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Negotiation 101 Practice Test: Managing Difficult Negotiations
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Negotiation 101 Practice Test: Managing Difficult Negotiations
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19 Questions

1. Relating to difficult people in negotiation or other highly charged, results-oriented exchanges is
2. The strategy of disarmament includes:
3. In Ury's strategy for managing difficult negotiations, he sees five challenges: 1) don't react, 2)disarm them, 3) change the game, 4) make it easy for them to say yes, and 5)
4. The essence of Ury's 'breakthrough approach' is direct action.
5. The essence of Ury's 'breakthrough approach' is direct action.
6. A tactic that is ignored is essentially a tactic
7. When emotions run wild, they can be detrimental to the process, distorting perceptions anddiverting attention from the real issues.
8. One goal of negotiators should be to ensure the broader application of integrative negotiatingunder appropriate circumstances in order to produce better agreements.
9. Pressure tactics lead the other party to realize that the status quo is acceptable, and theymake explicit the costs of not negotiating.
10. Negotiators should not tell the other party that they are aware of what he or she is doing whenthey use hard tactics.
11. It is important negotiators consider the shadow negotiation carefully before meeting with theother party so they
12. Strategic levers available to help people navigate the shadow negotiation include power moves, appreciative moves and one other of the following.
13. Temperate phrasing involves choosing language carefully to deliver a message that willprovoke the other side.
14. The pervasive unhappiness resulting from the use of ultimatums will not taint future dealingsbetween the parties.
15. The pervasive unhappiness resulting from the use of ultimatums will not taint future dealingsbetween the parties.
16. Sharing power will facilitate the integrative negotiation process and lead to a betteragreement.
17. Sharing power will facilitate the integrative negotiation process and lead to a betteragreement.
18. In Ury's strategy for managing difficult negotiations, he sees five challenges: 1) don't react, 2)disarm them, 3) change the game, 4) make it easy for them to say yes, and 5)
19. When emotions run wild, they can be detrimental to the process, distorting perceptions anddiverting attention from the real issues.

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