Question 1

Planning is critically the most important activity in negotiation.

Question 1 options:

True

False

Question 2

Effective goals must be concrete, specific, and preferably measurable.

Question 2 options:

True

False

Question 3

The dominant force for success in negotiation is in the planning that takes place prior to the dialogue.

Question 3 options:

True

False

Question 4

Negotiators who are better prepared have numerous advantages.

Question 4 options:

True

False

Question 5

Gathering information about the other party is a critical step in preparing for negotiation.

Question 5 options:

True

False

Question 6

Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Question 6 options:

True

False

Question 7

A negotiator's unilateral choice of strategy is reflected in the answers to two simple questions:

1. How much concern does the actor have for achieving the substantive outcomes at stake in this negotiation?

2. How much concern does the negotiator have for the current and future quality of the relationship with the other party?

Question 7 options:

True

False

Question 8

Negotiators who are completely open and tell the other party everything expose themselves to the risk that the other party will take advantage of them

Question 8 options:

True

False

Question 9

Negotiators who believe everything the other party tells them make themselves vulnerable to being taken advantage of by the other party.

Question 9 options:

True

False

Question 10

Negotiators who do not believe anything that the other party tells them will have a very difficult time reaching an agreement.

Question 10 options:

True

False