STUDOCU-Chapter 20_T/F_MultipleChoice

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

• TRUE

• FALSE

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

• TRUE

• FALSE

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

• 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

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

• TRUE

• FALSE

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

• A. preparation

• B) cooperation

• C) communication

• D) process

• E) innovation

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.