Question 1

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

Accepted Answer

A) True 
 B)False  True

Question 2

What often happens to negotiators without a strong BATNA?

Accepted Answer

A negotiator without a strong BATNA may find it difficult to achieve a good agreement because the other party may try to push them aggressively,and hence be forced to accept a settlement that is later seen as unsatisfying.

Question 3

Why is preparation so important for negotiators?

Accepted Answer

Negotiators who are better prepared have numerous advantages,including the ability to analyze the other party's offers more effectively and efficiently,to understand the nuances of the concession-making process,and to achieve their negotiation goals.

Question 4

Excellent negotiators understand that negotiation embodies a set of

Accepted Answer

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

Question 5

Why is communicating with a coalition critical?

Accepted Answer

Because when negotiators are p

Question 6

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 7

Why is it said that reputations are like eggs?

Accepted Answer

Reputations are like eggs-frag

Question 8

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 9

Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?

Accepted Answer

This is a challenging paradox for negoti

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A)  combative negotiation. 
B)  group negotiation. 
C)  cooperative negotiation. 
D)  creative negotiation. 
E)  a blend of both distributive and integrative negotiation. 
A)  combative negotiation. 
B)  group negotiation. 
C)  cooperative negotiation. 
D)  creative negotiation. 
E)  a blend of both distributive and integrative negotiation.

Question 12

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

A) True 
 B)False

Question 13

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

Accepted Answer

analysis,c

Question 14

Negotiators need to be reminded that certain factors influence their own behavior.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 15

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?

Accepted Answer

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 
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 16

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

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

The best alternative to a nego

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A) True 
 B)False

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

What often happens to negotiators without a strong BATNA?

Why is preparation so important for negotiators?

Excellent negotiators understand that negotiation embodies a set of

Why is communicating with a coalition critical?

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

Why is it said that reputations are like eggs?

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

Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?

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

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

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.

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

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

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?

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

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

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

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

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

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Perception,Cognition,and Emotion

Communication

Finding and Using Negotiation Power

Ethics in Negotiation

Relationships in Negotiation

Multiple Parties and Teams

International and Cross-Cultural Negotiation

Filters

Exam 12: Best Practices in Negotiations

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

What often happens to negotiators without a strong BATNA?

Why is preparation so important for negotiators?

Excellent negotiators understand that negotiation embodies a set of

Why is communicating with a coalition critical?

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

Why is it said that reputations are like eggs?

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

Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process?

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

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

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.

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

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

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?

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

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

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

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

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

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Perception,Cognition,and Emotion

Communication

Finding and Using Negotiation Power

Ethics in Negotiation

Relationships in Negotiation

Multiple Parties and Teams

International and Cross-Cultural Negotiation

Filters

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

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