IBC201- negotiation chapter 4

What are the most critical precursors for achieving negotiation objectives?

• Effective strategizing, planning and preparation

• goal setting and target planning

• defining frames and setting goals

• framing and strategizing

Which of the following is not a reason that negotiations fail?

• Allowing insufficient time for planning

• Failing to set clear objectives

• Understanding the strengths and weaknesses of their and the other party's positions

• Depending on being quick and clever during negotiations

A negotiator's goals:

• are intrinsically in conflict with his opponent's goals

• have no boundaries or limits

• are explicitly stated wishes

• must be reasonably attainable

The less concrete and measurable goals are:

• the harder it is to communicate to the other party what we want

• the easier it is to understand what your opponent wants

• the easier it is to determine whether a particular outcome satisfies our goals

• the harder it is to restate what the initial goal was

Which is not a difference between strategy and tactics?

• Scale

• Goals

• Perspective

• Immediacy

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

• collaborative

• accommodating

• competitive

• avoidance

A strong interest in achieving only the relationship outcomes suggests one, if any, of the following strategies. Which one?

• competitive

• accommodation

• collaborative

• avoidance

In an accommodative negotiation, the relationships have:

• a short-term focus

• a long-term focus

• may be either short term or long term

• none of the above

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process:

• preparation

• information gathering

• relationship building

• information using

The general structure of a phase model of negotiations involves:

• Three phases: initiation; problem-solving; resolution

• Two phases: problem-solving and resolution

• Four phases: pre-initiation; initiation; problem-solving; resolution

• None of the above