Question 1

All of the following reflect questions that should guide your overall decision to begin negotiations except:

Accepted Answer

A)  Is it likely that I will obtain more than my counterparts? 
B)  Am I comfortable negotiating this now? 
C)  Is it possible for negotiation to meet my needs? 
D)  Is the time and energy worth my potential benefit to be gained? 
A)  Is it likely that I will obtain more than my counterparts? 
B)  Am I comfortable negotiating this now? 
C)  Is it possible for negotiation to meet my needs? 
D)  Is the time and energy worth my potential benefit to be gained? A

Question 2

Your negotiation strategy selection should be influenced by which of the following?

Accepted Answer

A)  Your values, beliefs, interests, needs, and goals. 
B)  The powers residing on all sides. 
C)  The personalities of the parties involved. 
D)  A maximum limit to the benefit attained by the other parties. 
A)  Your values, beliefs, interests, needs, and goals. 
B)  The powers residing on all sides. 
C)  The personalities of the parties involved. 
D)  A maximum limit to the benefit attained by the other parties. D

Question 3

Which of the following best reflects the stages of the negotiation process?

Accepted Answer

A)  Diagnosing the conflict and developing a strategy. 
B)  Diagnosis, strategizing, interacting, and ending. 
C)  Preparation, introduction, initiation, intensification, and closing. 
D)  Establishing parameters, interaction, and agreement. 
A)  Diagnosing the conflict and developing a strategy. 
B)  Diagnosis, strategizing, interacting, and ending. 
C)  Preparation, introduction, initiation, intensification, and closing. 
D)  Establishing parameters, interaction, and agreement. C

Question 4

A term used to refer to the manner in which a negotiator uses tactics is:

Accepted Answer

A)  Technique. 
B)  Style. 
C)  Approach. 
D)  Temperament. 
A)  Technique. 
B)  Style. 
C)  Approach. 
D)  Temperament.

Question 5

In planning for negotiation, one's strategy:

Accepted Answer

A)  Is simply deciding whether to manage or resolve the conflict. 
B)  Goes way beyond selecting your overall goal to manage or resolve the conflict. 
C)  Is the same thing as one's style. 
D)  Is the same thing as one's attitude toward conflict. 
A)  Is simply deciding whether to manage or resolve the conflict. 
B)  Goes way beyond selecting your overall goal to manage or resolve the conflict. 
C)  Is the same thing as one's style. 
D)  Is the same thing as one's attitude toward conflict.

Question 6

The acronym "OTNA" is intended to remind a negotiator of what?

Accepted Answer

A)  Others think not alike. 
B)  One's thinking may not be accurate. 
C)  Options to a negotiated agreement. 
D)  Sometimes you ought not to negotiate. 
A)  Others think not alike. 
B)  One's thinking may not be accurate. 
C)  Options to a negotiated agreement. 
D)  Sometimes you ought not to negotiate.

Question 7

Which of the following may be considered synonymous with approach to negotiation?

Accepted Answer

A)  Negotiation temperament. 
B)  Negotiation personality. 
C)  Negotiating style. 
D)  Negotiation tactics. 
A)  Negotiation temperament. 
B)  Negotiation personality. 
C)  Negotiating style. 
D)  Negotiation tactics.

Question 8

Which of the following statements best describes strategic behavior?

Accepted Answer

A)  Determining where you want to end up. 
B)  That behavior that turns on what each party expects the other person to do. 
C)  Behavior that is merely rational. 
D)  None of the above. 
A)  Determining where you want to end up. 
B)  That behavior that turns on what each party expects the other person to do. 
C)  Behavior that is merely rational. 
D)  None of the above.

Question 9

Which of the following statements best defines negotiation tactics?

Accepted Answer

A)  The specific actions and moves one makes during negotiation. 
B)  Behavior aimed at getting the best of your counterpart. 
C)  Avoiding, competing, compromising, and/or collaborating. 
D)  One's overall approach to the specific negotiation. 
A)  The specific actions and moves one makes during negotiation. 
B)  Behavior aimed at getting the best of your counterpart. 
C)  Avoiding, competing, compromising, and/or collaborating. 
D)  One's overall approach to the specific negotiation.

Question 10

A term borrowed from the game of chess that is commonly used in negotiation parlance is:

Accepted Answer

A)  Check-mate. 
B)  Maneuver. 
C)  Tactic, 
D)  Gambit. 
A)  Check-mate. 
B)  Maneuver. 
C)  Tactic, 
D)  Gambit.

All of the following reflect questions that should guide your overall decision to begin negotiations except:

Your negotiation strategy selection should be influenced by which of the following?

Which of the following best reflects the stages of the negotiation process?

A term used to refer to the manner in which a negotiator uses tactics is:

In planning for negotiation, one's strategy:

The acronym "OTNA" is intended to remind a negotiator of what?

Which of the following may be considered synonymous with approach to negotiation?

Which of the following statements best describes strategic behavior?

Which of the following statements best defines negotiation tactics?

A term borrowed from the game of chess that is commonly used in negotiation parlance is:

Defining Negotiation and Its Components

Personality

Conflict

Negotiation Style

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

Post-Negotiation Evaluation

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Exam 5: Key Negotiating Temperaments

All of the following reflect questions that should guide your overall decision to begin negotiations except:

Your negotiation strategy selection should be influenced by which of the following?

Which of the following best reflects the stages of the negotiation process?

A term used to refer to the manner in which a negotiator uses tactics is:

In planning for negotiation, one's strategy:

The acronym "OTNA" is intended to remind a negotiator of what?

Which of the following may be considered synonymous with approach to negotiation?

Which of the following statements best describes strategic behavior?

Which of the following statements best defines negotiation tactics?

A term borrowed from the game of chess that is commonly used in negotiation parlance is:

Defining Negotiation and Its Components

Personality

Conflict

Negotiation Style

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

Post-Negotiation Evaluation

Filters