Deck 12: Principles of Persuasion

Question 1

All of the statements below are true except:

A) It is inadvisable to express your feelings during negotiation.
B) It is inadvisable to use tactics that feel uncomfortable.
C) It is advisable to review your pattern of concessions in evaluating your negotiation effectiveness.
D) There is always room to improve your negotiation effectiveness.

Answer 1

A

Question 2

Likely effects of wanting personal credit for resolution include:

A) Behaving in a competitive manner.
B) Being less persuasive.
C) Being perceived as a great problem solver.
D) None of the above.

Answer 2

A&B

Question 3

Which of the statements below describe indicia of a successful negotiation?

A) Each side is amenable to dealing with the other in the future.
B) All parties believe that the failure to agree was unavoidable.
C) All parties honor the agreement.
D) All of the above.

Answer 3

D

Question 4

Which of the following statements are important to being a successful negotiator?

A) Using power-over tactics.
B) Resisting the urge to try to change the other person.
C) Being aware of my typical behavior patterns.
D) All of the above.

Question 5

Which statement below is most accurate?

A) If you got what you wanted, the negotiation was successful.
B) If the parties came to agreement, the negotiation was successful.
C) There are several indicia necessary for a truly successful negotiation.
D) There is no way to tell whether a negotiation was successful.

Question 6

If during negotiations you are surprised by some new information, you should:

A) Re-evaluate your plan, even if you need a time-out to do so.
B) Not pause, as long as the information is to your benefit.
C) Call a foul and stop negotiations immediately.
D) Call a mediator for assistance.

Question 7

It is appropriate to avoid negotiation when:

A) The other party is an expert negotiator.
B) The system is competitive.
C) An interaction is likely to produce more harm than benefit, or no improvement over not negotiating.
D) It is never appropriate to avoid.

Question 8

If after ending negotiations in an agreement, one party feels animosity toward another party,

A) There is a chance that the agreement may not be honored.
B) There will definitely be an impact on future negotiations between those parties.
C) There is nothing to worry about. A deal is a deal.
D) None of the above.

Question 9

If, going into negotiations, you believe that no mutual solution exists, you should:

A) Call off the meeting.
B) Focus solely on getting what you want.
C) Compromise your desire and give the other party what you can.
D) Meet for the purpose of gathering information and exploring alternatives.

Question 10

Which of the statements below describe indicia of an unsuccessful negotiation?

A) There was no agreement.
B) Although there was agreement, you feel that your goal was too modest.
C) You adjusted your plans based on new information learned during the negotiation.
D) You have an option that is more attractive than what you agreed to.