Question 1

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

Accepted Answer

A) True 
 B)False  True

Question 2

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

Accepted Answer

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

Question 3

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

Accepted Answer

A) True 
 B)False  True

Question 4

Negotiators who take the time to pause and reflect on their negotiations will find that they will have trouble remaining sharp and focused for their future negotiations.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

First, they can question their own perce

Question 6

Why is a negotiator like an athlete?

Accepted Answer

Because even the best athletes

Question 7

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

Accepted Answer

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

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

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

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

While negotiations do follow broad stages, they also ebb and flow at consistent rates.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

Why is it said that reputations are like eggs?

Accepted Answer

Reputations are like eggs-frag

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

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

Question 17

Why is preparation so important for negotiators?

Accepted Answer

Negotiators who are better prepared have

Question 18

Why is communicating with a coalition critical?

Accepted Answer

Because when negotiators are p

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

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

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

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

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

Negotiators who take the time to pause and reflect on their negotiations will find that they will have trouble remaining sharp and focused for their future negotiations.

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

Why is a negotiator like an athlete?

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

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

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

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

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

While negotiations do follow broad stages, they also ebb and flow at consistent rates.

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

Why is it said that reputations are like eggs?

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

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

Why is preparation so important for negotiators?

Why is communicating with a coalition critical?

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

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

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Filters

Exam 13: Best Practices in Negotiations

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

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

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

Negotiators who take the time to pause and reflect on their negotiations will find that they will have trouble remaining sharp and focused for their future negotiations.

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

Why is a negotiator like an athlete?

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

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

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

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

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

While negotiations do follow broad stages, they also ebb and flow at consistent rates.

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

Why is it said that reputations are like eggs?

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

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

Why is preparation so important for negotiators?

Why is communicating with a coalition critical?

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

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

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Planning and Strategy

Individual Differences: Know Yourself and Your Counterpart

Perception, Cognition, and Emotion

Communication Process and Outcomes

Negotiation Power and Persuasion

The Dynamics of Disputes and Third-Party Help

Confronting the Dark Side: Deception and Ethical Dilemmas

Multiparty, Coalitions, and Team Negotiations

Managing Difficult Negotiations

Filters