Decision Making Negotiating

Tom and Joan are entering negotiations. This is a sign that each person __________.

A)has equal power in the situation

B)thinks there is something to gain

C)wants to continue a conflict

D)likes the other person

• A

• B

• C

• D

Betty has the upper hand in negotiating with someone she does not know well and will probably not see again. Which approach is she most likely to take?

A)accommodating

B)avoiding

C)competing

• A

• B

• C

The collaborative approach to negotiation typically takes more time and energy because __________.

A)the sides involved have to get to know each other

B)innovative solutions are often required

C)there are many trade-offs in which side takes the most losses

• A

• B

• C

Read the following sentence and decide which option is most correct.

There are several ways to keep focused on win/win principled centered negotiations. One way is to allow yourself to be persuaded, and to stop yourself from working on your counter-arguments while someone else is talking.

A)True: By understanding your opponent, you will feel better about making concessions to help them reach their objectives.

B)True: Putting yourself in your opponent's position allows you to better understand their objectives.

C)False: If you let yourself be persuaded, you will lose the negotiations.

D)False: The purpose of negotiation is to argue your side and not make concessions.

• A

• B

• C

• D

What are the four basic points of principle-centered negotiations?

A)People, Interests, Options, and Criteria

B)Principles, Initiative, Options, and Criteria

C)Privacy, Intent, Opinions, and Criteria

D)People, Interests, Options, and Considerations

• A

• B

• C

• D

To __________ means to go along with or make arrangements for the wishes of others.

A)compromise

B)accommodate

C)negotiate

D)legitimate

• A

• B

• C

• D

When you __________, you settle differences by bargaining gains and losses.

A)negotiate

B)deadlock

C)collaborate

D)compromise

• A

• B

• C

• D

A standstill or stalemate is also called a __________.

A)deadlock

B)deadbolt

C)stalelock

D)breakthrough

• A

• B

• C

• D

__________ means in accordance with fairness, rules, or standards.

A)Literacy

B)Diplomacy

C)Legitimacy

D)Efficacy

• A

• B

• C

• D

__________ is a discussion where the goal is for all parties to reach an agreement they will honor.

A)Negotiation

B)Shuttle diplomacy

C)Collaboration

D)Alliance

• A

• B

• C

• D