Question 1

Which statement below is most accurate?

Accepted Answer

A)  If you got what you wanted, the negotiation was successful. 
B)  If the parties came to agreement, the negotiation was successful. 
C)  There are several indicia necessary for a truly successful negotiation. 
D)  There is no way to tell whether a negotiation was successful. 
A)  If you got what you wanted, the negotiation was successful. 
B)  If the parties came to agreement, the negotiation was successful. 
C)  There are several indicia necessary for a truly successful negotiation. 
D)  There is no way to tell whether a negotiation was successful. C

Question 2

Which of the following statements are important to being a successful negotiator?

Accepted Answer

A)  Using power-over tactics. 
B)  Resisting the urge to try to change the other person. 
C)  Being aware of my typical behavior patterns. 
D)  All of the above. 
A)  Using power-over tactics. 
B)  Resisting the urge to try to change the other person. 
C)  Being aware of my typical behavior patterns. 
D)  All of the above. B,C

Question 3

Likely effects of wanting personal credit for resolution include:

Accepted Answer

A)  Behaving in a competitive manner. 
B)  Being less persuasive. 
C)  Being perceived as a great problem solver. 
D)  None of the above. 
A)  Behaving in a competitive manner. 
B)  Being less persuasive. 
C)  Being perceived as a great problem solver. 
D)  None of the above. A,B

Question 4

Which of the statements below describe indicia of a successful negotiation?

Accepted Answer

A)  Each side is amenable to dealing with the other in the future. 
B)  All parties believe that the failure to agree was unavoidable. 
C)  All parties honor the agreement. 
D)  All of the above. 
A)  Each side is amenable to dealing with the other in the future. 
B)  All parties believe that the failure to agree was unavoidable. 
C)  All parties honor the agreement. 
D)  All of the above.

Question 5

Which of the statements below describe indicia of an unsuccessful negotiation?

Accepted Answer

A)  There was no agreement. 
B)  Although there was agreement, you feel that your goal was too modest. 
C)  You adjusted your plans based on new information learned during the negotiation. 
D)  You have an option that is more attractive than what you agreed to. 
A)  There was no agreement. 
B)  Although there was agreement, you feel that your goal was too modest. 
C)  You adjusted your plans based on new information learned during the negotiation. 
D)  You have an option that is more attractive than what you agreed to.

Question 6

If, going into negotiations, you believe that no mutual solution exists, you should:

Accepted Answer

A)  Call off the meeting. 
B)  Focus solely on getting what you want. 
C)  Compromise your desire and give the other party what you can. 
D)  Meet for the purpose of gathering information and exploring alternatives. 
A)  Call off the meeting. 
B)  Focus solely on getting what you want. 
C)  Compromise your desire and give the other party what you can. 
D)  Meet for the purpose of gathering information and exploring alternatives.

Question 7

All of the statements below are true except:

Accepted Answer

A)  It is inadvisable to express your feelings during negotiation. 
B)  It is inadvisable to use tactics that feel uncomfortable. 
C)  It is advisable to review your pattern of concessions in evaluating your negotiation effectiveness. 
D)  There is always room to improve your negotiation effectiveness. 
A)  It is inadvisable to express your feelings during negotiation. 
B)  It is inadvisable to use tactics that feel uncomfortable. 
C)  It is advisable to review your pattern of concessions in evaluating your negotiation effectiveness. 
D)  There is always room to improve your negotiation effectiveness.

Question 8

It is appropriate to avoid negotiation when:

Accepted Answer

A)  The other party is an expert negotiator. 
B)  The system is competitive. 
C)  An interaction is likely to produce more harm than benefit, or no improvement over not negotiating. 
D)  It is never appropriate to avoid. 
A)  The other party is an expert negotiator. 
B)  The system is competitive. 
C)  An interaction is likely to produce more harm than benefit, or no improvement over not negotiating. 
D)  It is never appropriate to avoid.

Question 9

If after ending negotiations in an agreement, one party feels animosity toward another party,

Accepted Answer

A)  There is a chance that the agreement may not be honored. 
B)  There will definitely be an impact on future negotiations between those parties. 
C)  There is nothing to worry about. A deal is a deal. 
D)  None of the above. 
A)  There is a chance that the agreement may not be honored. 
B)  There will definitely be an impact on future negotiations between those parties. 
C)  There is nothing to worry about. A deal is a deal. 
D)  None of the above.

Question 10

If during negotiations you are surprised by some new information, you should:

Accepted Answer

A)  Re-evaluate your plan, even if you need a time-out to do so. 
B)  Not pause, as long as the information is to your benefit. 
C)  Call a foul and stop negotiations immediately. 
D)  Call a mediator for assistance. 
A)  Re-evaluate your plan, even if you need a time-out to do so. 
B)  Not pause, as long as the information is to your benefit. 
C)  Call a foul and stop negotiations immediately. 
D)  Call a mediator for assistance.

Which statement below is most accurate?

Which of the following statements are important to being a successful negotiator?

Likely effects of wanting personal credit for resolution include:

Which of the statements below describe indicia of a successful negotiation?

Which of the statements below describe indicia of an unsuccessful negotiation?

If, going into negotiations, you believe that no mutual solution exists, you should:

All of the statements below are true except:

It is appropriate to avoid negotiation when:

If after ending negotiations in an agreement, one party feels animosity toward another party,

If during negotiations you are surprised by some new information, you should:

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

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

Post-Negotiation Evaluation

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Exam 12: Principles of Persuasion

Which statement below is most accurate?

Which of the following statements are important to being a successful negotiator?

Likely effects of wanting personal credit for resolution include:

Which of the statements below describe indicia of a successful negotiation?

Which of the statements below describe indicia of an unsuccessful negotiation?

If, going into negotiations, you believe that no mutual solution exists, you should:

All of the statements below are true except:

It is appropriate to avoid negotiation when:

If after ending negotiations in an agreement, one party feels animosity toward another party,

If during negotiations you are surprised by some new information, you should:

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

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

Post-Negotiation Evaluation

Filters