Reference no: EM133232610

1) Rapport is important because:

A. of political polarization

B. it establishes a venue for effective communication

C. without it, neither side is likely to open with a proposal

D. of the similarity principle

2)The higher the stakes:

A. the more information you should exchange

B. the more important it is to not make the first proposal

C. the more important it is to make the first proposal

D. the less information you should exchange

3)Patience is powerful because:

A. Only a powerful person can listen to the needs of an opponent.

B. It allows other to vent, and they become more flexible.

C. It requires listening, which leads to information, which equals power.

D. It shows that you can always walk away from the negotiation if you want.

4)After disclosing information, you should:

A. Test for understanding

B. Summarize the progress of mutual understanding

C. All items listed

D. Ask questions

5) If you have a weak hand (the other side has relative leverage), which of the following is NOT a strategy available to you?

A. Candidly acknowledge your lack of leverage

B. Inquire "What would it take to get a deal done?"

C. Criticize the integrity of the opposing decision maker.

D. Emphasize the uncertainty of the future

6)If you have the stronger hand and you proclaim your leverage and announce a willingness to work with your opponent, then you should:

A. Make sure the other party feels respected

B. Be able to demonstrate your leverage credibly

C. Expect to win the negotiation

D. Gracefully accept the capitulation of the other party

7)If you decline to use the leverage you have, then you should:

A. Begin immediately to identify new sources of leverage

B. Accept that the leverage is lost and no longer relevant

C. Expect the other side to do the same

D. Make sure your opponent understands that you declined to use all of your leverage

8)The first specific and plausible proposal signals:

A. The end of concession making and the beginning of closing

B. The end of information exchange and beginning of bargaining

C. The end of obtaining information and the beginning of leverage signaling

D. The end of rapport building and the beginning of leverage signaling

9)Think about the four quadrants of the relationships/value of stakes model. Cooperative people are most comfortable with:

A. Quadrant 3 (transactions)

B. all quadrants

C. Quadrant 1 only (balanced concerns)

D. Quadrant 3 (relationships) and Quadrant 4 (tacit coordination)

10) In Quadrant 1 (balanced concerns) negotiations, what qualities in a negotiator are most valuable?

A. Accommodating but competitive

B. Determined and aggressive

C. Insistent and aggressive

D. Imagination and patience