Chapter 12 Best Practices in Negotiations



Chapter 12

Best Practices in Negotiations

 

Fill in the Blank Questions

 

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

________________________________________

 

2. Negotiators who are better prepared have numerous ___________. 

________________________________________

 

3. While negotiations do follow broad stages, they also _____________ and _____________ at irregular rates. 

________________________________________

 

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

________________________________________

 

5. The authors suggest that negotiators should remember that negotiation is an _____________ process. 

________________________________________

 

6. Negotiators also need to remember that _____________ factors influence their own behavior (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea). 

________________________________________

 

7. Negotiators can illuminate definitions of _____________ that the other party holds and engage in a dialogue to reach consensus on which standards of _____________ apply in a given situation. 

________________________________________

 

8. Negotiators who take the time to pause and reflect on their negotiations will find that they continue to refine their skills, and that they remain sharp and focused for their _____________ negotiations. 

________________________________________

 

 

True / False Questions

 

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

True    False

 

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

True    False

 

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

True    False

 

12. 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

 

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

True    False

 

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

True    False

 

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

True    False

 

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

True    False

 

 

Multiple Choice Questions

 

17. Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn. 

A. preparation

B. cooperation

C. communication

D. process

E. innovation

 

18. 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.

 

19. 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.

 

20. 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

 

21. Excellent negotiators understand that negotiation embodies a set of 

A. values.

B. alternatives.

C. paradoxes.

D. BATNAs.

E. principles.

 

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

A. quick and positive outcome.

B. dilemma of honesty.

C. negative effect on your reputation.

D. groundwork for agreement.

E. suboptimal negotiation outcome.

 

23. Negotiators need to be reminded that certain factors influence their own behavior. What are those factors? 

A. Strengths

B. Tangibles

C. Weaknesses

D. Intangibles

E. Negotiables

 

24. 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? 

A. Remember the intangibles

B. Actively manage coalitions

C. Savor and protect your reputation

D. Remember that rationality and fairness is relative

E. Master the key paradoxes

 

 

Short Answer Questions

 

25. Why is preparation so important for negotiators? 

 

 

 

 

26. Why is the BATNA an important source of power in a negotiation? 

 

 

 

 

27. What often happens to negotiators without a strong BATNA? 

 

 

 

 

28. Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process? 

 

 

 

 

29. Why is communicating with a coalition critical? 

 

 

 

 

30. Why is it said that reputations are like eggs? 

 

 

 

 

31. What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively? 

 

 

 

 

32. Why is a negotiator like an athlete? 

 

 

 

 

Chapter 12 Best Practices in Negotiations Answer Key

 

 

Fill in the Blank Questions

 

1. (p. 251) While some people may look like born negotiators, negotiation is fundamentally a skill involving ____________ and _____________ that everyone can learn. 

analysis, communication

 

2. (p. 251, 252) Negotiators who are better prepared have numerous ___________. 

advantages

 

3. (p. 252) While negotiations do follow broad stages, they also _____________ and _____________ at irregular rates. 

ebb, flow

 

4. (p. 254) Excellent negotiators understand that negotiation embodies a set of _____________ seemingly contradictory elements that actually occur together. 

paradoxes

 

5. (p. 255) The authors suggest that negotiators should remember that negotiation is an _____________ process. 

ongoing

 

6. (p. 257) Negotiators also need to remember that _____________ factors influence their own behavior (and that it is not uncommon for us to not recognize what is making us angry, defensive, or zealously committed to some idea). 

intangible

 

7. (p. 259) Negotiators can illuminate definitions of _____________ that the other party holds and engage in a dialogue to reach consensus on which standards of _____________ apply in a given situation. 

fairness, fairness

 

8. (p. 259) Negotiators who take the time to pause and reflect on their negotiations will find that they continue to refine their skills, and that they remain sharp and focused for their _____________ negotiations. 

future

 

 

True / False Questions

 

9. (p. 251) Negotiation is an integral part of daily life and the opportunities to negotiate surround us. 

TRUE

 

10. (p. 252) Using integrative tactics in a distributive situation may lead to optimal outcomes. 

FALSE

 

11. (p. 254) Integrative skills are called for in the value claiming stage and distributive skills are useful in value creation. 

FALSE

 

12. (p. 256) 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

 

13. (p. 257) Negotiators do not have to be aware of the effect of intangible factors on their own aspirations and behavior. 

FALSE

 

14. (p. 258) Negotiators need to work to prevent the other party from capturing a loose coalition for their purposes. 

TRUE

 

15. (p. 259) For negotiators to remain sharp, they need to continue to practice the art and science of negotiation regularly. 

TRUE

 

16. (p. 259) The best negotiators do not take time to analyze each negotiation after it has concluded. 

FALSE

 

 

Multiple Choice Questions

 

17. (p. 251) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn. 

A. preparation

B. cooperation

C. communication

D. process

E. innovation

 

18. (p. 251) 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.

 

19. (p. 252) 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.

 

20. (p. 253) 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

 

21. (p. 254) Excellent negotiators understand that negotiation embodies a set of 

A. values.

B. alternatives.

C. paradoxes.

D. BATNAs.

E. principles.

 

22. (p. 255) Research suggests that too much knowledge about the other party's needs can lead to a 

A. quick and positive outcome.

B. dilemma of honesty.

C. negative effect on your reputation.

D. groundwork for agreement.

E. suboptimal negotiation outcome.

 

23. (p. 256) Negotiators need to be reminded that certain factors influence their own behavior. What are those factors? 

A. Strengths

B. Tangibles

C. Weaknesses

D. Intangibles

E. Negotiables

 

24. (p. 257) 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? 

A. Remember the intangibles

B. Actively manage coalitions

C. Savor and protect your reputation

D. Remember that rationality and fairness is relative

E. Master the key paradoxes

 

 

Short Answer Questions

 

25. (p. 251, 252) Why is preparation so important for negotiators? 

Negotiators who are better prepared have numerous advantages, including the ability to analyze the other party's offers more effectively and efficiently, to understand the nuances of the concession-making process, and to achieve their negotiation goals.

 

26. (p. 253) Why is the BATNA an important source of power in a negotiation? 

The best alternative to a negotiated agreement (BATNA) is especially important because this is the option that likely will be chosen should an agreement not be reached.

 

27. (p. 253) What often happens to negotiators without a strong BATNA? 

A negotiator without a strong BATNA may find it difficult to achieve a good agreement because the other party may try to push them aggressively, and hence be forced to accept a settlement that is later seen as unsatisfying.

 

28. (p. 255) Why do negotiators need to manage the paradox between sticking with their prepared strategy and pursuing a new opportunity that arises during the process? 

This is a challenging paradox for negotiators to manage because new "opportunities" may in fact be Trojan horses harboring unpleasant surprises. On the other hand, circumstances do change and legitimate "one-time", seize-the-moment deals do occur. The challenge for negotiators is to distinguish phantom opportunities from real ones, and developing the capacity to recognize the distinction is another hallmark of the experienced negotiator.

 

29. (p. 258) Why is communicating with a coalition critical? 

Because when negotiators are part of a coalition, communicating with the coalition is critical to ensuring that the power of the coalition is aligned with their goals.

 

30. (p. 258) Why is it said that reputations are like eggs? 

Reputations are like eggs—fragile, important to build, easy to break, and very hard to rebuild once broken.

 

31. (p. 259) What are the three things that negotiators can do to manage the perceptions of fairness and rationality proactively? 

First, they can question their own perceptions of fairness and ground them in clear principles. Second, they can find external benchmarks and examples that suggest fair outcomes. Finally, 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.

 

32. (p. 259) Why is a negotiator like an athlete? 

Because even the best athletes—in almost any sport—have one or more coaches on their staff, and stop to "take a lesson." Negotiators are encouraged to do the same.

 

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