Exam 12: Best Practices in Negotiations

Integrative skills are called for in the value claiming stage and distributive skills are useful in value creation.

Why is preparation so important for negotiators?

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

Why is it said that reputations are like eggs?

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

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

Negotiators who take the time to pause and reflect on their negotiations will find that they continue to refine their skills,and that they remain sharp and focused for their _____________ negotiations. True / False Questions

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

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

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

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.

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).