Negotiation _Chapter 20

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

• True

• False

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

• True

• False

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

• True

• False

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

• True

• False

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

• True

• False

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

• managing coalitions

• diagnosing the structure of the negotiation

• remembering the intangibles

• preparation

• protecting your reputation

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

Excellent negotiators understand that negotiation embodies a set of

• values

• alternatives

• paradoxes

• BATNAS

• principles

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

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?

• Remember the intangibles

• Actively manage coalitions

• Savor and protect your reputation

• Remember that rationality and fairness is relative

• Master the key paradoxes