Question 1

Which of the following statements are true?&#10;A) Negotiation is a game.&#10;B) Negotiation is an art.&#10;C) Negotiation is a science.&#10;D) Negotiation is primarily the use of power-over tactics.

Accepted Answer

Negotiation is often considered both an art and a science because it involves creative strategies and techniques (art) as well as systematic analysis and understanding of human behavior and decision-making processes (science).

Question 2

The more our ego is involved in a negotiation,&#10;A) the more control we have over the interaction.&#10;B) the more unconscious factors may affect our behavior.&#10;C) the greater the challenge of self-control.&#10;D) None of the above.

Accepted Answer

When our ego is involved, unconscious factors can influence our behavior, and it becomes more challenging to maintain self-control.

Question 3

Negotiation is most productively viewed as&#10;A) manipulating the behavior of others.&#10;B) tricking others.&#10;C) attempting to get the better of others.&#10;D) all human interaction.

Accepted Answer

Negotiation is a fundamental aspect of all human interaction, not just limited to situations where one is trying to manipulate, trick, or outdo others. It encompasses any situation where individuals or groups come together to discuss and reach mutually beneficial agreements.

Question 4

The two best general paths to improve your negotiation effectiveness are:&#10;A) to follow the model of someone who has negotiated for many years.&#10;B) to find a book that lists the rules of negotiation.&#10;C) to learn how to know yourself and others, learn how to assess and understand conflict, learn how to communicate effectively in all contexts, learn principles of persuasion, and learn how to prepare for specific negotiations.&#10;D) to increase your critical thinking ability and your emotional intelligence.

Accepted Answer

C) This option outlines a comprehensive approach to improving negotiation skills, emphasizing self-awareness, understanding of conflict, communication skills, persuasion principles, and preparation for negotiations. D) Increasing critical thinking and emotional intelligence directly enhances one's ability to understand, empathize, and effectively interact with others, which are key components of successful negotiations.

Question 5

Negotiation performance encompasses which of the following?&#10;A) Personality characteristics.&#10;B) Perception.&#10;C) Needs.&#10;D) Individual skills.

Accepted Answer

Negotiation performance is influenced by a variety of factors including personality characteristics (which can affect how one approaches negotiations), perception (how one understands and interprets the negotiation context and the other party's actions), needs (which drive the objectives and goals of the negotiation), and individual skills (such as communication, persuasion, and problem-solving abilities).

Question 6

Negotiation is always the appropriate action to pursue whenever&#10;A) you have been disadvantaged by someone.&#10;B) you are asked by someone to negotiate a matter.&#10;C) you wish things were different.&#10;D) there is potential for mutual beneficial exchange.

Accepted Answer

Negotiation is most appropriate when there is potential for a mutually beneficial exchange, as it involves finding a compromise or agreement that benefits all parties involved.

Question 7

Sociological and psychological theories provide insight that will assist in our negotiation skill development, because&#10;A) psychological theories assist in understanding how we think and act.&#10;B) sociological theories assist in understanding conflict and other dynamics of human interaction.&#10;C) they assist in understanding individual differences that affect communication.&#10;D) All of the above.

Accepted Answer

All of the options provided are correct because psychological theories help in understanding individual thought and behavior, sociological theories aid in understanding group dynamics and conflict, and both fields contribute to a deeper understanding of the individual differences that can impact communication and negotiation.

Question 8

A fertile ground for negotiation skill practice is in personal settings and issues, because,&#10;A) we will be naturally most effective when we have an emotional interest in the result.&#10;B) opportunities abound for continual thought and development.&#10;C) the outcome is less important.&#10;D) that is where our ego is most involved.

Accepted Answer

The answer of A fertile ground for negotiation skill practice...

Question 9

Negotiation is used to&#10;A) influence others' emotions.&#10;B) effect others' behaviors.&#10;C) change others' attitudes.&#10;D) all of the above.

Accepted Answer

Negotiation is a process used to influence others' emotions, effect their behaviors, and change their attitudes, making all of the options correct.

Deck 1: Defining Negotiation and Its Components