Question 1

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

Accepted Answer

Forbearance refers to the act of delaying a decision or response, often to gain more time or avoid confrontation.

Question 2

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

Accepted Answer

Tentative resolution is a tactic used to protect oneself from an inadvertent or unintentional agreement. It involves expressing agreement in principle while leaving open the possibility of further negotiation or discussion.

Question 3

Which of the following statements are true in negotiation parlance?

Accepted Answer

Feinting in negotiation refers to introducing a new issue or topic to distract or shift focus, similar to a feint in sports or combat.

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?

Accepted Answer

Equalizing is the tactic likely to be used in a situation where both parties are collaborating and sincere, and one party fully supports his or her position. This approach involves finding common ground or concessions that balance the interests of both parties, rather than resorting to aggressive or deceptive tactics.

Question 5

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

Accepted Answer

The answer of If your counterpart takes what you consider...

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?

Accepted Answer

Starting with small issues helps build trust and momentum as it allows both parties to achieve early agreements, creating a positive atmosphere for tackling larger issues later.

Question 7

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

Accepted Answer

The answer of Leading the other party to a mutually...

Question 8

Which of the following statements are true?

Accepted Answer

The answer of Which of the following statements are true?
...

Question 9

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

Accepted Answer

Reluctance as a tactic involves appearing less enthusiastic or interested in the proposed deal or terms, to make the other party offer better conditions.

Question 10

All of the statements below are true, except:

Accepted Answer

The answer of All of the statements below are true,...

Quiz 6: Communicating in Negotiation