Deck 5: Key Negotiating Temperaments

Question 1

Which of the following statements best defines negotiation tactics?

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.

Answer 1

A

Question 2

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

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.

Answer 2

D

Question 3

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

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.

Answer 3

C&D

Question 4

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

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?

Question 5

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

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

Question 6

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

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.

Question 7

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

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

Question 8

In planning for negotiation, one's strategy:

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 9

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

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

Question 10

Which of the following statements best describes strategic behavior?

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.