Question 1

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

Accepted Answer

analysis;communication

Question 2

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

Accepted Answer

A) True 
 B)False  False

Question 3

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 D

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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 6

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 7

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

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

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 10

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 11

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

Accepted Answer

The best alternative to a nego

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

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 14

What often happens to negotiators without a strong BATNA?

Accepted Answer

A negotiator without a strong BATNA may

Question 15

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.

Accepted Answer

The answer of Negotiators who take the time to pause...

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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 18

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 19

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 20

Why is a negotiator like an athlete?

Accepted Answer

Because even the best athletes

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

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

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

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

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

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 best negotiators do not take time to analyze each negotiation after it has concluded.

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

Excellent negotiators understand that negotiation embodies a set of

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

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

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

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

What often happens to negotiators without a strong BATNA?

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.

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

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).

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

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

Why is a negotiator like an athlete?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: 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

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

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

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

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

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

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 best negotiators do not take time to analyze each negotiation after it has concluded.

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

Excellent negotiators understand that negotiation embodies a set of

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

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

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

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

What often happens to negotiators without a strong BATNA?

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.

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

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).

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

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

Why is a negotiator like an athlete?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Agents, Constituencies, Audiences

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Filters

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

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