Deck 14: Negotiating

Question 1

Which type of question in the negotiation process is asked to draw attention or create an effect?

A)rhetorical
B)bipolar
C)shotgun
D)leading

Answer 1

A

Question 2

Which of the following is a core strategy that can assist in combining aspects of communication?

A)fait accompli
B)bluff
C)blocking
D)both fait accompli and bluff are correct

Answer 2

D

Question 3

Research studies showed which of the following seating arrangements to be the most effective configuration in competitive relationships?

A)sitting side by side at a square table
B)sitting side by side at a round table
C)sitting at right angles
D)sitting face-to-face

Answer 3

D

Question 4

Women put themselves at a disadvantage during negotiations when they ______.

A)wait for someone to praise them
B)compare their performance to others
C)use networking and relationships as leverage
D)try to preserve goodwill

Question 5

Which type of question should you ask if you want a particular answer in the negotiation process?

A)rhetorical
B)leading
C)open ended
D)either-or

Question 6

To develop a negotiation strategy systematically,one must analyze ______.

A)time
B)environment
C)channel
D)all of these

Question 7

The strategy used to create illusions without the use of lies or outright misrepresentation is known as ______.

A)stacking
B)fait accompli
C)surprise
D)bluff

Question 8

Which idea about LAO and MSO is true?

A)The LAO is relatively difficult to find.
B)The MSO is easily calculable.
C)Reversing opinion on the MSO during negotiations is acceptable.
D)The LAO should be set to prevent a loss.

Question 9

Which strategy is used to attach one idea to the other?

A)fait accompli
B)stacking
C)building blocks
D)bluff

Question 10

Which of the following is NOT a valid purpose for questions during negotiations?

A)arousing attention
B)obtaining information
C)discouraging thinking
D)clarifying

Question 11

Which strategy has a serious drawback because it gives the impression of limited power?

A)compromise
B)screen
C)take it or leave it
D)final offer

Question 12

Which statement is false?

A)Feelings of tension are always part of negotiations.
B)To project confidence,roll up your shirt sleeves and loosen your collar.
C)Gaining a sense of the other party's culture is a key for success.
D)Enter negotiations knowing what is reasonable to expect.

Question 13

Which tactic is NOT wise to employ during negotiations?

A)forbearance
B)take the offense when under attack
C)use the clock
D)do not reveal the true deadline

Question 14

In order to truly understand the opponents while negotiating,one must ______.

A)agree with their message
B)do most of the talking
C)listen carefully
D)feel sympathy for the opponents

Question 15

In terms of the conflict resolution strategies described in Chapter 13,what is negotiation?

A)win-win
B)win-lose
C)lose-lose
D)none of these

Question 16

Which of the following is a universal guideline when answering questions during negotiation?

A)Never answer until the question is fully understood.
B)Take time to think through your answer.
C)Answer a question with a question.
D)both never answer until the question is fully understood and take time to think through your answer are correct choices

Question 17

When negotiating,which factors must be kept in balance?

A)the relationship,the goal,and the organization
B)the past,the present,and the future
C)the methods,the tactics,and the strategy
D)all of these are correct

Question 18

Which is NOT a successful strategy when avoiding an answer in negotiations?

A)Ask for clarification: The opponent may reveal the answer sought.
B)Answer a different question or ask a question of your own: The opponent may be diverted.
C)Make a long speech: The opponent may become confused.
D)Give a positive response to a negative question: The opponent will find less fault.

Question 19

Which conflict resolution strategy is closest to negotiation?

A)forcing
B)avoiding
C)problem solving
D)compromising

Question 20

Written media as a negotiation can be used to ______.

A)establish goodwill
B)defuse emotions
C)lend credibility to the writer
D)all of these

Question 21

Side-by-side seating indicates cooperation,while face-to-face seating indicates competition.

Question 22

Which layer of the strategic communication model is relevant to negotiation?

A)the first layer
B)the second layer
C)the third layer
D)all of these are correct

Question 23

BATNA and LAO are essentially the same.

Question 24

Negotiation can have a broader application than as a means to an end in that it is a relational process.

Question 25

When is the best time to initiate a negotiation?

A)first thing in the morning
B)at the end of the work day
C)when you have the most power and your adversary is the weakest
D)none of these

Question 26

The purpose of the negotiation process is to maximize your advantage.

Question 27

It might be appropriate to make concessions during negotiations in order to preserve the working relationship.

Question 28

Since negotiation tactics differ from culture to culture,both national and organizational culture must be considered when negotiating.

Question 29

Which is the best location for a negotiation?

A)your home ground
B)your adversary's home ground
C)a neutral territory
D)Location is not a factor in negotiation

Question 30

When one or both parties see a situation as one in which one party will lose or gain something in exchange for the other party's loss or gain,a negotiation strategy is best.

Question 31

The environment is important when negotiating because it impacts the amount of control each party may exercise over the physical site arrangements as well as the psychological climate in which the exchange occurs.

Question 32

The furthest point from the LAO that the negotiator can reasonably justify is called the ______.

A)MSO
B)BATNA
C)SRO
D)MAO

Question 33

In the United States,the accepted practice in negotiations is to begin with a general conversation on neutral topics.

Question 34

Nonverbal behavior is the predominant form of communication in negotiation.

Question 35

Time constraints are irrelevant in negotiations.

Question 36

Negotiation is an integral skill for managers.

Question 37

Research indicates that managers are less frequently involved in third-party negotiations.

Question 38

When should a manager decide on a BATNA?

A)during the negotiation
B)prior to the negotiation
C)only after the negotiation has failed
D)a skilled negotiator does not need a BATNA

Question 39

The maximum acceptable outcome and the least supportable outcome are guideposts for negotiations that should be considered flexible.

Question 40

Managers will have more power in the negotiation process if they appear less confident than the other party.

Question 41

Negotiators are expected to make an equal number of concessions in negotiations as their opponents do.

Question 42

Written correspondence can soothe an emotional situation because documents tend to be less emotional than face-to-face interaction.

Question 43

Define BATNA in a negotiation.Give an example.

Question 44

When negotiating,managers should never use surprise as a core strategy.

Question 45

The letter of intent is a common tool employed either before or after negotiation.

Question 46

Define MSO and LAO in a negotiation.Give an example of each.

Question 47

Describe the connection between negotiation and networking as discussed in the chapter.

Question 48

Research indicates that in the U.S.men initiate negotiations 4 times more often than women do.

Question 49

What is the best way to arrange the conference room or office in which negotiations are to take place? Consider not only furniture arrangement but also the distance between items.