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Negotiation 101 Practice Test: Best Practices in Negotiations
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Negotiation 101 Practice Test: Best Practices in Negotiations
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16 Questions

1. The goal of most negotiations is achieving which of the following?
2. Using integrative tactics in a distributive situation may lead to optimal outcomes.
3. Negotiation is fundamentally a skill involving analysis and _____________ that everyone can
4. Negotiators need to work to prevent the other party from capturing a loose coalition for theirpurposes.
5. Negotiators should make a conscious decision about whether they are facing a fundamentallydistributive negotiation, an integrative negotiation, or a
6. Excellent negotiators understand that negotiation embodies a set of
7. Getting the other party to reveal why he or she is sticking so strongly to a given point is anexample of which of the following practices?
8. Negotiators need to be reminded that certain factors influence their own behavior. What arethose factors?
9. The best negotiators do not take time to analyze each negotiation after it has concluded.
10. Negotiation is an integral part of daily life and the opportunities to negotiate surround us.
11. Integrative skills are called for in the value claiming stage and distributive skills are useful invalue creation.
12. At the top of the best practice list for every negotiator is
13. Negotiators do not have to be aware of the effect of intangible factors on their own aspirationsand behavior.
14. Research suggests that too much knowledge about the other party's needs can lead to a
15. For negotiators to remain sharp, they need to continue to practice the art and science of negotiation regularly.
16. On the other hand, negotiators who do not believe anything that the other party tells them willhave a very difficult time reaching an agreement.

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