3 Answered Test Questions:
1. How can the other side's weaknesses help negotiations to progress?
Answers:
• They will not know what they are doing and will forget to negotiate some points.
• You can unfairly take advantage of them.
• You can agree on points and then change the terms.
• You can identify their weaknesses and use them to your advantage.
2. What customs are typically honored in negotiations if the two parties belong to different countries?
Answers:
• The customs of the country of the visiting party
• The customs of the country where the negotiations are taking place
• The customs of neither of the two countries. Both the parties should negotiate how they normally would.
• The customs of both the countries should be blended.
3. What should be done if negotiations involve several issues, some more difficult than the others?
Answers:
• Start with an easier topic to gain some agreement between parties, then alternate between easy and difficult topics.
• Start with a difficult topic to get one out of the way.
• Negotiate all of the difficult topics first.
• Negotiate all of the easy topics first.
64 NOT Answered Yet Test Questions:
(hold on, will be updated soon)
4. How do you overcome someone who has a wrong bias which is stalling negotiations?
Answers:
• Try to show them their bias is ill founded without insulting them.
• Tell them they are wrong and need to move on.
• Work with their bias as if it were true.
• Agree with their bias but then negotiate as if it doesn't exist.
5. Which of the following is a tactic to get the other side past a difficult topic?
Answers:
• Tell them their point is not valid and you are moving on assuming you are right.
• Ridicule the party.
• Agree with them but bring it up later and argue it further.
• Point out to them the negative consequences of not moving forward.
6. Why is it important to listen carefully to the other side?
Answers:
• Often, there is more to be learned from the other side than just what they are saying by understanding the tone of their voice and their mode of delivery.
• It makes you look attentive.
• You can think of what to say while pretending to listen.
• You can find flaws in their logic and point them out.
7. Which of the following remarks would help negotiations move forward?
Answers:
• "Why can't you just sign the deal?"
• "In an ideal world, what would our deal look like to you?"
• "You are going to give in eventually, why not do so just now?"
• "We hold the upper hand, you'd be smart to sign now."
8. What does a laugh from a party with no reason for it demonstrate?
Answers:
• It demonstrates they are disrespectful to you.
• It demonstrates they don't think you have a strong position.
• It is a nervous laugh that shows the party is uncomfortable.
• It demonstrates they are done with negotiating.
9. Which of the following will help in a stand off situation?
Answers:
• Taking a break
• Screaming at the other side
• Making jokes at the other side's expense
• Letting the other side know they will never win
10. Who should hire the interpreter for the visiting party?
Answers:
• The host as a courtesy
• The visiting party to ensure the interpreter is on their side
• The host so they can use the interpreter to their benefit
• Neither. The visiting party should learn the native language.
11. How can a point which is impassable be potentially solved?
Answers:
• Agree with the other party's position but later on, argue the point again.
• Ask them to give up their position and assure them you will give them a concession later.
• Tell them they will never get their way and they should give in.
• Leave the decision to a third party who is unbiased and agree to let their decision stand.
12. What is meant by negotiating tactics?
Answers:
• The same as strategy
• How you will undermine the other party
• How you can sneak clauses into the final agreement
• The methods you will use to push forward your negotiating strategy
13. What is one of the reasons that can make negotiations difficult?
Answers:
• There is not enough to negotiate for to keep the parties interested.
• Both the parties agree on what to give up.
• There is no lawyer present.
• The parties do not clearly understand what it is the other side is looking to gain.
14. What is the negative aspect of asking questions of the other side?
Answers:
• It gives them more power.
• It can set them off on a tangent.
• It appears that you are confused and not good at negotiating.
• It allows them to talk themselves into wanting more.
15. Which of the following is an important mindset to maintain during negotiations?
Answers:
• Never lose.
• Don't give anything to the other side.
• Make the other side frustrated.
• Never want something too badly.
16. Why is it an advantage to negotiate at your location instead of the other party's?
Answers:
• You know where to send the other side for lunch.
• You can get some work done during breaks.
• There is no advantage.
• You have the home court advantage.
17. What should be done after a deal is closed?
Answers:
• Bring up past issues that were not yet resolved.
• Review the deal outside of the negotiating room to see how it compares with your original expectations.
• Try to slide in additional factors which benefit your side.
• Do not sign until the other party proves their worth.
18. What is the number one rule for negotiating?
Answers:
• Someone wins, someone loses.
• Never give something to the other party without getting something.
• The fastest talker will always win.
• Nobody gets what they want.
19. What would be the proper etiquette when a translator is being used?
Answers:
• Use complicated phrasing.
• Elaborate as much as possible.
• Use short sentences and simple words.
• Use slang.
20. What should be done in a situation where you know you do not have the upper hand?
Answers:
• Let the other side know in advance you are not very good at negotiating.
• Focus on your strengths and use them as much as possible to your advantage.
• Focus on your weaknesses and try to practice making them better during the negotiations.
• Avoid any topics which play against your strengths.
21. How much of the other party's perception of you comes from nonverbal cues?
Answers:
• 1%
• 75%
• 10%
• 100%
22. What act might cause negotiations to move backwards?
Answers:
• Taking the other party out for a meal
• Bringing up an unimportant point when a deal is almost closed
• Offering to pay for the other party's travel
• Signing a contract
23. Why might the other side falsely create a stalemate situation?
Answers:
• They do not know how to negotiate effectively.
• They hope that you will give in.
• They are confused about their position.
• They believe it gives them the upper hand.
24. What should be done when negotiations get stalled?
Answers:
• Yell at the other party and tell them no one leaves until you get your way.
• Get back to the main issues to make sure everyone is clear.
• Refuse to talk.
• Ask for an arbitrator.
25. Why is integrity important in negotiations?
Answers:
• It allows you to get more of what you want.
• It lets you sneak in factors that benefit you.
• It demonstrates to the other party you are true to your word.
• It shows the other party who is in charge.
26. What is the key aspect of preparing for negotiations?
Answers:
• Prepare to be aggressive.
• Know what smoke screens to use to confuse them.
• Know what you want out of the negotiations.
• Have one master plan with no alternatives.
27. What do closed, folded arms typically mean?
Answers:
• Resistance
• Being open to the current topic
• Wanting to leave
• Not listening
28. Which of the following is a powerful tool in the hands of negotiators?
Answers:
• Screaming and yelling
• Telling lies
• Asking questions
• Showing indifference
29. What should be done once all issues have been discussed?
Answers:
• Forget any loose ends and call it done.
• Circle back to any loose ends or items which were previously at an impasse.
• Put in your own terms for any loose ends.
• Sign the final agreement before going back to loose ends.
30. What is the negotiating process in general?
Answers:
• Be prepared, set objectives for the negotiations, work with the other party, finalize agreements
• Know your goals, argue with the other side, get what you want
• Sign an agreement, decide on the largest items first, then the smaller points
• Start with an insult to the other side, write down your demands, tell them you won't negotiate on any of them, and sign an agreement
31. What would someone who leans back in their chair be indicating generally?
Answers:
• They have another point to make.
• They are unreceptive to the current topic.
• They want to close negotiations.
• They are receptive to the current topic.
32. Which of the following is a basic negotiation skill?
Answers:
• Intimidation
• Good listening skills
• Salesmanship
• Ability to lie
33. What should a negotiator who sees the other party say one thing but demonstrate another through their body language think of them?
Answers:
• The other party is lying constantly.
• Their body language is relaying their true feelings.
• They are not very good at negotiating.
• They can manipulate the other party easily.
34. What personality trait would be the most important in a brainstorming session?
Answers:
• Pity
• Flexibility
• Fairness
• Loyalty
35. What does "push the pause button" mean?
Answers:
• A physical button in the room to make everyone stop talking
• Leaving the negotiations because they are not progressing
• Giving the other party something they want
• Taking time to step back and refocus before continuing negotiations
36. Why is it important for the visiting negotiator to use the host country's standard customs?
Answers:
• It makes them think you are submissive and give you the upper hand.
• It will guarantee an easier deal.
• It puts the host at ease and earns the visitor more respect.
• It is usually required by law.
37. Why is it important to constantly view the negotiations from the other side's perspective?
Answers:
• It guarantees you will win.
• You can spot when they are lying.
• It helps you to keep a handle on what their goals are and how negotiations are going with respect to their needs.
• It helps you to know what to give them.
38. Why is it important to recognize the negotiating style of the other party?
Answers:
• You can call them out on the tactics they are using.
• You can use it against them if things get tough.
• You can match their style so everything is level.
• Depending on how they negotiate, different tactics can be used to break stalemates with them.
39. How should someone who uses screaming as a tactic be handled?
Answers:
• Scream back.
• Stay calm; do not stoop to their level.
• Walk out.
• Tell them how bad they are at negotiating.
40. Why is listening important for negotiations?
Answers:
• It gives you time to think about your next move.
• It allows you to clearly understand the other party and what their goals are.
• It makes the other party feel more comfortable.
• It makes the playing field even.
41. Why is it important to map out a strategy for getting what you want out of negotiations?
Answers:
• It guarantees you will win.
• It shows the other side you are more powerful.
• It keeps you from being flexible.
• It sets a roadmap with checkpoints along the way so you can mentally check to make sure the negotiations are going how you want.
42. What is the final skill in negotiating?
Answers:
• The ability to manipulate the other party
• The ability to close a deal
• The ability to push the pause button
• The ability to give up non important aspects
43. Which of the following would be the best way to get a point the other side has made clarified?
Answers:
• Nod your head and move on.
• Keep saying "okay I get it".
• Say "So that I am clear on what you said, here is what I believe you just said" and restate what you think they meant.
• Nod but then say what you want.
44. Which of the following fears might keep negotiations from closing?
Answers:
• Fear of commitment to the final deal
• Fear of winning too many points
• Fear of making the other side feel bad
• Fear of having negotiated false truths
45. Why would it be a disadvantage to write down your points in order to give them to the other side up front?
Answers:
• It only works if both sides do it.
• Virtually, there is nothing left to negotiate for if this is done.
• It is only a disadvantage if you tell the truth.
• The other side may be inspired to do the same.
46. What is the term used for points which you are willing to give up while negotiating?
Answers:
• Rewards
• Items
• Concessions
• Distances
47. Which of the following would be the most useful information to have before starting negotiations?
Answers:
• Knowing the income level of the other negotiator
• Knowing who you are negotiating with
• Knowing where to send the final agreement
• Knowing if the other side has ever been sued
48. Which of the following is a method to buy time in order to consider a point?
Answers:
• Get up and leave without warning.
• Accuse the other side of lying.
• Show non-committal interest.
• Agree and then disagree.
49. How should negotiators use body language during negotiations?
Answers:
• They should use it to send conflicting messages to throw off the other party.
• They should use minimal body language to make it more difficult for the other party.
• They should use lots of eye contact.
• They should ensure their body language matches their position.
50. Will stalemates eventually end up in one party giving in completely?
Answers:
• Yes, always
• No, never
• Yes, sometimes
• No, but some concessions will have to be given.
51. How is being clear important to negotiating?
Answers:
• It gives you legal recourse if the other person later says you lied.
• It allows you to manipulate the other party.
• It makes you feel certain that your message is perceived the way you meant it if relayed clearly.
• It helps accelerate negotiations.
52. How does having a set goal help in the negotiating process?
Answers:
• It gives the negotiator a specific desired achievement to reach for.
• It gives you a starting point to negotiate from.
• It allows you to cut through negotiations and just say what you want.
• It gives the other party an idea of what you want.
53. What should be done when the two parties disagree on a point?
Answers:
• Think about coming back to it later to discuss further.
• Use it as ammunition later.
• Plan to get more out of the other side later on the same point.
• Document it, and move on to the next point.
54. Which of the following remarks would help the other party overcome an objection or tense point?
Answers:
• "Just stop right now."
• "You aren't going to win this one, maybe the next one."
• "I hear what your point is, here is what I can do."
• "If you give in here, I'll give you something later."
55. What should you do if you recognize the other side has gotten emotional about their negotiations?
Answers:
• Attack their position as they are weak.
• Try to postpone negotiations to give them time to regroup.
• Scream at them to overwhelm them further.
• Tell them you are done and walk away.
56. What would someone with arms open and relaxed be indicating generally?
Answers:
• They have another point to make.
• They are not receptive to the current topic.
• They want to close negotiations.
• They are receptive to the current topic.
57. What should a negotiator do if there seems to be no progress and no middle ground?
Answers:
• Stay until something is decided.
• Walk out of the negotiations.
• Decide to negotiate via email instead.
• Leave and let other parties negotiate.
58. Why is a sense of humor important in what should be a serious task?
Answers:
• It throws off the other side.
• It relaxes people and reduces tension.
• It makes your position weaker and should not be used.
• It accelerates negotiations.
59. Why is it important to work with the other party, not against them?
Answers:
• It automatically means you will do better.
• It will allow both sides to benefit the most from negotiations.
• It makes it tougher for the other party to negotiate.
• It makes negotiations move quicker.
60. How can the other side be put at ease?
Answers:
• Roll your eyes at everything they say.
• Acknowledge what the other side is holding to be true.
• Nod your head in agreement with them, but then argue with them.
• Give them a firm handshake.
61. Why is flexibility an important trait in negotiations?
Answers:
• Both parties will have to give some ground in order to reach a meeting point.
• It allows you to sneak in aspects of the contract that benefit you.
• It allows you to see how to manipulate the other party.
• It has no real benefit in negotiations.
62. What should be done if you fail at negotiating a point?
Answers:
• End the negotiations immediately.
• Tell the other party you want to win the next point.
• Learn from the mistake and use the knowledge in further negotiations.
• Consider the negotiations an overall loss.
63. What is the best strategy to use when the other side seemingly has several objections?
Answers:
• Argue with them.
• Tell them up front you plan on winning more than losing.
• Let them know most of them are unfounded.
• Provide solutions to their problems.
64. What part of the body gives the most visual cues?
Answers:
• The hands
• The face
• The legs
• The arms
65. What is an important step post negotiations?
Answers:
• Collect money before performing.
• Make sure the other party performs first.
• Double check the other party's work.
• Follow through with your side of the agreement.
66. Why is it important to watch how much you speak?
Answers:
• You can bore the other side by speaking too much.
• You might say exactly what you want.
• You portray yourself as weak.
• You can give away too much information if you talk too much.
67. What is the best way to keep negotiations moving forward continuously?
Answers:
• Maintain your standards and be consistent.
• Discourage the other side.
• Threaten to leave anytime things start to slow down.
• Set a five minute time limit on all issues.
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