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Negotiation 101 Practice Test: Strategy and Planning
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Negotiation 101 Practice Test: Strategy and Planning
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25 Questions

1. Alternatives are very important in both distributive and integrative processes because theydefine whether the current outcome is better than any other possibility.
2. Gathering information about the other party is a critical step in preparing for negotiation.
3. Effective planning requires hard work on the following points:
4. The less concrete and measurable goals are:
5. In the Negotiation Planning Guide it is not necessary to define the alternatives (BATNAs).
6. What are the most critical precursors for achieving negotiation objectives?
7. The first iteration through the planning process should be firm, and the negotiator should beinflexible and not modify and adjust previous steps as new information becomes available.
8. Characteristics of collaborative strategies include:
9. A unilateral choice is one that is made with the active involvement of the other party.
10. What is the primary determinant for success in negotiation?
11. Large bargaining mixes allow many possible components and arrangements for settlement.
12. If intangibles are a key point of the bargaining mix, negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.
13. A negotiator's goals:
14. Single-issue negotiations can often be made integrative by working to decrease the number of issues.
15. Which one of the following is as much a win-lose strategy as competition, although it has adecidedly different image?
16. Distributive strategies may generate a pattern of repeatedly giving in to keep the other happyor to avoid a fight.
17. Which of the following is not a reason that negotiations fail?
18. If what we want exceeds what the other party is capable of or willing to give, we must eitherchange our goals or end the negotiation.
19. Drawing up a firm list of issues before the initial negotiation meeting is a valuable processbecause it forces negotiators to think through their positions and decide on objectives.
20. Which is not a difference between strategy and tactics?
21. A single planning process can be followed for both a distributive and an integrative process.
22. A negotiator should ask which of the following questions when presenting issues to the otherparty to assemble information.
23. It is not possible to evaluate packages the same way as evaluating individual issues.
24. If the other party has a strong and viable alternative, he/she will
25. Which is not a key step to an ideal negotiation process?

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