1. Negotiation is an integral aspect of management.
2. When one or both parties see a situation as one in which one party will lose or gain something
in exchange for the other party’s loss or gain, a negotiation strategy is best.
3. Research indicates that managers are less frequently involved in third-party negotiations.
4. A good negotiator never loses ground.
5. It might be appropriate to make concessions during negotiations in order to preserve the
working relationship.
6. Since negotiation tactics differ from culture to culture, both national and organizational culture
must be considered when negotiating.
7. Managers will have more power in the negotiation process if they appear less confident than
8. The purpose of the negotiation process is to maximize your advantage.
9. The maximum acceptable outcome and the least supportable outcome are flexible guideposts
for negotiations.
10. BATNA and LAO are essentially the same result.
11. Time constraints are irrelevant in negotiations.
12. The environment is important when negotiating because it impacts the amount of control each
party may exercise over the physical site arrangements as well as the psychological climate in
which the exchange occurs.
13. Side-by-side seating indicates cooperation, while face-to-face seating indicates competition.
14. The nonverbal message is the predominant form of communication in negotiation.
15. In the United States, the accepted practice in negotiations is to begin with a general
conversation on neutral topics.
16. Negotiators expect each other to make an equal number of concessions in negotiations.
17. Written media plays an important role in negotiation. The most common is the letter of intent.
18. Written correspondence can soothe an emotional situation.
19. Men initiate negotiations four times more often than women do.
20. When negotiating, managers should never use their networks.
21. Women put themselves at a disadvantage during negotiations when they
22. To develop a negotiation strategy systematically one must analyze
23. In order to truly understand someone, one must
26. Which tactic is not wise to employ during negotiations?
27. Research studies showed which of the following seating arrangements to be the most
preferred configuration in competitive relationships?
28. Birdwhistell found that if a manager wants to create stress in an opponent, he or she may
29. Which question should you ask if you want a particular answer?
30. Which question in the negotiation process is asked not to get an answer but for effect?
31. Which is not a successful strategy for avoiding an answer?
32. Which of the following is an alternative to avoid answering a question during negotiations?
33. Written media as a negotiation can be used to
34. Which of the following is a strategy that can assist in combining aspects of communication?
35. The strategy used to create illusions without the use of lies or outright misrepresentation is
known as
36. Which strategy is used to attach one idea to the other?
37. Which strategy lets an opponent know this is the best offer, and it represents the maximum
goal adjustments a person is willing to make?
38. When negotiating, which factors must be kept in balance?
39. In terms of conflict resolution strategies, what is negotiation?
40. Collective bargaining is a type of
41. The conflict resolution strategy closest to negotiation is
42. Which layer of the strategic communication model is relevant to negotiation?
43. The furthest point from the LAO that the negotiator can reasonably justify is called the
44. When should a manager decide on a BATNA?
45. When is the best time to initiate a negotiation?
46. Which is the best location for a negotiation?
47. Define MSO and LAO in a negotiation. Give an example of each.
48. Define BATNA in a negotiation. Give an example.
49. What is the best way to arrange the conference room or office in which negotiations are to
take place? Consider not only arrangement but also the distance between items.
Type: E
50. How is the language used in a negotiation similar to and different from the language used in
other managerial communication situations?