MGT 498 chapter 20 – Flashcards

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