Quiz #2 - Negotiation - Autumn 2017

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10 Questions - Developed by: Professor Hoyt - Developed on: - 274 taken

Please answer each question by picking the correct answer.

  • 1
    What is the most important thing you can do to help you trade items of unequal value?
    Focus on your own wants and needs in negotiation so you aren’t taken advantage of.
    Stick with items that have a dollar value so that you know if you coming out ahead
    You should never trade things of unequal value.
    Get to know the person with who you are negotiating
  • 2
    Having more items on the table in a negotiation can make things more complex. Is this good strategy?
    It is always good to keep too many items on the table to confuse your opponent.
    It’s good strategy because then you have more items that you can trade away in concessions.
    It’s bad strategy because you always want to make sure everything is equal for both sides.
    It is never good to have too many items on the table because you only care about your needs.
  • 3
    How should you handle communication as part of your Stakeholder Management plan?
    If someone has low interest in your project but high power, then you give minimum effort.
    All of the above are good ways to communicate with stakeholders.
    If some has High interest in your project but low power, then you can ignore them.
    If someone has High Interest in your project and High power, then you manage closely.
  • 4
    What is the best definition of “fair process”?
    Giving the least important”more Power” so that they can have things tilted in their favor.
    Establishing a “New World Order” by inviting Third World countries to the negotiating table.
    Allowing those most important to “speak first.”
    Making sure that everyone feels they are “being heard.”
  • 5
    What is the primary reason that negotiations with external stakeholders fail?
    The people and the process are not a good fit to make everyone open to communication
    The external stakeholders don’t agree with any of the agenda items being pursued.
    The external stakeholders aren’t able to bring anything of value to the table.
    The internal stakeholder interests are always superior to those of external stakeholders.
  • 6
    Which of the following are important ways to “win friends and influence people”?
    Give honest and sincere appreciation to others.
    Smile (except in some foreign countries).
    All of the above.
    Learn a person’s name and remember to use it.
  • 7
    Which of the following considerations makes internal stakeholder management easier?
    Not worrying about who controls personnel allocations.
    Concentrating all of your efforts on those who control the money.
    Identifying all stakeholders early so that you can manage expectations and not create extra work for yourself with latecomers who want changes.
    Only worrying about those who have the influence
  • 8
    What is an important thing to remember when dealing with culture and international negotiations?
    All of the above are important considerations.
    Relationships are very important for long term success.
    Communication can be an issue beyond just the direct translations of what is said.
    Time perspectives may be different with people from different cultures or backgrounds.
  • 9
    Are stereotypes ever useful in cross-cultural negotiations?
    They are always appropriate because people from a particular culture always act the same.
    They are never appropriate because you should instead spend unlimited time learning about each individual person you will meet.
    They might be useful as a starting point, but they should never be an ending point for your understanding of another culture.
  • 10
    What’s the safest posture to assume when starting a negotiation with someone you don’t know well?
    Never begin casual, because you don’t want to impose your ways on the other side.
    Always begin formal, because you can always change to informal later.
    Never begin formal, because you don’t want to insult the other side.
    Always begin casual, because you want to make the other side feel at ease.

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