Question 1

Interests are what a negotiator wants.

Accepted Answer

A) True 
 B)False

Question 2

It is sufficient to learn about the other party's interests and resources.

Accepted Answer

A) True 
 B)False

Question 3

Without effective planning and target setting,results occur more by ____________ than by negotiator effort.

Accepted Answer

The answer of Without effective planning and target setting,results occur...

Question 4

A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.

Accepted Answer

competitiv...

Question 5

Interests can be:

Accepted Answer

A)  substantive,directly related to the focal issues under negotiation
B)  process based,related to the manner in which we settle this dispute
C)  relationship based,tied to the current or desired future relationship between the parties
D)  based in the intangibles of the negotiation
E)  all of the above

Question 6

Research by Greenhalgh suggests there are seven key steps to an ideal negotiation process.What are those seven steps?

Accepted Answer

(1)Preparation, (2)relationshi...

Question 7

How does short-term thinking affect our choice of strategy and limit our view?

Accepted Answer

In developing and framing our ...

Question 8

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Accepted Answer

A) True 
 B)False

Question 9

What is the dominant force for success in negotiation?

Accepted Answer

A)  A distributive vs.integrative strategy
B)  The planning that takes place prior to the dialogue
C)  The discussions that precede planning sessions
D)  The tactics selected in support of strategic goals
E)  All of the above

Question 10

Effective planning requires hard work on the following points:

Accepted Answer

A)  Defining the issues
B)  Defining the bargaining limit
C)  Defining interests
D)  Defining limits and alternatives
E)  All of the above

Exam 4: Negotiation: Strategy and Planning

A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.

Correct Answer
verified
competitiv...
View Answer

Interests are what a negotiator wants.

Correct Answer
verified

Effective planning requires hard work on the following points:

Correct Answer
verified

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Correct Answer
verified

Interests can be:

Correct Answer
verified

Without effective planning and target setting,results occur more by ____________ than by negotiator effort.

Correct Answer
verified

Research by Greenhalgh suggests there are seven key steps to an ideal negotiation process.What are those seven steps?

Correct Answer
verified
(1)Preparation, (2)relationshi...
View Answer

How does short-term thinking affect our choice of strategy and limit our view?

Correct Answer
verified
In developing and framing our ...
View Answer

What is the dominant force for success in negotiation?

Correct Answer
verified

It is sufficient to learn about the other party's interests and resources.

Correct Answer
verified

Exam 4: Negotiation: Strategy and Planning

A strong interest in achieving only substantive outcomes tends to support a ____________ strategy.

Correct Answerverifiedcompetitiv...View AnswerShow Answer

Interests are what a negotiator wants.

Correct AnswerverifiedShow Answer

Effective planning requires hard work on the following points:

Correct AnswerverifiedShow Answer

If both substance and relationship outcomes are important,the negotiator should pursue a competitive strategy.

Correct AnswerverifiedShow Answer

Interests can be:

Correct AnswerverifiedShow Answer

Without effective planning and target setting,results occur more by ____________ than by negotiator effort.

Correct AnswerverifiedShow Answer

Research by Greenhalgh suggests there are seven key steps to an ideal negotiation process.What are those seven steps?

Correct Answerverified(1)Preparation, (2)relationshi...View AnswerShow Answer

How does short-term thinking affect our choice of strategy and limit our view?

Correct AnswerverifiedIn developing and framing our ...View AnswerShow Answer

What is the dominant force for success in negotiation?

Correct AnswerverifiedShow Answer

It is sufficient to learn about the other party's interests and resources.

Correct AnswerverifiedShow Answer

Correct Answer
verified
competitiv...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
(1)Preparation, (2)relationshi...
View Answer

Correct Answer
verified
In developing and framing our ...
View Answer

Correct Answer
verified

Correct Answer
verified