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Negotiation 101 Practice Test: Strategy and Planning 2
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Negotiation 101 Practice Test: Strategy and Planning 2
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25 Questions

1. __________________ often requires considering how to package several issues and objectives

2. Negotiation, like communication in problem-solving groups, proceeds through distinct____________ or ____________

3. A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions: how much concern does the actor have for achieving the ____________ outcomes at stake in this negotiation, and how much concern does the negotiator have for the current and future quality of the ____________ with the other party?

4. ____________ strategies may generate a pattern of constantly giving in to keep the other happy or to avoid a fight

5. The dominant force for success in negotiation is in the ____________ that takes place prior tothe dialogue

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

7. Effective strategy and ____________ are the most critically important precursors for achieving negotiation objective

8. Effective goals must be ____________, ____________, and ____________

9. When negotiating for a large consistency such as an entire company or a union or community, the process of consulting can be elaborate and ____________

10. ____________ is the process by which each party states their opening offer.""

11. ____________ issues are often difficult to discuss and rank-order

12. ____________ are other agreements negotiators could achieve and still meet their needs

13. ____________ strategies tend to create 'we-they' or 'superiority-inferiority' patterns, which often lead to distortions in judgment regarding the other side's contributions and efforts, and to distortions in perceptions of the other side's values, needs and positions

14. According to the stage model of negotiation, _____________________ is extremely critical to satisfactorily moving the other stages forward

15. Multiple-issue negotiations lend themselves more to more ____________ negotiations

16. A ___________________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable

17. The decision to negotiate is closely related to the desirability of ___________________

18. Having a sense of direction and the ____________ derived from it is a very important factor in affecting negotiating outcomes

19. A 'field analysis' is one way to assess all the key parties in a ____________

20. In a ____________ negotiation, the other party may be less likely to disclose information, and/or may misrepresent their limits and alternatives

21. When the other side raises an unexpected issue the negotiator is completely unprepared to discuss, the experienced negotiator may ask for a ____________ to get information and prepare themselves on the new issue

22. A beginning (or initiation) phase, a middle (bargaining/problem solving) phase, and a closing(or resolution) phase are likely to be descriptive of ____________ negotiations

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

24. Prioritizing issues includes two steps: 1) determining which issues are most important and which are less important, and 2) determining whether the issues are ____________ together or separate

25. Tactics are subordinate to strategy; they are structured, directed and driven by ____________ considerations

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