Question 1

Recent evidence suggests that negotiations should be conducte__________ in order to find the best solutions for everyone involved.

Accepted Answer

A) By professional,third-party negotiators. 
B) In one sitting. 
C) Competitively. 
D) Collaboratively. 
A) By professional,third-party negotiators. 
B) In one sitting. 
C) Competitively. 
D) Collaboratively.

Question 2

Name the stages of a typical negotiation and the processes and/or procedures that typically take place at each stage.

Accepted Answer

A typical negotiation has three stages:

Question 3

The final step of the second stage of a typical negotiation is to implement agreements.

Accepted Answer

A) True 
 B)False

Question 4

21,Collaboration is the strategy to use for win-win results.

Accepted Answer

A) True 
 B)False

Question 5

Negotiation is a common occurrence in everyday life.

Accepted Answer

A) True 
 B)False

Question 6

Creating value is best described as:

Accepted Answer

A) Attaching substantial importance to both the relationship and the substantive terms of the outcome for both parties. 
B) Attaching substantial importance to the relationship but not to the substantive terms of the outcome for both parties. 
C) Attaching substantial importance to the substantive terms of the outcome for both parties but not to the relationship. 
D) Attaching substantial importance to your own terms and outcome. 
A) Attaching substantial importance to both the relationship and the substantive terms of the outcome for both parties. 
B) Attaching substantial importance to the relationship but not to the substantive terms of the outcome for both parties. 
C) Attaching substantial importance to the substantive terms of the outcome for both parties but not to the relationship. 
D) Attaching substantial importance to your own terms and outcome.

Question 7

Full disclosure from both sides is necessary for a successful negotiation.

Accepted Answer

A) True 
 B)False

Question 8

An analysis of the other party is the first step of the second stage of negotiating.

Accepted Answer

A) True 
 B)False

Recent evidence suggests that negotiations should be conducte__________ in order to find the best solutions for everyone involved.

Name the stages of a typical negotiation and the processes and/or procedures that typically take place at each stage.

The final step of the second stage of a typical negotiation is to implement agreements.

21,Collaboration is the strategy to use for win-win results.

Negotiation is a common occurrence in everyday life.

Creating value is best described as:

Full disclosure from both sides is necessary for a successful negotiation.

An analysis of the other party is the first step of the second stage of negotiating.

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters

Exam 1: The Nature of Negotiation: What it is and Why it Matters

Recent evidence suggests that negotiations should be conducte__________ in order to find the best solutions for everyone involved.

Name the stages of a typical negotiation and the processes and/or procedures that typically take place at each stage.

The final step of the second stage of a typical negotiation is to implement agreements.

21,Collaboration is the strategy to use for win-win results.

Negotiation is a common occurrence in everyday life.

Creating value is best described as:

Full disclosure from both sides is necessary for a successful negotiation.

An analysis of the other party is the first step of the second stage of negotiating.

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters