Deck 14: The Negotiation Process and Preparation

Question 1

Which negotiation styles are distributive?

A) Competing and Compromising.
B) Avoiding and Competing.
C) Collaborating and Compromising.
D) None.

Answer 1

A

Question 2

The collaborative style is appropriate to every negotiation; because,

A) It is the only one that creates a win on all sides.
B) It is the only right way to behave.
C) It is the hardest and must, therefore, be the best.
D) There is no single style most appropriate across every negotiation.

Answer 2

D

Question 3

Collaborating is the most challenging negotiation approach; because,

A) It requires creativity.
B) It requires preparation.
C) It requires emotional intelligence.
D) All of the above.

Answer 3

D

Question 4

The biggest downside of using an accommodating approach is that

A) No-one gets what they really want.
B) It requires a lot of preparation.
C) It requires much self control.
D) There is no downside to accommodating.

Question 5

The only negotiation approach and style that aim toward all parties winning is

A) Avoiding.
B) Compromising.
C) Collaborating.
D) None. It is not possible for all parties to win.

Question 6

Select the behaviors below that are characteristic of the avoidance style.

A) Seeking to create solutions.
B) Ignoring the conflict.
C) Shutting down communication.
D) Denying that a conflict exists.

Question 7

Which negotiation styles are integrative?

A) All styles are integrative.
B) Compromising.
C) None of the styles are integrative.
D) Collaborating is the only integrative style.

Question 8

The negotiation style that is the most challenging to effect is

A) Compromising.
B) Avoiding.
C) Collaborating.
D) They are all easy.

Question 9

The most important drawback of using a competitive approach is that

A) It requires a lot of energy to keep fighting.
B) Competing is not nice.
C) It requires the manipulation of others.
D) One party loses.

Question 10

Sulking or making sarcastic comments is indicative of which negotiation style?

A) Collaborative.
B) Accommodating.
C) Avoiding.
D) None of the above.