Negotiation Ch 2

Which of the following describes the ideal mindset for a negotiation?

• • Think of it as a battle to win.

• • Approach it as a process of discovery.

•  Focus only on what you want from the negotiation.

• • View it as an opportunity to assert dominance.

What is the primary goal of a negotiation, according to this book?

• •  To win the argument.

• • To uncover as much information as possible.

• • To avoid any disagreements.

• • To focus on closing the deal quickly.

In terms of vocal tones, what is described as the "late-night FM DJ voice"?

• •  A loud and assertive tone.

• • A direct and energetic tone.

• •  A positive and playful tone.

• • A calm and soothing tone.

 In the context of negotiation, what is the primary psychological effect of mirroring a counterpart's body language?

• It establishes dominance in the negotiation.

• It signals that you are not taking the negotiation seriously.
  

• It serves to distract the counterpart from the negotiation process.
  

• It creates a sense of familiarity and rapport.

Why is it beneficial to smile and maintain a positive frame of mind during negotiations?

• •  It allows you to think quicker and fosters collaboration.

• •  It makes you appear more competitive.

• •  It signals that you are giving in to the other person.

• • It makes the negotiation go faster.

What is the risk of committing to assumptions in a negotiation?

• •  It may cause the negotiation to speed up too quickly.

• •   It may make the other party feel attacked.

• It may make you appear overly cautious.

• • It may reduce the chances of uncovering new information.

What is one reason why mirrors are often considered to have a magical quality in the context of human relationships?

• They reflect emotions in a way that feels profound.

• They can create illusions that enhance our perception of beauty.

•  They insinuate similarity, which helps to create a bond.

• They are often used in storytelling to symbolize self-discovery.

Which of the following is NOT one of the recommended tones of voice in a negotiation?

• •  Late night FM DJ voice

• •  Positive/playful voice

• • High-pitched and authoritative voice

• •  Direct/assertive voice

What is a potential risk of mirroring too closely during a negotiation?

•  It can lead to a more favorable outcome for both parties.

• It might come across as insincere or manipulative.

•  It may enhance the emotional connection between negotiators.

•  It could facilitate clearer communication and understanding.

True or False: The book recommends starting with the phrase "I'm sorry..."

• TRUE

• FALSE