Exam 3 – Chapter 12 Conflict resolution – Flashcards

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

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

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

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.

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

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

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

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

p. 251) Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn. A. preparation B. cooperation C. communication D. process E. innovation

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.

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.

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

p. 254) Excellent negotiators understand that negotiation embodies a set of A. values. B. alternatives. C. paradoxes. D. BATNAs. E. principles.

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.

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

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