Question 1

Select the statements below that are true:

Accepted Answer

A)  It is possible to say "no" in the wrong manner. 
B)  Saying "no" assertively is likely not to create offense. 
C)  No is no. It doesn't matter how it is said. The effect will be the same. 
D)  All of the above are true. 
A)  It is possible to say "no" in the wrong manner. 
B)  Saying "no" assertively is likely not to create offense. 
C)  No is no. It doesn't matter how it is said. The effect will be the same. 
D)  All of the above are true. A,B

Question 2

Select the statement below that is NOT true.

Accepted Answer

A)  If you reach your target, you must have set your goals too pessimistically. 
B)  No deal is better than a bad deal. 
C)  When you receive new information, you should postpone negotiations in order to reassess your preparation. 
D)  A rule of negotiation is to look for common ground. 
A)  If you reach your target, you must have set your goals too pessimistically. 
B)  No deal is better than a bad deal. 
C)  When you receive new information, you should postpone negotiations in order to reassess your preparation. 
D)  A rule of negotiation is to look for common ground. A

Question 3

Select the statement below that is NOT true.

Accepted Answer

A)  Sometimes quitting is a success. 
B)  Knowing when to walk away is one of the most important factors in negotiation. 
C)  Preparing to walk away is preparing to lose. 
D)  It is very important to maintain self control during negotiation. 
A)  Sometimes quitting is a success. 
B)  Knowing when to walk away is one of the most important factors in negotiation. 
C)  Preparing to walk away is preparing to lose. 
D)  It is very important to maintain self control during negotiation. C

Question 4

Which of the following statements describe common negotiating mistakes?

Accepted Answer

A)  Assuming what the other party wants. 
B)  Assuming the counterpart wants the same thing I want. 
C)  Focusing on what the other party gets. 
D)  All of the above. 
A)  Assuming what the other party wants. 
B)  Assuming the counterpart wants the same thing I want. 
C)  Focusing on what the other party gets. 
D)  All of the above.

Question 5

Which of the following is probably the most important rule for negotiation?

Accepted Answer

A)  Be prepared. 
B)  Know yourself. 
C)  Always negotiate face to face. 
D)  Put everything in writing. 
A)  Be prepared. 
B)  Know yourself. 
C)  Always negotiate face to face. 
D)  Put everything in writing.

Question 6

Select the statements below that are NOT true.

Accepted Answer

A)  A good rule to follow is to think of negotiation as a game. 
B)  Expert negotiators are adept in human interaction and diplomacy. 
C)  Compromise and accommodation are often appropriate in negotiation. 
D)  Experience alone does not make one a good negotiator. 
A)  A good rule to follow is to think of negotiation as a game. 
B)  Expert negotiators are adept in human interaction and diplomacy. 
C)  Compromise and accommodation are often appropriate in negotiation. 
D)  Experience alone does not make one a good negotiator.

Question 7

One way to make the other party feel good about an agreement is to:

Accepted Answer

A)  hesitate in accepting an offer, even if it is good. 
B)  tell the person that they are a great negotiator. 
C)  enthusiastically accept and start dancing. 
D)  act extremely unhappy about the deal. 
A)  hesitate in accepting an offer, even if it is good. 
B)  tell the person that they are a great negotiator. 
C)  enthusiastically accept and start dancing. 
D)  act extremely unhappy about the deal.

Question 8

It is okay to jump at the first offer; because,

Accepted Answer

A)  sometimes it is just that easy. 
B)  it might be withdrawn. 
C)  the other party will then owe you one. 
D)  None of the above. 
A)  sometimes it is just that easy. 
B)  it might be withdrawn. 
C)  the other party will then owe you one. 
D)  None of the above.

Question 9

If your counterpart is not candid or is competitive:

Accepted Answer

A)  Restraint in early disclosure of your bottom line is appropriate. 
B)  Negotiating the tone and process is appropriate. 
C)  You should just stop negotiations. 
D)  You should lie about your intentions. 
A)  Restraint in early disclosure of your bottom line is appropriate. 
B)  Negotiating the tone and process is appropriate. 
C)  You should just stop negotiations. 
D)  You should lie about your intentions.

Question 10

It is a mistake to counter to an offer that is not supported; because,

Accepted Answer

A)  you may be negotiating with yourself or against yourself. 
B)  it may not have been an offer at all, but just thinking aloud. 
C)  it is just better practice to be tough and ask for support. 
D)  None of the above. 
A)  you may be negotiating with yourself or against yourself. 
B)  it may not have been an offer at all, but just thinking aloud. 
C)  it is just better practice to be tough and ask for support. 
D)  None of the above.

Select the statements below that are true:

Select the statement below that is NOT true.

Select the statement below that is NOT true.

Which of the following statements describe common negotiating mistakes?

Which of the following is probably the most important rule for negotiation?

Select the statements below that are NOT true.

One way to make the other party feel good about an agreement is to:

It is okay to jump at the first offer; because,

If your counterpart is not candid or is competitive:

It is a mistake to counter to an offer that is not supported; because,

Defining Negotiation and Its Components

Personality

Conflict

Negotiation Style

Key Negotiating Temperaments

Communicating in Negotiation

A Note on Cultural and Gender Differences

Interests and Goals in Negotiation

Understanding the Importance of Perception in Negotiation

Effects of Power in Negotiation

Asserting Yourself

Principles of Persuasion

Rules of Negotiation Common Mistakes

The Negotiation Process and Preparation

Alternative Styles, Strategies, Techniques of Negotiation

Team Negotiation

Negotiation in Leadership and Public Relations

Third-Party Intervention

Using Your Personal Negotiating Power

Filters

Exam 20: Post-Negotiation Evaluation

Select the statements below that are true:

Select the statement below that is NOT true.

Select the statement below that is NOT true.

Which of the following statements describe common negotiating mistakes?

Which of the following is probably the most important rule for negotiation?

Select the statements below that are NOT true.

One way to make the other party feel good about an agreement is to:

It is okay to jump at the first offer; because,

If your counterpart is not candid or is competitive:

It is a mistake to counter to an offer that is not supported; because,

Defining Negotiation and Its Components

Personality

Conflict

Negotiation Style

Key Negotiating Temperaments

Communicating in Negotiation

A Note on Cultural and Gender Differences

Interests and Goals in Negotiation

Understanding the Importance of Perception in Negotiation

Effects of Power in Negotiation

Asserting Yourself

Principles of Persuasion

Rules of Negotiation Common Mistakes

The Negotiation Process and Preparation

Alternative Styles, Strategies, Techniques of Negotiation

Team Negotiation

Negotiation in Leadership and Public Relations

Third-Party Intervention

Using Your Personal Negotiating Power

Filters