Question 1

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

Accepted Answer

ongoing

Question 2

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

Accepted Answer

ebb, flow

Question 3

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. C

Question 4

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.

Question 5

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

Accepted Answer

analysis,

Question 6

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

Accepted Answer

The answer of Negotiators can illuminate definitions of _____________ that...

Question 7

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.

Question 8

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 9

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 10

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 11

What often happens to negotiators without a strong BATNA?

Accepted Answer

A negotiator without a strong BATNA may

Question 12

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

Accepted Answer

The answer of Excellent negotiators understand that negotiation embodies a...

Question 13

Why is preparation so important for negotiators?

Accepted Answer

Negotiators who are better prepared have

Question 14

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 15

Why is a negotiator like an athlete?

Accepted Answer

Because even the best athletes

Question 16

Negotiators also need to remember that _____________ factors influence their own behavior (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea).

Accepted Answer

The answer of Negotiators also need to remember that _____________...

Question 17

Why is communicating with a coalition critical?

Accepted Answer

Because when negotiators are p

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

Negotiators who are better prepared have numerous _____________.

Accepted Answer

The answer of Negotiators who are better prepared have numerous...

Question 20

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

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

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

Excellent negotiators understand that negotiation embodies a set of

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

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

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

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

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

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

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

What often happens to negotiators without a strong BATNA?

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

Why is preparation so important for negotiators?

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?

Why is a negotiator like an athlete?

Negotiators also need to remember that _____________ factors influence their own behavior (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea).

Why is communicating with a coalition critical?

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

Negotiators who are better prepared have numerous _____________.

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

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

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

Filters

Exam 20: Best Practices in Negotiations

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

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

Excellent negotiators understand that negotiation embodies a set of

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

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

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

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

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

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

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

What often happens to negotiators without a strong BATNA?

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

Why is preparation so important for negotiators?

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?

Why is a negotiator like an athlete?

Negotiators also need to remember that _____________ factors influence their own behavior (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea).

Why is communicating with a coalition critical?

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

Negotiators who are better prepared have numerous _____________.

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

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

Influence

Ethics in Negotiation

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams

Individual Differences I: Gender and Negotiation

Individual Differences 2: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third-Party Approaches to Managing Difficult Negotiations

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.

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