Question 1

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

Accepted Answer

In reality, most negotiations involve a blend of both distributive and integrative negotiation. Therefore, negotiators should make a conscious decision about the proportion of distributive and integrative elements in the negotiation and flex their strategy accordingly.

Question 2

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

Accepted Answer

Negotiators should be aware of the effect of intangible factors on their own aspirations and behavior, such as emotions, biases, and attitudes. This awareness can help them manage these factors effectively and improve their negotiation outcomes.

Question 3

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

Accepted Answer

Preparation is crucial in any successful negotiation. It involves doing research, understanding the other party's needs and interests, identifying potential roadblocks, and developing a strategy for achieving your goals. Good preparation ensures that you are confident and knowledgeable during the negotiation and can react to unexpected situations with ease. While the other options on the list (managing coalitions, diagnosing the structure of the negotiation, remembering the intangibles, protecting your reputation) are also important, they are not as fundamental as preparation.

Question 4

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

Accepted Answer

This statement is incorrect. Integrative skills are important in value creation and distributive skills are necessary in value claiming. Integrative skills involve finding common ground and solutions that benefit all parties involved, while distributive skills involve dividing or allocating resources in a way that each party gets their fair share.

Question 5

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

Accepted Answer

The answer of Negotiation is fundamentally a skill involving analysis...

Question 6

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

Accepted Answer

The best negotiators do take time to analyze each negotiation after it has concluded in order to learn from their successes and failures and improve their skills for future negotiations.

Question 7

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

Accepted Answer

The answer of While negotiations do follow broad stages,they also...

Question 8

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.

Accepted Answer

Trust is important in negotiations in order to build rapport and reach a mutually beneficial agreement. If one party does not believe anything the other party says, it can create hostility and hinder the negotiation process.

Question 9

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

Accepted Answer

Negotiation is a skill that can become rusty if not regularly practiced. Therefore, negotiators need to consistently engage in negotiation to stay sharp and effective.

Question 10

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

Accepted Answer

Negotiation is a common occurrence in our daily lives, whether we are negotiating with family members, friends, colleagues, or even strangers. It is essential to establish common ground and come to a mutually beneficial agreement in various situations, such as buying a car or negotiating a job offer. Therefore, negotiation is an integral part of our daily interactions.

Question 11

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).

Accepted Answer

The answer of Negotiators also need to remember that _____________...

Question 12

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.

Accepted Answer

The answer of Negotiators who take the time to pause...

Question 13

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

Accepted Answer

The answer of Using integrative tactics in a distributive situation...

Question 14

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.

Accepted Answer

The answer of Negotiators can illuminate definitions of _____________ that...

Question 15

Negotiators who are better prepared have numerous _____________.

Accepted Answer

The answer of Negotiators who are better prepared have numerous...

Question 16

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

Accepted Answer

The answer of Excellent negotiators understand that negotiation embodies a...

Question 17

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

Accepted Answer

The answer of While some people may look like born...

Question 18

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

Accepted Answer

While all of the options listed may be part of a negotiation, the ultimate goal is typically to achieve a valued outcome - a result that both parties perceive to be beneficial and satisfactory. A final settlement or agreement may be reached as part of the process, but they are not the ultimate goal in and of themselves. Value claiming and value creating may also be strategies utilized in negotiations, but again, they are not the ultimate goal - achieving a valued outcome is.

Question 19

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

Accepted Answer

The answer of The authors suggest that negotiators should remember...

Question 20

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

Accepted Answer

This is true. Negotiators should be aware of potential coalitions forming among their own team or the other party, and work to prevent the other party from capturing and using this coalition for their own gain. This can be done by being open and transparent with communication, and building trust and solidarity within the negotiating team.

Quiz 20: Best Practices in Negotiations