Question 1

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

Accepted Answer

A)  Weaknesses 
B)  Negotiables 
C)  Strengths 
D)  Tangibles 
E)  Intangibles 
A)  Weaknesses 
B)  Negotiables 
C)  Strengths 
D)  Tangibles 
E)  Intangibles

Question 2

sends the message that you are principled and reasonable.

Accepted Answer

A)  Attitude 
B)  Principles 
C)  Consistency 
D)  Assertiveness 
E)  Fairness 
A)  Attitude 
B)  Principles 
C)  Consistency 
D)  Assertiveness 
E)  Fairness

Question 3

How is a negotiator like an athlete?

Accepted Answer

Because even the best athletes

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Negotiators who set their sights too low are:

Accepted Answer

A)  most likely to achieve an agreement that is optimal 
B)  more likely to result in stalemate 
C)  almost guaranteed to reach an agreement that is suboptimal 
D)  more likely to walk away from the negotiation with no outcome whatsoever 
E)  end the negotiation in frustration 
A)  most likely to achieve an agreement that is optimal 
B)  more likely to result in stalemate 
C)  almost guaranteed to reach an agreement that is suboptimal 
D)  more likely to walk away from the negotiation with no outcome whatsoever 
E)  end the negotiation in frustration

Question 6

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 7

Negotiators who are completely open and tell the other party everything expose themselves to the risk that the other party will take advantage of them

Accepted Answer

A) True 
 B)False

Question 8

Integrative skills are called for in the value claiming stage.

Accepted Answer

A) True 
 B)False

Question 9

It is important to continue to compare progress in the current negotiation with the target, walkaway, and BATNA.

Accepted Answer

A) True 
 B)False

Question 10

All negotiations have a value claiming stage.

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

In some negotiations, circumstances do change however legitimate one-time, seize-the-moment deals never occur.

Accepted Answer

A) True 
 B)False

Question 13

skills are called for in the value claiming stage.

Accepted Answer

A)  Integrative 
B)  Both integrative and distributive 
C)  Paradox 
D)  Distributive 
E)  Balancing 
A)  Integrative 
B)  Both integrative and distributive 
C)  Paradox 
D)  Distributive 
E)  Balancing

Question 14

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

Accepted Answer

The best alternative to a nego

Question 15

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 16

Negotiators have more power in a negotiation when their potential terms of agreement are significantly better than what the other negotiator can obtain with his or her BATNA.

Accepted Answer

A) True 
 B)False

Question 17

Fairness provides the other party with a clear set of predictable expectations about how you will behave, which leads to a stable reputation.

Accepted Answer

A) True 
 B)False

Question 18

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 19

Trust can be built by being honest and sharing information with the other side, which hopefully will lead to reciprocal trust and credible disclosure by the other side.

Accepted Answer

A) True 
 B)False

Question 20

Intangibles frequently affect negotiation in a:

Accepted Answer

A)  positive way 
B)  resentful way 
C)  ambiguous way 
D)  superficial way 
E)  negative way 
A)  positive way 
B)  resentful way 
C)  ambiguous way 
D)  superficial way 
E)  negative way

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

sends the message that you are principled and reasonable.

How is a negotiator like an athlete?

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

Negotiators who set their sights too low are:

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

Negotiators who are completely open and tell the other party everything expose themselves to the risk that the other party will take advantage of them

Integrative skills are called for in the value claiming stage.

It is important to continue to compare progress in the current negotiation with the target, walkaway, and BATNA.

All negotiations have a value claiming stage.

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

In some negotiations, circumstances do change however legitimate one-time, seize-the-moment deals never occur.

skills are called for in the value claiming stage.

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

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

Negotiators have more power in a negotiation when their potential terms of agreement are significantly better than what the other negotiator can obtain with his or her BATNA.

Fairness provides the other party with a clear set of predictable expectations about how you will behave, which leads to a stable reputation.

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

Trust can be built by being honest and sharing information with the other side, which hopefully will lead to reciprocal trust and credible disclosure by the other side.

Intangibles frequently affect negotiation in 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 and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Filters

Exam 14: Best Practices in Negotiations

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

sends the message that you are principled and reasonable.

How is a negotiator like an athlete?

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

Negotiators who set their sights too low are:

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

Negotiators who are completely open and tell the other party everything expose themselves to the risk that the other party will take advantage of them

Integrative skills are called for in the value claiming stage.

It is important to continue to compare progress in the current negotiation with the target, walkaway, and BATNA.

All negotiations have a value claiming stage.

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

In some negotiations, circumstances do change however legitimate one-time, seize-the-moment deals never occur.

skills are called for in the value claiming stage.

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

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

Negotiators have more power in a negotiation when their potential terms of agreement are significantly better than what the other negotiator can obtain with his or her BATNA.

Fairness provides the other party with a clear set of predictable expectations about how you will behave, which leads to a stable reputation.

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

Trust can be built by being honest and sharing information with the other side, which hopefully will lead to reciprocal trust and credible disclosure by the other side.

Intangibles frequently affect negotiation in 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 and Team Negotiations

Managing Difficult Negotiations

International and Cross-Cultural Negotiation

Filters