Question 1

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

Accepted Answer

Negotiators need to be aware of the effect of intangible factors such as emotions, values, and culture on their own aspirations and behavior in order to effectively manage and resolve conflicts during negotiations. Failure to acknowledge and address these factors can lead to misunderstandings and impasse in the negotiation process.

Question 2

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

Accepted Answer

False

Question 3

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

Accepted Answer

Integrative skills are useful in the value creation stage, where parties work together to find mutually beneficial solutions. Distributive skills, on the other hand, are called upon in the value claiming stage, where parties negotiate in order to secure their share of the value created.

Question 4

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

Accepted Answer

The best negotiators do take the time to analyze each negotiation after it has concluded. They reflect on what went well, what could have been improved, and what they can learn for future negotiations. This helps them continually improve their negotiating skills.

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.

Accepted Answer

Negotiators may face a blend of both distributive and integrative negotiation, which is also known as a mixed-motive situation. In such negotiations, there are both win-lose (distributive) issues and win-win (integrative) issues that must be addressed. Therefore, negotiators need to be adaptable and flexible in their approach and decision-making.

Question 6

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

Accepted Answer

Negotiation is not merely confined to business settings, but it is also applicable in personal or social situations like buying a car or asking for a raise, resolving conflicts with friends or family, etc. Therefore, negotiation is an essential skill that we use regularly in our daily lives.

Question 7

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

Accepted Answer

Negotiation is a skill that can be learned and honed through practice and experience. While some may have a natural inclination towards it, anyone can develop the knowledge and techniques necessary to become an effective negotiator.

Question 8

Negotiation is not an ongoing process.

Accepted Answer

Negotiation is often an ongoing process that can take place over a period of time, with multiple rounds of discussion, proposals, and counterproposals. It is not always a one-time event.

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.

Accepted Answer

Preparation is absolutely essential for a successful negotiation. This includes researching the other party, their interests, their motivations, and potential points of compromise. It also involves setting clear goals and objectives for yourself and developing strategies for achieving them. Without proper preparation, negotiators risk being caught off guard or making concessions that are not in their best interest.

Question 10

Negotiators who are better prepared have numerous advantages.

Accepted Answer

Negotiators who are better prepared have advantages such as knowing their objectives, understanding their counterparts' interests, and being able to anticipate potential obstacles and objections. This allows them to make more informed decisions and potentially achieve better outcomes.

Question 11

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

Accepted Answer

Negotiation skills are like muscles that need to be exercised regularly. Practice and continued learning are necessary for negotiators to hone their skills and remain competent. Without regular practice, negotiators can become rusty, lose their edge, and miss opportunities. Therefore, it is essential for negotiators to remain sharp by practicing 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

Accepted Answer

The answer of Negotiation is fundamentally a skill involving analysis...

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.

Accepted Answer

Taking time to pause and reflect on past negotiations can actually improve one's skills and ability to remain focused in future negotiations. Reflecting on past mistakes and successes can help negotiators learn and improve, ultimately making them better negotiators.

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

Accepted Answer

The goal of most negotiations is to achieve a valued outcome, which means both parties should be equally satisfied with the agreement. A final settlement (A) and an agreement per se (C) are outcomes of negotiations, but not necessarily the goal. Value claiming goal (D) is a competitive approach to negotiations where one party aims to claim more value than the other. Value creating goal (E) is a collaborative approach, but not necessarily the goal of all negotiations.

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).

Accepted Answer

Negotiators should be aware of how their emotions and biases can affect their behavior and decision-making during negotiations. It is not uncommon for people to have subconscious or intangible factors influencing their actions and reactions.

Question 16

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

Accepted Answer

If the other party is able to capture a loose coalition, they may gain more power and leverage in the negotiation, which could lead to unfavorable terms for the negotiator. Therefore, it is important to prevent the other party from gaining control of any potential coalitions.

Question 17

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

Accepted Answer

Negotiations do follow broad stages, but they do not flow at consistent rates. The negotiation process can be influenced by a variety of factors, such as the complexity of the issues being discussed or the personalities and communication styles of the parties involved. As a result, negotiations can slow down, speed up, or hit roadblocks at various points throughout the process.

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.

Accepted Answer

Negotiators can discuss and clarify the other party's perceptions of fairness and work towards a mutually agreeable standard for fairness in the negotiation.

Question 19

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

Accepted Answer

This statement is true. Negotiation involves holding multiple perspectives and balancing competing interests, which can create paradoxical elements in the process. Successful negotiators recognize and navigate these paradoxes to reach mutually beneficial agreements.

Question 20

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

Accepted Answer

Trust is an essential element in negotiating. If one party does not believe anything that the other party is saying, it will be difficult to establish any common ground or build a productive relationship. This can lead to a breakdown in communication and make it impossible to reach an agreement.

Quiz 13: Best Practices in Negotiations