Question 1

Why is important for goals to be concrete,specific and measurable?

Accepted Answer

The less concrete and measurable they ar

Question 2

When negotiating for a large consistency such as an entire company or a union or community,the process of consulting can be elaborate and ____________.

Accepted Answer

The answer of When negotiating for a large consistency such...

Question 3

Effective strategy and ____________ are the most critically important precursors for achieving negotiation objective.

Accepted Answer

The answer of Effective strategy and ____________ are the most...

Question 4

____________ strategies tend to create "we-they" or "superiority-inferiority" patterns,which often lead to distortions in judgment regarding the other side's contributions and efforts,and to distortions in perceptions of the other side's values,needs and positions.

Accepted Answer

The answer of ____________ strategies tend to create "we-they" or...

Question 5

Interests are what a negotiator wants.

Accepted Answer

A) True 
 B)False

Question 6

____________ is the process by which each party states their "opening offer."

Accepted Answer

The answer of ____________ is the process by which each...

Question 7

Negotiators usually set clear objectives that can serve as standards for evaluating offers and packages.

Accepted Answer

A) True 
 B)False

Question 8

Characteristics of collaborative strategies include:

Accepted Answer

A)  long-term focus 
B)  trust and openness 
C)  efforts to find mutually satisfying solutions 
D)  pursuit of goals held jointly with others 
E)  all of the above 
A)  long-term focus 
B)  trust and openness 
C)  efforts to find mutually satisfying solutions 
D)  pursuit of goals held jointly with others 
E)  all of the above

Question 9

In a distributive negotiation,the other party may be less likely to disclose information about their limits and alternatives.

Accepted Answer

A) True 
 B)False

Question 10

It is sufficient to learn about the other party's interests and resources.

Accepted Answer

A) True 
 B)False

Question 11

Tactics are subordinate to strategy;they are structured,directed and driven by ____________ considerations.

Accepted Answer

The answer of Tactics are subordinate to strategy;they are structured,directed...

Question 12

In the Negotiation Planning Guide it is not necessary to define the alternatives (BATNAs).

Accepted Answer

A) True 
 B)False

Question 13

In a ____________ negotiation,the other party may be less likely to disclose information,and/or may misrepresent their limits and alternatives.

Accepted Answer

The answer of In a ____________ negotiation,the other party may...

Question 14

If intangibles are a key point of the bargaining mix,negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.

Accepted Answer

A) True 
 B)False

Question 15

What are the three types of goals negotiators must anticipate to achieve in a negotiation?

Accepted Answer

Substantiv

Question 16

According to Greenhalgh's stage model of negotiation,_____________________ is extremely critical to satisfactorily moving the other stages forward.

Accepted Answer

relationsh

Question 17

If what we want exceeds what the other party is capable of or willing to give,we must either change our goals or end the negotiation.

Accepted Answer

A) True 
 B)False

Question 18

Why may bargainers want to consider giving away "something for nothing?"

Accepted Answer

Even if an issue is unimportant or incon

Question 19

Define bargaining mix.

Accepted Answer

The assembly of all issues tha

Question 20

Can wishes be goals?

Accepted Answer

Wishes may be relate

Why is important for goals to be concrete,specific and measurable?

When negotiating for a large consistency such as an entire company or a union or community,the process of consulting can be elaborate and ____________.

Effective strategy and ____________ are the most critically important precursors for achieving negotiation objective.

____________ strategies tend to create "we-they" or "superiority-inferiority" patterns,which often lead to distortions in judgment regarding the other side's contributions and efforts,and to distortions in perceptions of the other side's values,needs and positions.

Interests are what a negotiator wants.

____________ is the process by which each party states their "opening offer."

Negotiators usually set clear objectives that can serve as standards for evaluating offers and packages.

Characteristics of collaborative strategies include:

In a distributive negotiation,the other party may be less likely to disclose information about their limits and alternatives.

It is sufficient to learn about the other party's interests and resources.

Tactics are subordinate to strategy;they are structured,directed and driven by ____________ considerations.

In the Negotiation Planning Guide it is not necessary to define the alternatives (BATNAs).

In a ____________ negotiation,the other party may be less likely to disclose information,and/or may misrepresent their limits and alternatives.

If intangibles are a key point of the bargaining mix,negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.

What are the three types of goals negotiators must anticipate to achieve in a negotiation?

According to Greenhalgh's stage model of negotiation,_____________________ is extremely critical to satisfactorily moving the other stages forward.

If what we want exceeds what the other party is capable of or willing to give,we must either change our goals or end the negotiation.

Why may bargainers want to consider giving away "something for nothing?"

Define bargaining mix.

Can wishes be goals?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

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

Best Practices in Negotiations

Filters

Exam 4: Negotiation: Strategy and Planning

Why is important for goals to be concrete,specific and measurable?

When negotiating for a large consistency such as an entire company or a union or community,the process of consulting can be elaborate and ____________.

Effective strategy and ____________ are the most critically important precursors for achieving negotiation objective.

____________ strategies tend to create "we-they" or "superiority-inferiority" patterns,which often lead to distortions in judgment regarding the other side's contributions and efforts,and to distortions in perceptions of the other side's values,needs and positions.

Interests are what a negotiator wants.

____________ is the process by which each party states their "opening offer."

Negotiators usually set clear objectives that can serve as standards for evaluating offers and packages.

Characteristics of collaborative strategies include:

In a distributive negotiation,the other party may be less likely to disclose information about their limits and alternatives.

It is sufficient to learn about the other party's interests and resources.

Tactics are subordinate to strategy;they are structured,directed and driven by ____________ considerations.

In the Negotiation Planning Guide it is not necessary to define the alternatives (BATNAs).

In a ____________ negotiation,the other party may be less likely to disclose information,and/or may misrepresent their limits and alternatives.

If intangibles are a key point of the bargaining mix,negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.

What are the three types of goals negotiators must anticipate to achieve in a negotiation?

According to Greenhalgh's stage model of negotiation,_____________________ is extremely critical to satisfactorily moving the other stages forward.

If what we want exceeds what the other party is capable of or willing to give,we must either change our goals or end the negotiation.

Why may bargainers want to consider giving away "something for nothing?"

Define bargaining mix.

Can wishes be goals?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

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

Best Practices in Negotiations

Filters