Question 1

Avoidant systems are characterized by:

Accepted Answer

A)  Structural inertia. 
B)  Lack of order and rules. 
C)  Passive-aggressive behavior. 
D)  None of the above, 
A)  Structural inertia. 
B)  Lack of order and rules. 
C)  Passive-aggressive behavior. 
D)  None of the above, A

Question 2

Which facets of personality provide an advantage when using a win/win negotiation approach?

Accepted Answer

A)  Type A 
B)  High self-monitoring. 
C)  High emotional intelligence. 
D)  None of the above. 
A)  Type A 
B)  High self-monitoring. 
C)  High emotional intelligence. 
D)  None of the above. B,C

Question 3

When negotiating in an avoidant system,

Accepted Answer

A)  A competitive approach must be used. 
B)  Subversive tactics must be used. 
C)  Assertion and persuasion are particularly important. 
D)  A negative attitude toward conflict is appropriate. 
A)  A competitive approach must be used. 
B)  Subversive tactics must be used. 
C)  Assertion and persuasion are particularly important. 
D)  A negative attitude toward conflict is appropriate. C

Question 4

When presented with a problem counterpart who is making no effort toward resolution, your best options are:

Accepted Answer

A)  Repeat your last proposal or reasoned statement again. 
B)  Move into a competitive tone. 
C)  Disengage, seek higher authority, or confront the behavior. 
D)  Take a non-negotiated option immediately. 
A)  Repeat your last proposal or reasoned statement again. 
B)  Move into a competitive tone. 
C)  Disengage, seek higher authority, or confront the behavior. 
D)  Take a non-negotiated option immediately.

Question 5

Which personality trait or preference is more likely to have a greater need to develop listening skills?

Accepted Answer

A)  Introverts. 
B)  Sensors. 
C)  Judgers. 
D)  Extroverts. 
A)  Introverts. 
B)  Sensors. 
C)  Judgers. 
D)  Extroverts.

Question 6

When negotiating in a competitive system,

Accepted Answer

A)  A competitive approach must be used. 
B)  A collaborative style and persuasive efforts are appropriate. 
C)  Aggression and intimidation will further polarize the parties. 
D)  It is not possible to find common ground. 
A)  A competitive approach must be used. 
B)  A collaborative style and persuasive efforts are appropriate. 
C)  Aggression and intimidation will further polarize the parties. 
D)  It is not possible to find common ground.

Question 7

Using distractive negotiation tactics will feel most comfortable to which negotiation temperament?

Accepted Answer

A)  Controllers 
B)  Pragmatists. 
C)  Harmonizers. 
D)  Action Seekers. 
A)  Controllers 
B)  Pragmatists. 
C)  Harmonizers. 
D)  Action Seekers.

Question 8

Interrupting the order of negotiations is likely to be most bothersome to which negotiation temperament or temperaments?

Accepted Answer

A)  Controllers. 
B)  Pragmatists. 
C)  Harmonizers. 
D)  Action Seekers. 
A)  Controllers. 
B)  Pragmatists. 
C)  Harmonizers. 
D)  Action Seekers.

Question 9

Which of the personality attributes listed below is most related to patience?

Accepted Answer

A)  Locus of control. 
B)  Competitiveness. 
C)  Type A 
D)  None of the above is related to patience. 
A)  Locus of control. 
B)  Competitiveness. 
C)  Type A 
D)  None of the above is related to patience.

Question 10

In negotiation, it may be said with certainty that:

Accepted Answer

A)  There is one package of personality attributes that make one an effective negotiator. 
B)  There is one right way to conduct negotiations. 
C)  There are facets of each temperament that, improperly managed, may impede effective mutual negotiation resolution. 
D)  It is very likely that introverts will need to improve patience. 
A)  There is one package of personality attributes that make one an effective negotiator. 
B)  There is one right way to conduct negotiations. 
C)  There are facets of each temperament that, improperly managed, may impede effective mutual negotiation resolution. 
D)  It is very likely that introverts will need to improve patience.

Avoidant systems are characterized by:

Which facets of personality provide an advantage when using a win/win negotiation approach?

When negotiating in an avoidant system,

When presented with a problem counterpart who is making no effort toward resolution, your best options are:

Which personality trait or preference is more likely to have a greater need to develop listening skills?

When negotiating in a competitive system,

Using distractive negotiation tactics will feel most comfortable to which negotiation temperament?

Interrupting the order of negotiations is likely to be most bothersome to which negotiation temperament or temperaments?

Which of the personality attributes listed below is most related to patience?

In negotiation, it may be said with certainty that:

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

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

Post-Negotiation Evaluation

Filters

Exam 10: Effects of Power in Negotiation

Avoidant systems are characterized by:

Which facets of personality provide an advantage when using a win/win negotiation approach?

When negotiating in an avoidant system,

When presented with a problem counterpart who is making no effort toward resolution, your best options are:

Which personality trait or preference is more likely to have a greater need to develop listening skills?

When negotiating in a competitive system,

Using distractive negotiation tactics will feel most comfortable to which negotiation temperament?

Interrupting the order of negotiations is likely to be most bothersome to which negotiation temperament or temperaments?

Which of the personality attributes listed below is most related to patience?

In negotiation, it may be said with certainty that:

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

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

Post-Negotiation Evaluation

Filters