CHAPTER 4 NEGOTIATION: STRATEGY
AND PLANNING EXAM QUESTIONS
AND ANSWERS GRADED A+ 2025/2026
Determining ______ is the first step in the negotiation process
(Goals - The Focus That Drives Negotiation Strategy) - ANS goals
Negotiators should specify _______ and ________ clearly
(Goals - The Focus That Drives Negotiation Strategy) - ANS goals, objectives
The goals set have ______ and _______ effects on the negotiator's strategy
(Goals - The Focus That Drives Negotiation Strategy) - ANS direct , indirect
Negotiators without clear ___________may agree to deals that they may later regret
(Problems with Failing to Plan) - ANS objectives
Negotiators without clear objectives may become __________ or _________ and delay the
negotiating process
(Problems with Failing to Plan) - ANS confused, defensive
If negotiators do not plan, they may not be aware of _________ and ___________ of their or
the other party's positions
(Problems with Failing to Plan) - ANS strengths, weaknesses
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, "Winging it" may not be useful if the other party's goals are to win by _________, _________,
or by holding a position to wear the other party down; now you will not have much to discuss
(Problems with Failing to Plan) - ANS stalling, delaying
What is sequence of planning - ANS goals, strategy, planning
What are the direct effects of goals on strategy - ANS -wishes are not goals
-Goals are often linked to the other party's goals
-There are limits to what goals can be
-Effective goals must be concrete/specific
What are indirect effects of goals on strategy? - ANS consider the importance of possible
ongoing relationships
What are Strategies? - ANS The overall plan to achieve one's goals in a negotiation
What are Tactics? - ANS Short-term, adaptive moves designed to enact or pursue broad
strategies
Are tactics subordinate to strategies? - ANS yes
Are tactics driven by strategy - ANS yes
What is planning? - ANS The "action" component of the strategy process; i.e. how will I
implement the strategy?
What are the two approached to strategy? - ANS Unilateral and Bilateral
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
AND PLANNING EXAM QUESTIONS
AND ANSWERS GRADED A+ 2025/2026
Determining ______ is the first step in the negotiation process
(Goals - The Focus That Drives Negotiation Strategy) - ANS goals
Negotiators should specify _______ and ________ clearly
(Goals - The Focus That Drives Negotiation Strategy) - ANS goals, objectives
The goals set have ______ and _______ effects on the negotiator's strategy
(Goals - The Focus That Drives Negotiation Strategy) - ANS direct , indirect
Negotiators without clear ___________may agree to deals that they may later regret
(Problems with Failing to Plan) - ANS objectives
Negotiators without clear objectives may become __________ or _________ and delay the
negotiating process
(Problems with Failing to Plan) - ANS confused, defensive
If negotiators do not plan, they may not be aware of _________ and ___________ of their or
the other party's positions
(Problems with Failing to Plan) - ANS strengths, weaknesses
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, "Winging it" may not be useful if the other party's goals are to win by _________, _________,
or by holding a position to wear the other party down; now you will not have much to discuss
(Problems with Failing to Plan) - ANS stalling, delaying
What is sequence of planning - ANS goals, strategy, planning
What are the direct effects of goals on strategy - ANS -wishes are not goals
-Goals are often linked to the other party's goals
-There are limits to what goals can be
-Effective goals must be concrete/specific
What are indirect effects of goals on strategy? - ANS consider the importance of possible
ongoing relationships
What are Strategies? - ANS The overall plan to achieve one's goals in a negotiation
What are Tactics? - ANS Short-term, adaptive moves designed to enact or pursue broad
strategies
Are tactics subordinate to strategies? - ANS yes
Are tactics driven by strategy - ANS yes
What is planning? - ANS The "action" component of the strategy process; i.e. how will I
implement the strategy?
What are the two approached to strategy? - ANS Unilateral and Bilateral
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
