Deck 10: Effects of Power in Negotiation

Question 1

Which facets of personality provide an advantage when using a win/win negotiation approach?
A)

A) Type
B) High self-monitoring.
C) High emotional intelligence.
D) None of the above.

Answer 1

B&C

Question 2

In negotiation, it may be said with certainty that:

A) There is one package of personality attributes that make one an effective negotiator.
B) There is one right way to conduct negotiations.
C) There are facets of each temperament that, improperly managed, may impede effective mutual negotiation resolution.
D) It is very likely that introverts will need to improve patience.

Answer 2

C&D

Question 3

Interrupting the order of negotiations is likely to be most bothersome to which negotiation temperament or temperaments?

A) Controllers.
B) Pragmatists.
C) Harmonizers.
D) Action Seekers.

Answer 3

A&B

Question 4

Which of the personality attributes listed below is most related to patience?
A)

A) Locus of control.
B) Competitiveness.
C) Type
D) None of the above is related to patience.

Question 5

When negotiating in an avoidant system,

A) A competitive approach must be used.
B) Subversive tactics must be used.
C) Assertion and persuasion are particularly important.
D) A negative attitude toward conflict is appropriate.

Question 6

When presented with a problem counterpart who is making no effort toward resolution, your best options are:

A) Repeat your last proposal or reasoned statement again.
B) Move into a competitive tone.
C) Disengage, seek higher authority, or confront the behavior.
D) Take a non-negotiated option immediately.

Question 7

When negotiating in a competitive system,

A) A competitive approach must be used.
B) A collaborative style and persuasive efforts are appropriate.
C) Aggression and intimidation will further polarize the parties.
D) It is not possible to find common ground.

Question 8

Avoidant systems are characterized by:

A) Structural inertia.
B) Lack of order and rules.
C) Passive-aggressive behavior.
D) None of the above,

Question 9

Which personality trait or preference is more likely to have a greater need to develop listening skills?

A) Introverts.
B) Sensors.
C) Judgers.
D) Extroverts.

Question 10

Using distractive negotiation tactics will feel most comfortable to which negotiation temperament?

A) Controllers
B) Pragmatists.
C) Harmonizers.
D) Action Seekers.