Question 1

The best way to identify the existence of intangible factors effecting a negotiation is to try to "see what is not there." Explain what this means.

Accepted Answer

In other words, if a careful preparation

Question 2

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 3

In which of the following strategies do negotiators try to increase dissent within the coalition by searching for ways to breed instability within the coalition?

Accepted Answer

A)  Inform and Consent 
B)  Divide and Conquer 
C)  Disclose and Deny 
D)  Disclose and Remit 
E)  Reveal and React 
A)  Inform and Consent 
B)  Divide and Conquer 
C)  Disclose and Deny 
D)  Disclose and Remit 
E)  Reveal and React

Question 4

People tend to view the world in a self-serving manner and define the "rational" thing to do or a "fair" outcome or process in a way that benefit themselves.

Accepted Answer

A) True 
 B)False

Question 5

Starting negotiations with a positive reputation is essential, and negotiators should be vigilant in protecting their reputations.

Accepted Answer

A) True 
 B)False

Question 6

Negotiation is not an ongoing process.

Accepted Answer

A) True 
 B)False

Question 7

What often happens to negotiators without a strong BATNA?

Accepted Answer

A negotiator without a strong BATNA may

Question 8

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

Accepted Answer

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

Question 9

Negotiators who believe everything the other party tells them make themselves vulnerable to being taken advantage of by the other party.

Accepted Answer

A) True 
 B)False

Question 10

Winning, avoiding loss, looking tough or strong to others, not looking weak, or being fair are examples of:

Accepted Answer

A)  integrative tactics 
B)  BATNAs 
C)  distributive tactics 
D)  intangibles 
E)  tangibles 
A)  integrative tactics 
B)  BATNAs 
C)  distributive tactics 
D)  intangibles 
E)  tangibles

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

Consistency 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 13

When is walking away from a negotiation the best choice?

Accepted Answer

The goal of most negotiations is achievi

The best way to identify the existence of intangible factors effecting a negotiation is to try to "see what is not there." Explain what this means.

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.

In which of the following strategies do negotiators try to increase dissent within the coalition by searching for ways to breed instability within the coalition?

People tend to view the world in a self-serving manner and define the "rational" thing to do or a "fair" outcome or process in a way that benefit themselves.

Starting negotiations with a positive reputation is essential, and negotiators should be vigilant in protecting their reputations.

Negotiation is not an ongoing process.

What often happens to negotiators without a strong BATNA?

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

Negotiators who believe everything the other party tells them make themselves vulnerable to being taken advantage of by the other party.

Winning, avoiding loss, looking tough or strong to others, not looking weak, or being fair are examples of:

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

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

When is walking away from a negotiation the best choice?

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

The best way to identify the existence of intangible factors effecting a negotiation is to try to "see what is not there." Explain what this means.

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.

In which of the following strategies do negotiators try to increase dissent within the coalition by searching for ways to breed instability within the coalition?

People tend to view the world in a self-serving manner and define the "rational" thing to do or a "fair" outcome or process in a way that benefit themselves.

Starting negotiations with a positive reputation is essential, and negotiators should be vigilant in protecting their reputations.

Negotiation is not an ongoing process.

What often happens to negotiators without a strong BATNA?

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

Negotiators who believe everything the other party tells them make themselves vulnerable to being taken advantage of by the other party.

Winning, avoiding loss, looking tough or strong to others, not looking weak, or being fair are examples of:

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

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

When is walking away from a negotiation the best choice?

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