Chapter 12
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
7. Negotiators can illuminate definitions of _____________ that the other party’s holds and
engage in a dialogue to reach consensus on which standards of _____________ apply in a given
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.
future
9. Negotiation is an integral part of daily life and the opportunities to negotiate surround us.
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10. Using integrative tactics in a distributive situation may lead to optimal outcomes.
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11. Integrative skills are called for in the value claiming stage and distributive skills are useful in
value creation.
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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.
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13. Negotiators do not have to be aware of the effect of intangible factors on their own aspirations
and behavior.
14. Negotiators need to work to prevent the other party from capturing a loose coalition for their
purposes.
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15.
(p. 602) For negotiators to remain sharp, they need to continue to practice the art and science of
negotiation regularly.
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16. The best negotiators do not take time to analyze each negotiation after it has concluded.
17. Negotiation is fundamentally a skill involving analysis and _____________ that everyone can
learn.
18. At the top of the best practices list for every negotiator is
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19. Negotiators should make a conscious decision about whether they are facing a fundamentally
distributive negotiation, an integrative negotiation, or a
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20. The goal of most negotiations is achieving which of the following?
21. Excellent negotiators understand that negotiation embodies a set of
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22. Research suggests that too much knowledge about the other party’s needs can lead to a
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23. Negotiators need to be reminded that certain factors influence their own behavior. What are
those factors?
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?
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 proactively do to manage the perceptions
rationality and fairness?
32. Why is a negotiator like an athlete?