Ch 12

Question 1

What does negotiation involve besides analysis?

Answer 1

communication

Question 2

What is at the top of every negotiator’s list?

Answer 2

Understand and articulate your goals and interests

Set high but achievable aspirations for negotiation

Question 3

What are the differences of distributive and integrative negotiations?

Answer 3

D: your own party’s outcomes

I: both parties’ outcomes

Question 4

What is the goal of negotiation?

Answer 4

achieve a valued outcome

Question 5

What can too much knowledge about the other party lead to?

Answer 5

suboptimal negotiation outcome

Question 6

What factors influence a negotiator’s own behavior?

Answer 6

intangibles

Question 7

What is it referred to when the other side is sticking so strongly to a given point?

Answer 7

intangibles

Question 8

When is it better to walk away than make an agreement?

Answer 8

when no agreement is better than a poor agreement

Question 9

What type of negotiation is better for value creation and value claiming?

Answer 9

integrative

Question 10

What helps a negotiator to evaluate new information created during the negotiation?

Answer 10

strong preparation

Question 11

How should coalitions be treated in negotiation?

Answer 11

Recognize as early as possible

Monitor and manage

Capture their strength and use their benefit

Communicate to align the power of the coalition with team goals

Question 12

How do most people view the world?

Answer 12

self-serving manner

Question 13

What are the traits of good negotiators?

Answer 13

personal reflection after negotiation

take a lesson

strengths and weaknesses and work on weaknesses

learn from experiences