Chapter 9 Review Questions

Let us see how much you have learned in this chapter by going over these review questions.

  1. Successful negotiators enter each negotiation with what kind of attitude and purpose?
    1. I lose and you lose.
    2. I lose and you win.
    3. I win and you lose.
    4. I win and you win.
    5. Win at all cost.

  2. Why do negotiations fail?
    1. Bad body language
    2. Both parties have too many weaknesses.
    3. Goverment gets involved
    4. Lack of communication
    5. Lack of patience

  3. In order to determine the strength of your position, before entering into any negotiation, you should evaluate each of the following factors except for which one?
    1. Greed
    2. Knowledge
    3. Need
    4. Options
    5. Time

  4. Skilled negotiators do all of the following except which one?
    1. Always have at least two people on their side.
    2. Know how to delay the negotiation if they reach a difficult point.
    3. Make one small concession after another.
    4. Set in their minds a firm position of the minimum they will accept before starting the negotiations.
    5. Volunteer to draft the agreements.

© 2004 John Michael Pierobon