Question 1

The tactic of putting off decision, not answering, or asking for time is called:

Accepted Answer

A)  Silence. 
B)  Forbearance. 
C)  Diversion. 
D)  None of the above. 
A)  Silence. 
B)  Forbearance. 
C)  Diversion. 
D)  None of the above. B

Question 2

All of the statements below are true, except:

Accepted Answer

A)  It is always better to start with the biggest issue. 
B)  It makes no difference whatsoever who goes first in a negotiation. 
C)  After planning, the most important initial matter is setting the tone for a negotiation. 
D)  Asking questions is a sound tactic at all stages of the negotiation process. 
A)  It is always better to start with the biggest issue. 
B)  It makes no difference whatsoever who goes first in a negotiation. 
C)  After planning, the most important initial matter is setting the tone for a negotiation. 
D)  Asking questions is a sound tactic at all stages of the negotiation process. A,B

Question 3

Which of the following statements are true in negotiation parlance?

Accepted Answer

A)  Feinting is losing consciousness during a negotiation. 
B)  Feinting is raising a new issue while others are on the table. 
C)  Feinting is offering something disingenuous. 
D)  None of the above statements are true. 
A)  Feinting is losing consciousness during a negotiation. 
B)  Feinting is raising a new issue while others are on the table. 
C)  Feinting is offering something disingenuous. 
D)  None of the above statements are true. B

Question 4

Leading the other party to a mutually beneficial resolution that the other party believes he or she created is called:

Accepted Answer

A)  Deception. 
B)  A head game. 
C)  Extrapolation. 
D)  None of the above. 
A)  Deception. 
B)  A head game. 
C)  Extrapolation. 
D)  None of the above.

Question 5

Select the statement below that best describes the tactic of reluctance.

Accepted Answer

A)  Postponing the negotiation. 
B)  Calling time-out 
C)  Appearing less than enthusiastic. 
D)  Tentative resolution. 
A)  Postponing the negotiation. 
B)  Calling time-out 
C)  Appearing less than enthusiastic. 
D)  Tentative resolution.

Question 6

The name of the tactic you may use to protect yourself from an inadvertent or unintentional agreement is:

Accepted Answer

A)  Hedging. 
B)  Being coy. 
C)  Tentative resolution. 
D)  Psychological game. 
A)  Hedging. 
B)  Being coy. 
C)  Tentative resolution. 
D)  Psychological game.

Question 7

Which of the following statements are true?

Accepted Answer

A)  Diversion is raising an irrelevant issue. 
B)  Diversion is attacking the counterpart's weakest part of an otherwise sound proposal. 
C)  Diversion is putting off decision. 
D)  Diversion is moving from specifics to generalities. 
A)  Diversion is raising an irrelevant issue. 
B)  Diversion is attacking the counterpart's weakest part of an otherwise sound proposal. 
C)  Diversion is putting off decision. 
D)  Diversion is moving from specifics to generalities.

Question 8

If you want to build some trust and momentum early in a negotiation, it would make sense to use which of the following tactics?

Accepted Answer

A)  First and final offer. 
B)  Tentative resolution. 
C)  Extreme position. 
D)  Start with small issues. 
A)  First and final offer. 
B)  Tentative resolution. 
C)  Extreme position. 
D)  Start with small issues.

Question 9

If your counterpart takes what you consider to be an extreme position, you should:

Accepted Answer

A)  Counter with something reasonable. 
B)  Make a joke or laugh. 
C)  Be silent. 
D)  None of the above. 
A)  Counter with something reasonable. 
B)  Make a joke or laugh. 
C)  Be silent. 
D)  None of the above.

Question 10

If both parties to a negotiation are collaborating and sincere, and one party fully supports his or her position, the other party will likely find it necessary to use which of the following tactics in order to get movement?

Accepted Answer

A)  Bullying. 
B)  Diversion. 
C)  Feinting. 
D)  Equalizing. 
A)  Bullying. 
B)  Diversion. 
C)  Feinting. 
D)  Equalizing.

The tactic of putting off decision, not answering, or asking for time is called:

All of the statements below are true, except:

Which of the following statements are true in negotiation parlance?

Leading the other party to a mutually beneficial resolution that the other party believes he or she created is called:

Select the statement below that best describes the tactic of reluctance.

The name of the tactic you may use to protect yourself from an inadvertent or unintentional agreement is:

Which of the following statements are true?

If you want to build some trust and momentum early in a negotiation, it would make sense to use which of the following tactics?

If your counterpart takes what you consider to be an extreme position, you should:

If both parties to a negotiation are collaborating and sincere, and one party fully supports his or her position, the other party will likely find it necessary to use which of the following tactics in order to get movement?

Defining Negotiation and Its Components

Personality

Conflict

Negotiation Style

Key Negotiating Temperaments

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

Post-Negotiation Evaluation

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Exam 6: Communicating in Negotiation

The tactic of putting off decision, not answering, or asking for time is called:

All of the statements below are true, except:

Which of the following statements are true in negotiation parlance?

Leading the other party to a mutually beneficial resolution that the other party believes he or she created is called:

Select the statement below that best describes the tactic of reluctance.

The name of the tactic you may use to protect yourself from an inadvertent or unintentional agreement is:

Which of the following statements are true?

If you want to build some trust and momentum early in a negotiation, it would make sense to use which of the following tactics?

If your counterpart takes what you consider to be an extreme position, you should:

If both parties to a negotiation are collaborating and sincere, and one party fully supports his or her position, the other party will likely find it necessary to use which of the following tactics in order to get movement?

Defining Negotiation and Its Components

Personality

Conflict

Negotiation Style

Key Negotiating Temperaments

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

Post-Negotiation Evaluation

Filters