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Multiple Choice Quiz
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1
One goal of negotiators should be to ensure the broader application of integrative negotiating under appropriate circumstances in order to produce better agreements
A)True
B)False
2
Sharing power will facilitate the integrative negotiation process and lead to a better agreement
A)True
B)False
3
Confrontation and impending impasse typically elicit negative emotions for both sides.
A)True
B)False
4
Relating to difficult people in negotiation or other highly charged, results-oriented exchanges is a critically important skill.
A)True
B)False
5
Temperate phrasing involves choosing language carefully to deliver a message that will provoke the other side.
A)True
B)False
6
Negotiators always run the risk of encountering other parties who, for any number of reasons, are difficult negotiators. That difficulty may be intentional or due to
A)inexperience
B)philosophical differences
C)inadequate skill
D)lack of sophistication
E)a psychological imbalance
7
Strategic levers available to help people navigate the shadow negotiation include power moves, appreciative moves and one other of the following.
A)collaborative moves
B)process moves
C)pressure moves
D)social moves
E)perspective moves
8
As a party managing a negotiation mismatch, you can respond using which of the following ways?
A)Ignore them.
B)Respond in kind.
C)Call them on it.
D)Offer to change to more productive methods.
E)All of the above.
9
An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant
A)group.
B)arbitrator.
C)opponent.
D)team member.
E)cooperator.
10
Some people are invariably difficult and their behavior follows predictable and one of the other following patterns. Which one?
A)aggressive
B)confusing
C)contentious
D)identifiable
E)counter indicating





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