Deck 13: Best Practices in Negotiations

Question 1

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

Answer 1

False

Question 2

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

Answer 2

False

Question 3

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

Answer 3

False

Question 4

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

Question 5

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

A) combative negotiation.
B) group negotiation.
C) cooperative negotiation.
D) creative negotiation.
E) a blend of both distributive and integrative negotiation.

Question 6

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

Question 7

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

Question 8

Negotiation is not an ongoing process.

Question 9

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

A) managing coalitions.
B) diagnosing the structure of the negotiation.
C) remembering the intangibles.
D) preparation.
E) protecting your reputation.

Question 10

Negotiators who are better prepared have numerous advantages.

Question 11

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

Question 12

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

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

Question 13

Negotiators who take the time to pause and reflect on their negotiations will find that they will have trouble remaining sharp and focused for their future negotiations.

Question 14

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

A) A final settlement
B) A valued outcome
C) An agreement per se
D) A value claiming goal
E) A value creating goal

Question 15

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

Question 16

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

Question 17

While negotiations do follow broad stages, they also ebb and flow at consistent rates.

Question 18

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

Question 19

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

Question 20

Negotiators who do not believe anything that the other party tells them will have a very difficult time reaching an agreement.

Question 21

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

Question 22

Excellent negotiators understand that negotiation embodies a set of

A) values.
B) alternatives.
C) paradoxes.
D) BATNAs.
E) principles.

Question 23

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

Question 24

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?

A) Remember the intangibles
B) Actively manage coalitions
C) Savour and protect your reputation
D) Remember that rationality and fairness is relative
E) Master the key paradoxes

Question 25

Why is communicating with a coalition critical?

Question 26

Why is a negotiator like an athlete?

Question 27

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

A) quick and positive outcome.
B) dilemma of honesty.
C) negative effect on your reputation.
D) groundwork for agreement.
E) suboptimal negotiation outcome.

Question 28

What often happens to negotiators without a strong BATNA?

Question 29

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

A) strengths
B) tangibles
C) weaknesses
D) intangibles
E) negotiables

Question 30

Why is it said that reputations are like eggs?

Question 31

Why is preparation so important for negotiators?

Question 32

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