Deck 20: Post-Negotiation Evaluation

Question 1

If your counterpart is not candid or is competitive:

A) Restraint in early disclosure of your bottom line is appropriate.
B) Negotiating the tone and process is appropriate.
C) You should just stop negotiations.
D) You should lie about your intentions.

Answer 1

A&B

Question 2

Select the statements below that are true:

A) It is possible to say "no" in the wrong manner.
B) Saying "no" assertively is likely not to create offense.
C) No is no. It doesn't matter how it is said. The effect will be the same.
D) All of the above are true.

Answer 2

A&B

Question 3

Which of the following is probably the most important rule for negotiation?

A) Be prepared.
B) Know yourself.
C) Always negotiate face to face.
D) Put everything in writing.

Answer 3

B

Question 4

One way to make the other party feel good about an agreement is to:

A) hesitate in accepting an offer, even if it is good.
B) tell the person that they are a great negotiator.
C) enthusiastically accept and start dancing.
D) act extremely unhappy about the deal.

Question 5

It is a mistake to counter to an offer that is not supported; because,

A) you may be negotiating with yourself or against yourself.
B) it may not have been an offer at all, but just thinking aloud.
C) it is just better practice to be tough and ask for support.
D) None of the above.

Question 6

Select the statement below that is NOT true.

A) Sometimes quitting is a success.
B) Knowing when to walk away is one of the most important factors in negotiation.
C) Preparing to walk away is preparing to lose.
D) It is very important to maintain self control during negotiation.

Question 7

Select the statements below that are NOT true.

A) A good rule to follow is to think of negotiation as a game.
B) Expert negotiators are adept in human interaction and diplomacy.
C) Compromise and accommodation are often appropriate in negotiation.
D) Experience alone does not make one a good negotiator.

Question 8

Which of the following statements describe common negotiating mistakes?

A) Assuming what the other party wants.
B) Assuming the counterpart wants the same thing I want.
C) Focusing on what the other party gets.
D) All of the above.

Question 9

It is okay to jump at the first offer; because,

A) sometimes it is just that easy.
B) it might be withdrawn.
C) the other party will then owe you one.
D) None of the above.

Question 10

Select the statement below that is NOT true.

A) If you reach your target, you must have set your goals too pessimistically.
B) No deal is better than a bad deal.
C) When you receive new information, you should postpone negotiations in order to reassess your preparation.
D) A rule of negotiation is to look for common ground.