Deck 20: Best Practices in Negotiations

Question 1

What often happens to negotiators without a strong BATNA?

Answer 1

A negotiator without a strong BATNA may find it difficult to achieve a good agreement because the other party may try to push them aggressively, and hence be forced to accept a settlement that is later seen as unsatisfying.

Question 2

Excellent negotiators understand that negotiation embodies a set of

A) values.
B) alternatives.
C) paradoxes.
D) BATNAs.
E) principles.

Answer 2

C

Question 3

Negotiators who take the time to pause and reflect on their negotiations will find that they continue to refine their skills, and that they remain sharp and focused for their _____________ negotiations.

Answer 3

False

Question 4

Why is preparation so important for negotiators?

Question 5

Negotiators need to be reminded that certain factors influence their own behavior. What are those factors?

A) strengths
B) tangibles
C) weaknesses
D) intangibles
E) negotiables

Question 6

While some people may look like born negotiators, negotiation is fundamentally a skill involving ____________ and _____________ that everyone can learn.

Question 7

Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.

A) preparation
B) cooperation
C) communication
D) process
E) innovation

Question 8

Negotiators also need to remember that _____________ factors influence their own behavior (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea).

Question 9

The goal of most negotiations is achieving which of the following?

A) A final settlement
B) A valued outcome
C) An agreement per se
D) A value claiming goal
E) A value creating goal

Question 10

The authors suggest that negotiators should remember that negotiation is an _____________ process.

Question 11

At the top of the best practice list for every negotiator is

A) managing coalitions.
B) diagnosing the structure of the negotiation.
C) remembering the intangibles.
D) preparation.
E) protecting your reputation.

Question 12

Excellent negotiators understand that negotiation embodies a set of _____________-seemingly contradictory elements that actually occur together.

Question 13

Negotiators should make a conscious decision about whether they are facing a fundamentally distributive negotiation, an integrative negotiation, or a

A) combative negotiation.
B) group negotiation.
C) cooperative negotiation.
D) creative negotiation.
E) a blend of both distributive and integrative negotiation.

Question 14

Negotiators who are better prepared have numerous _____________.

Question 15

Getting the other party to reveal why he or she is sticking so strongly to a given point is an example of which of the following practices?

A) Remember the intangibles
B) Actively manage coalitions
C) Savor and protect your reputation
D) Remember that rationality and fairness is relative
E) Master the key paradoxes

Question 16

Research suggests that too much knowledge about the other party's needs can lead to a

A) quick and positive outcome.
B) dilemma of honesty.
C) negative effect on your reputation.
D) groundwork for agreement.
E) suboptimal negotiation outcome.

Question 17

Negotiators can illuminate definitions of _____________ that the other party's holds and engage in a dialogue to reach consensus on which standards of _____________ apply in a given situation.

Question 18

While negotiations do follow broad stages, they also _____________ and _____________ at irregular rates.

Question 19

Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?

Question 20

Why is the BATNA an important source of power in a negotiation?

Question 21

Why is it said that reputations are like eggs?

Question 22

Why is a negotiator like an athlete?

Question 23

Why is communicating with a coalition critical?

Question 24

What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively?