ESSENTIALS OF NEGOTIATION 4TH CANADIAN
EDITION EXAMINATION TEST COMPLETE
QUESTIONS AND ANSWERS
◉ Integrative Negotiation.
Answer: Win-win, collaborative, focus on interests, creative
solutions, shared benefits, long-term relationships.
◉ Competitive Communication Pattern.
Answer: High demands, slow concessions, exaggerate value, threats,
manipulate, focus on content over relationships.
◉ Collaborative Communication Pattern.
Answer: Disclose, inquire, request feedback, supportive, make
concessions, accept responsibility, minimize costs to others.
◉ Positions.
Answer: Single pathway, can lock negotiators in, contest of will, may
cause resentment.
◉ Interests.
,Answer: Multiple pathways, explore creative solutions, identify
mutually acceptable outcomes.
◉ Principled Negotiation.
Answer: Problem-solving, focus on interests, invent multiple
options, use objective criteria, aim for wise outcomes efficiently.
◉ Soft Negotiation.
Answer: Friendly, flexible, yield to pressure, aim for agreement.
◉ Hard Negotiation.
Answer: Adversarial, inflexible, aim for victory, may mislead or
demand one-sided gains.
◉ Managing People and Emotions.
Answer: Separate people from the problem, discuss perceptions and
emotions explicitly, express positive emotions to encourage
cooperation.
◉ Negotiation Rules.
Answer: Always tell the truth: read all information, do not lie, omit,
misrepresent, or invent data.
, ◉ Always tell the truth.
Answer: Read all information, do not lie, omit, misrepresent, or
invent data.
◉ Distributive Negotiation Strategies.
Answer: Shift the other side's view of your minimum upward.
◉ Integrative Negotiation Strategies.
Answer: Emphasize superordinate goals.
◉ Best time for negotiation.
Answer: 11am; aim to elicit action before lunch or at meeting end.
◉ Offices in negotiation.
Answer: Your office = control and access to resources; their office =
info gathering, higher stress; neutral/offsite = informal, creative
environment.
◉ Time limits in negotiation.
Answer: Vary by culture, can be used strategically.
◉ Verbal tactics.
EDITION EXAMINATION TEST COMPLETE
QUESTIONS AND ANSWERS
◉ Integrative Negotiation.
Answer: Win-win, collaborative, focus on interests, creative
solutions, shared benefits, long-term relationships.
◉ Competitive Communication Pattern.
Answer: High demands, slow concessions, exaggerate value, threats,
manipulate, focus on content over relationships.
◉ Collaborative Communication Pattern.
Answer: Disclose, inquire, request feedback, supportive, make
concessions, accept responsibility, minimize costs to others.
◉ Positions.
Answer: Single pathway, can lock negotiators in, contest of will, may
cause resentment.
◉ Interests.
,Answer: Multiple pathways, explore creative solutions, identify
mutually acceptable outcomes.
◉ Principled Negotiation.
Answer: Problem-solving, focus on interests, invent multiple
options, use objective criteria, aim for wise outcomes efficiently.
◉ Soft Negotiation.
Answer: Friendly, flexible, yield to pressure, aim for agreement.
◉ Hard Negotiation.
Answer: Adversarial, inflexible, aim for victory, may mislead or
demand one-sided gains.
◉ Managing People and Emotions.
Answer: Separate people from the problem, discuss perceptions and
emotions explicitly, express positive emotions to encourage
cooperation.
◉ Negotiation Rules.
Answer: Always tell the truth: read all information, do not lie, omit,
misrepresent, or invent data.
, ◉ Always tell the truth.
Answer: Read all information, do not lie, omit, misrepresent, or
invent data.
◉ Distributive Negotiation Strategies.
Answer: Shift the other side's view of your minimum upward.
◉ Integrative Negotiation Strategies.
Answer: Emphasize superordinate goals.
◉ Best time for negotiation.
Answer: 11am; aim to elicit action before lunch or at meeting end.
◉ Offices in negotiation.
Answer: Your office = control and access to resources; their office =
info gathering, higher stress; neutral/offsite = informal, creative
environment.
◉ Time limits in negotiation.
Answer: Vary by culture, can be used strategically.
◉ Verbal tactics.
