Principles
The Dimensions of Negotiation
True/False
Behaviors
Fill in the blanks
100
What is a common trap negotiators fall into around Setting High Aspirations? A) Being afraid to ask for more. B) Aiming higher than is reasonable to the other party. C) Asking for only what is considered reasonable. D) All of the above.
D) All of the above.
100
“Tension” in negotiation: A) Should be maximized B) Should be minimized C) Is the natural state D) Usually leads to deadlocks E) Limits creativity
C) Is the natural state
100
The two sides to Managing Information Skillfully are information to GET and information to SHARE.
True.
100
Which of the following phrases is associated with making trades? A) Saying “Please.” B) “I want.” C) “I don’t want.” D) “I will do X if you do Y.”
D) “I will do X if you do Y.”
100
You can always concede _________ target, but it's almost impossible to negotiate _______ one. A) Toward a clear, away from an unclear B) Up from a high, down from a low C) Down from a high, up from a low D) Down from a weak, around a strong
C) Down from a high, up from a low
200
How do effective negotiators Manage Information Skillfully? A) Readily disclosing sensitive information in response to a request. B) Hiding or lying about information that might damage your case. C) Asking 2 ½ times more questions than average negotiators.
C) Asking 2 ½ times more questions than average negotiators.
200
When impasses occur in negotiations, forward progress can be made only when the _______ dimension becomes dominant. A) Competitive B) Collaborative C) Creative D) Conforming
C) Creative
200
The negotiation principle illustrated by the phrase, “Those who ask for more typically get more” is Make Assertive Statements.
False
200
Which of the following does not belong in relationship behaviors? A) Asking open questions B) Testing and summarizing C) Proposing conditionally D) Making demands
D) Making demands
200
A good negotiator will try to satisfy _______ over customer _______. A) Wants, needs B) Needs, wants C) None of the above
B) Needs, wants
300
In order to utilize power effectively in negotiation, you must do what 2 things? (1) Understand the sources of power available to you. (2) maintain your power under the stress of dealing with parties whose perceptions and/or goals are in conflict with yours. (3) Be able to influence the other party in any situation.
(1) Understand the sources of power available to you; and (2) maintain your power under the stress of dealing with parties whose perceptions and/or goals are in conflict with yours.
300
Which of the following is NOT one of the three dimensions of negotiation? A) Creativity B) Competition C) Collaboration D) Compliance
D) Compliance
300
To Position Advantageously is to describe your case in a way that is succinct, clear and compelling.
True
300
Which of the following is a potential result of asking too many questions while testing and summarizing? A) The other party may feel interrogated. B) The other party may think you’re giving quick solutions instead of listening. C) The other party may think you’re making a concession.
A) The other party may feel interrogated.
300
A _________ negotiation is one in which both parties try to find common ground, build their relationship, and discover mutually acceptable solutions. A) Competitive B) Collaborative C) Creative D) Conforming
B) Collaborative
400
Which of the following statements is true about making concessions during a negotiation process? A) A good negotiator will try to make the first concession to show good will. B) Making plans for concessions shows weakness and a lack of confidence in one’s own position. C) Most people are happier when they get an early concession. D) None of the above is true.
D) None of the above is true.
400
Which of the following is NOT a characteristic of competitive negotiations? (Select the best answer.) A) Self-interest without concern for the relationship. B) Represents the majority of negotiations. C) Focused on one negotiable, typically money. D) “Win-lose”.
B) Represents the majority of negotiations.
400
As a rule, those who ask for more tend to get more in a negotiation.
True
400
Which of the following techniques is best for finding alternative negotiables? A) Make demands B) Ask open questions C) Use countermeasures D) Make concessions early
B) Ask open questions
400
Most negotiators _______________ the full range and strength of their power. A) Ignore B) Underestimate C) Overestimate D) Abuse
B) Underestimate
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