Deck 6: Communicating in Negotiation

Question 1

The tactic of putting off decision, not answering, or asking for time is called:

A) Silence.
B) Forbearance.
C) Diversion.
D) None of the above.

Answer 1

B

Question 2

The name of the tactic you may use to protect yourself from an inadvertent or unintentional agreement is:

A) Hedging.
B) Being coy.
C) Tentative resolution.
D) Psychological game.

Answer 2

C

Question 3

Which of the following statements are true in negotiation parlance?

A) Feinting is losing consciousness during a negotiation.
B) Feinting is raising a new issue while others are on the table.
C) Feinting is offering something disingenuous.
D) None of the above statements are true.

Answer 3

B

Question 4

If both parties to a negotiation are collaborating and sincere, and one party fully supports his or her position, the other party will likely find it necessary to use which of the following tactics in order to get movement?

A) Bullying.
B) Diversion.
C) Feinting.
D) Equalizing.

Question 5

If your counterpart takes what you consider to be an extreme position, you should:

A) Counter with something reasonable.
B) Make a joke or laugh.
C) Be silent.
D) None of the above.

Question 6

If you want to build some trust and momentum early in a negotiation, it would make sense to use which of the following tactics?

A) First and final offer.
B) Tentative resolution.
C) Extreme position.
D) Start with small issues.

Question 7

Leading the other party to a mutually beneficial resolution that the other party believes he or she created is called:

A) Deception.
B) A head game.
C) Extrapolation.
D) None of the above.

Question 8

Which of the following statements are true?

A) Diversion is raising an irrelevant issue.
B) Diversion is attacking the counterpart's weakest part of an otherwise sound proposal.
C) Diversion is putting off decision.
D) Diversion is moving from specifics to generalities.

Question 9

Select the statement below that best describes the tactic of reluctance.

A) Postponing the negotiation.
B) Calling time-out
C) Appearing less than enthusiastic.
D) Tentative resolution.

Question 10

All of the statements below are true, except:

A) It is always better to start with the biggest issue.
B) It makes no difference whatsoever who goes first in a negotiation.
C) After planning, the most important initial matter is setting the tone for a negotiation.
D) Asking questions is a sound tactic at all stages of the negotiation process.