a) Explain the meaning of central route to persuasion?

(b) Discuss the THREE (3) major issues to consider when constructing a message in
a persuasive negotiation situation.

(c) Explain the meaning of ingratiation.How ingratiation helps a negotiator?

(d) Explain this statement “When the recipient of message become unduly influenced
by the character of a person or organisation, the information he or she received
become questionable”.

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(e) In relation to question (e), discuss the key factors that contribute to the credibility
of the source.

(f) Explain the major elements of persuasive styles that affect successful persuasion
in a negotiation situation.

TUTORIAL 10

Agents,Contituencies And Audiences

(a) Discuss the characteristics of audience that affect a multiparty negotiation.

(b) Discuss the statement ‘the number of parties at the table are influencing what
happens at the table and are affected by what happens at the table that affects the
dynamics of negotiating’.
(Students to discuss the roles of audiences, bystander and third party)

(c) Discuss the conditions for the use of an agent in a negotiation situation
(Students to also discuss when not to use agent in a negotiation)

(d) Explain the TWO (2) distinct relationships between a negotiator and constituent
in a negotation situation.

(e) Explain the factors to be considered by constituencies in managing agents in

attempting to achieve integrative outcomes.

TUTORIAL 11

Multiparty Negotiation

(a) Discuss the ways on how the multiparty negotiations differ from two-party
deliberations.
(b) Discuss the dynamics in effective group decision making involving multiparties
negotiation.
(c) Describe the stages in managing a multiparty negotiation.
(d) Explain this statement ‘The lack of understanding on norms and rules that
enhance discussion can lead to a chaotic group discussion if it is not well
managed’
(e) Discuss the strategies used to manage the potentially destructive discussion
norms in question (d)

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TUTORIAL 11

International and Cross-cultural Negotiation

(a) Weiss observes that a negotiator may be able to choose among which
culturally responsive strategies when negotiating with someone from another
culture?

(b) What factors indicate that negotiators should not make large modifications to
their approach when they negotiate across borders?

(c) What are the disadvantages to using the "induce the other party to use your
approach" strategy?

(d) What are the risks of using the "effect symphony" strategy?

(e) What is the challenge in using the "adapt to the other party's approach"
strategy?

TUTORIAL 14

Negotiating Via Information Technology

(a) Why is face-to-face communication the “richest” mode of communication, and

what are some of the inherent advantages to negotiating in a face-to-face
fashion?

(b) What are the positive and negative implications for electronic negotiation?
Does information technology hurt or hinder the ability of negotiators to
“expand the pie” of resources in a negotiation?

(c) What are some strategies for enhancing technology-mediated negotiations?

(d) Why is face-to-face negotiation the preference of many negotiators? How do

generational differences affect a negotiator’s choice of communication
medium?

(e) What are the four main challenges with same time, different place
negotiations?

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Good Cop/Bad Cop = It is interrogation tactics which go like this : The first cop (Bad
copy) presents a tough opening position , punctuated with threats, obnoxious
behaviour. The interrogator then leaves the room to make important phone call or to
cool off (usually at the other partner’s request). While out of the room , the good cop
tries to make quick agreement before the bad cop returns to make life miserable for
everyone..

Low ball/highball = Negotiators using the lowball/hardball tactics start with a

ridiculously low (or high) opening offer that they know they will never achieve. The
theory is that the extreme offer will cause the other party to reevaluate his or her own
opening offer and move closer to or beyond their resistance point. The risk of using
this tactic is that the other party will think negotiating is a waste of time and will stop
the process.

Bogey – Negotiators using the bogey tactic pretend that an issue of little or no
importance to them is quite important. Later in the negotiation, this issue can be
traded for major concessions on issues that are actually important to them. This tactic
is most effective when negotiators identify and issue that is quite important to the
other side but of little value to themselves. This tactic is fundamentally deceptive, and
as such it can be difficult tactic to enact typically if the other party will negotiate in
good faith.

The Nibble – negotiators using the nibble tactic ask for a proportionally small
concession (e.g small percentage out of total deal profit) on an item that hasn’t been
discussed previously in order to close the deal. The major weakness with nibble tactic
is that many people feel that the party using the nibble did not bargain in good faith
when all the items to be discussed during negotiation should be placed on the agenda
early.

Chicken – This tactic is named after the movie ‘ Rebel without a Cause’ . In the
movie, two people driving cars at each other or toward a cliff until one person
swerves to avoid disaster. The person who swerves is labelled as a chicken and the
other person is treated like a hero. The negotiators who use this tactic combine a large
bluff with a threatened action to force the other party to ‘chicken out’ and give them
what they want. The weakness – negotiation can be serious when both parties find it
difficult to distinguish realy from postured negotiation position.

Snow Job – The snow job tactic occurs when negotiators overwhelm the other party
with so much information that he or she has trouble determining which facts are real
or important and which are included merely as distractions. Governments use this
tactic frequently when releasing information publicly. Rather than anwering a
question briefly, they release thousand of pages of documents that may not contain the
information that the other party is seeking.

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