Question 1

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.

Question 2

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

Question 3

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

Accepted Answer

A)  preparation 
B)  cooperation 
C)  communication 
D)  process 
E)  innovation

Question 4

Negotiators who are better prepared have numerous ___________.

Accepted Answer

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

Question 5

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

Accepted Answer

The answer of What are the three things that negotiators...

Question 6

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

Accepted Answer

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

Question 7

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 8

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 9

Why is a negotiator like an athlete?

Accepted Answer

The answer of Why is a negotiator like an athlete?...

Question 10

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 11

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.

Question 12

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

Accepted Answer

A) True 
 B)False

Exam 12: Best Practices in Negotiations