QUESTION $12$

With regard to ethically$-$questionable behavior in negotiation, which of the following scenarios is the best example of attacking your opponent's network?

Threaten to negatively recount their negotiation behavior with their boss, who happens to be a close friend of yours

Gain information about their position by talking to one of their former teammates

Make a demand so high or low that it undermines their confidence in their ability to negotiate

Deny the validity of information that your opponent has that weakens your position, even if it's true

QUESTION $13$

With regard to ethically$-$questionable behavior in negotiation, which of the following scenarios is the best example of inappropriate information gathering?

Make a demand so high or low that it undermines their confidence in their ability to negotiate

Intentionally misrepresent the progress of negotiations to your constituency in order to make your own position appear stronger.

Gain information about their position by talking to one of their former teammates

Deny the validity of information that your opponent has that weakens your position, even if it's true

QUESTION $14$

Which is most true about when people are likely to lie in negotiation?

Having a close personal relationship will motivate people to get away with lying

When the stakes are high, people may be more likely to lie

The more you can refer to objective facts, the less likely people will lie

Having multiple parties in a negotiation can keep people from lying