Ch 7

Question 1

What are exonerating circumstances?

Answer 1

freeing from guilt or blame

Question 2

What contribute to breakdowns and failures in negotiation?

Answer 2

Perception
Cognition
Communication

Question 3

How can questions be used?

Answer 3

Manage stalled negotiations

Pry a negotiation out of a breakdown

Force other side to face up to their consequences

Collect and diagnose information

Question 4

What are manageable questions?

Answer 4

leading questions that point to an answer

Question 5

What is passive listening?

Answer 5

Receiving the message while providing no feedback to the sender

Question 6

What percentage of verbal tactics are used during negotiation?

Answer 6

70%

Question 7

How do buyers and sellers communicate in integrative negotiation?

Answer 7

using integrative tactics reciprocally

Question 8

Why is communication at the beginning of negotiations important?

Answer 8

has a large effect on the negotiated agreement

Question 9

Is more information better?

Answer 9

can be detrimental to a negotiation

Question 10

Why can nonverbal communication help negotiators achieve better outcomes?

Answer 10

enhances coordination and leads to higher gains

Question 11

How do negotiators view their outcome of their negotiation compared to knowing how the other side views the outcome?

Answer 11

Equally when they did not know how well the other side had done

Less positive when they discovered the other side was pleased

Less satisfied when they learned the other side did poorly

Question 12

How does negotiation by email effect the outcome?

Answer 12

more equal division of resources than face-to-face negotiations

Question 13

How should negotiators consider communication near the end of a negotiation?

Answer 13

Avoid surrendering important information needlessly

Refrain from making “dumb remarks”

Be careful of nit-picking questions

Be prepared for second-guessing questions