Deck 12: Best Practices in Negotiations

Question 1

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

Answer 1

B

Question 2

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

Answer 2

ongoing

Question 3

On the other hand,negotiators who do not believe anything that the other party tells them will have a very difficult time reaching an agreement.

Answer 3

True

Question 4

Using integrative tactics in a distributive situation may lead to optimal outcomes.

Question 5

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

Question 6

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

Question 7

For negotiators to remain sharp,they need to continue to practice the art and science of negotiation regularly.

Question 8

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

Question 9

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 10

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.
True / False Questions

Question 11

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 12

Integrative skills are called for in the value claiming stage and distributive skills are useful in value creation.

Question 13

Negotiators need to work to prevent the other party from capturing a loose coalition for their purposes.

Question 14

Negotiators do not have to be aware of the effect of intangible factors on their own aspirations and behavior.

Question 15

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 16

The best negotiators do not take time to analyze each negotiation after it has concluded.
Multiple Choice Questions

Question 17

Negotiators who are better prepared have numerous ___________.

Question 18

Negotiation is an integral part of daily life and the opportunities to negotiate surround us.

Question 19

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

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

Question 20

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

Question 21

Why is it said that reputations are like eggs?

Question 22

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 23

Excellent negotiators understand that negotiation embodies a set of

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

Question 24

Why is a negotiator like an athlete?

Question 25

Why is preparation so important for negotiators?

Question 26

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

Question 27

What often happens to negotiators without a strong BATNA?

Question 28

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

Question 29

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 30

Why is communicating with a coalition critical?

Question 31

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 32

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.