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Exam 4: Negotiation: Strategy and Planning

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Question 21

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Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

A) What agenda should we follow?
B) Where should we negotiate?
C) What is the time period of the negotiation?
D) What might be done if negotiation fails?
E) How will we keep track of what is agreed to?

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Question 22

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Why is it important to understand the typical steps or flow in a negotiation?

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To understand how ne...

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Question 23

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Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

What strategic negotiation purposes can be served by avoidance?

Effective planning requires hard work on the following points:

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

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?

What information do we need about the other party to prepare effectively?

Which is not a difference between strategy and tactics?

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

In new bargaining relationships,discussions about procedural issues should occur after the major substantive issues are raised.

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

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

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

What is the primary goal in the use of the strategy of accommodation?

A single planning process can be followed for both a distributive and an integrative process.

Large bargaining mixes allow many possible components and arrangements for settlement.

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information.

The less concrete and measurable goals are:

What is likely to happen to a negotiator who resolves procedural issues before the major substantive ones are raised?