Question 1

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 2

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

Accepted Answer

A) True 
 B)False  False

Question 3

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

Accepted Answer

A) True 
 B)False  True

Question 4

Why is communicating with a coalition critical?

Accepted Answer

Because when negotiators are p

Question 5

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 6

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

Accepted Answer

A) True 
 B)False

Question 7

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 8

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

Accepted Answer

A) True 
 B)False

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

Why is a negotiator like an athlete?

Accepted Answer

Because even the best athletes

Question 11

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 12

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

Question 13

Negotiators who are better prepared have numerous ___________.

Accepted Answer

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

Question 14

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 15

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 16

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 17

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 18

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 19

Negotiators can illuminate definitions of _____________ that the other party 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 20

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

What often happens to negotiators without a strong BATNA?

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

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

Why is communicating with a coalition critical?

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

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

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

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

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

Why is a negotiator like an athlete?

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

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

Negotiators who are better prepared have numerous ___________.

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

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

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

Excellent negotiators understand that negotiation embodies a set of

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

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

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?

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

What often happens to negotiators without a strong BATNA?

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

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

Why is communicating with a coalition critical?

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

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

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

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

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

Why is a negotiator like an athlete?

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

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

Negotiators who are better prepared have numerous ___________.

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

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

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

Excellent negotiators understand that negotiation embodies a set of

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

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

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?

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.

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