Pre-Course Assessment

Transcription

1 Pre-Course Assessment 1. Any method of negotiation may be fairly judged by which of the following criteria? a. It should produce a wise agreement if agreement is possible b. It should be efficient c. It should improve or at least not damage the relationship between the parties 2. What is the term given to a type of question that can be satisfied with a simple answer? a. Short questions b. Closed questions c. Open questions d. None of the above 3. Which of the following is a primary type of fear? a. Fear of humiliation b. Fear of failure c. Fear of rejection 4. True or False: An integrative type of negotiation can be classified as a win-win situation. 5. True or False: Soft negotiators want to avoid personal conflict and so make concessions to reach agreement. 6. True or False: In order to become confident, you need to imagine yourself as a confident person. 7. True or False: You don t always need a walk away position when you negotiate. 8. Imagine you are shaking the hand of someone you have just met. How long is the perfect handshake? a. One second b. Three seconds c. Ten seconds d. When the other person decides to let go

2 9. When you meet for negotiations, you will sometimes participate in meta-negotiation. What does this mean? a. Meta-negotiation is another term for small talk b. You are negotiating about how you will negotiate c. There is no such term as meta-negotiation 10. True or False: If your opponent uses jargon you don t understand, write down the jargon and ask for clarification later.

3 Post-Course Assessment 1. Negotiating by avoidance, smoothing, or compromise will likely result in a outcome. a. Win-win b. Lose-win c. Lose-lose 2. Which of the following should not be used while engaged in small talk? a. Derogatory remarks covered with humour (sarcasm) b. Trying to shock the other person with a sensitive topic c. Emotional debates such as death, politics, religion, illness, and children 3. Your opponent proposes a negotiation time or date that is too early for you to be prepared. What should you try and do? a. Agree to the time to make your opponent happy and then prepare as much as possible b. Cancel the negotiation c. Tell them you need more time d. Say nothing and go with what you have 4. True or False: The term stonewalling means that one or more negotiating parties stops communicating and refuses to answer questions. 5. True or False: You should not invite your opponent to see the problem the way you do. 6. True or False: For every point your opponent makes, you should be able to bring up an equally strong point. 7. True or False: Out-dressing your opponent will strengthen your bargaining position. 8. You and your spouse are having relationship troubles and agree to talk it over. Divorce would be considered: a. BATNA b. WATNA c. WAP d. ZOPA

4 9. You and your boss are negotiating a wage increase. If you don t get your raise, something like extra vacation time is considered a. A supporting point b. A fallback option c. Worst Alternative To a Negotiated Agreement (WATNA) d. None of the above 10. True or False: Personal emotion has no business in a negotiation.

5 Pre- and Post-Course Assessment Answer Keys Pre-Assessment 1. d 2. b 3. d (These are all primary types of fear. Fear of powerlessness is another primary type of fear.) 4. True (Each side works towards a solution that helps everyone.) 5. True 6. True (Get a confident image in your head, stand up straight, and be direct with your intentions.) 7. False (You should determine beforehand how much (or how little) you will accept in the end.) 8. b 9. b (Meta-negotiation is laying down the ground rules of the negotiation process.) 10. True (You should never pretend to understand something when negotiating.) Post-Assessment 1. c (This would be a Lose-Lose outcome because both sides will likely end up not getting what they want.) 2. d 3. c 4. True (You can try to go around the wall, ignore it, reinterpret it, or take it seriously, but either way you should test the sturdiness.) 5. False (Both you and your opponent should be able to see the problem from each other s side or from an objective third party.) 6. True (Doing thorough research on both sides before your negotiation will arm you with most of the facts you need.) 7. False (Out-dressing your opponent will likely make your opponent very aggressive or very defensive, upsetting the negotiation process.) 8. b (Divorce would be an example of WATNA, the Worst Alternative To a Negotiated Agreement.) 9. b (Vacation time in lieu of a pay raise could be considered a possible fallback position.) 10. False (Discouraging the expression of emotional issues can inhibit the team s ability to work things out.)