At the top of the best practice list for every negotiator is

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.


Answer: D

Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn.

Negotiation is fundamentally a skill involving analysis and _____________ that everyone can learn. 

A) preparation
B) cooperation
C) communication
D) process
E) innovatio


Answer: C

The best negotiators do not take time to analyze each negotiation after it has concluded.

The best negotiators do not take time to analyze each negotiation after it has concluded.

Answer: F

Negotiators do not have to be aware of the effect of intangible factors on their own aspirations and behavior.

Negotiators do not have to be aware of the effect of intangible factors on their own aspirations and behavior.

Answer: F

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?

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


Answer: A

Research suggests that too much knowledge about the other party's needs can lead to a

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.


Answer: E