Premium Quiz Display Sample

According to a recent survey, what is the "most effective" tactic used by professional negotiators ?

Example
What are you wiling to pay for the item? What is your budget?
Aim high.
WRONG. Try again.
Split the difference.
WRONG. Try again.
Power of position.
WRONG. Try again.
Interrupting
WRONG. Try again.
Open ended question.
CORRECT!
Explanation
By saying an open ended phrase, such as, "what is it worth to you" you save yourself from negotiating against yourself. If you lead with a number, they may have been willing to offer something more to your liking.

According to one researcher, what is the most effective persuasive technique to use commonality as a way to gain accord?

Example
Teacher trying to engage parental involvement: Most parents who send their children to this school ask about and review homework with their students at night before bed every night.
Describing the action you want the person you are influencing as the same taken because you are likable.
WRONG. Try again.
Describing the action you want the person you are influencing as the same taken because you like the same sports team and grew up in the same town.
WRONG. Try again.
Describing the action you want the person you are influencing as the same taken because everyone else is doing it.
WRONG. Try again.
Describing the action you want the person you are influencing as the same taken by another person who was similarly situated.
CORRECT!
Describing the action you want the person you are influencing as the same taken because there is an immediate emergency.
WRONG. Try again.
Explanation
Commonality works most effectively when we describe people who are similarly situated and said persons took the same path we are asking.

What is the best way to handle the contract with the opposing negotiator who acts against her interest that disadvantages your position as well? Put another way, how can you limit someone from making an irrational decision?

Example
Employees can build wealth by putting a little away for retirement from each paycheck. Your employee's employment contract allows them to auto-withdraw retirement savings. The majority of employees never get around to selecting this option. Companies that preselect even a modest contribution and leave it up to the employee to "opt out" objectively take better care of their employees financially.
Pre-select the most irrational contract terms that favor your side.
WRONG. Try again.
If you do not get along with the opposition, insist that you negotiate directly with the difficult person.
WRONG. Try again.
Nudge them physically very lightly at the start of the negotiation.
WRONG. Try again.
Negotiate terms, then back out and re-negotiate the same terms over.
WRONG. Try again.
Pre-select the most rational and mutually beneficial positions in the contract terms.
CORRECT!
Explanation
Regarding the work of Nobel laureate social economist Dr. Richard Thaler, people often act against their interests and the "reasonable person" is an anomaly. We can preselect the right choice and "nudge" them to act within their interests.

According to Dr. Robert Cialdini, what is the most persuasive technique to get someone honor your request?

Example
You want your facility visitors to comply with safety standards. You are considering how to increase compliance.
Explain how the majority of people took a similar approach to a related situation.
WRONG. Try again.
Present data, facts and statistics clearly demonstrating your request is the most rational.
WRONG. Try again.
Simply ask them to honor your request.
WRONG. Try again.
Explain how similarly situated persons took the same action you are asking them to take showing them data to support this.
CORRECT!
Threaten them with a detailed explanation of the concept of opportunity cost.
WRONG. Try again.
Explanation
Similarly situated people like to follow the heard, a form of social proof.

What negotiations typically have a higher risk of ending in non-performance, dispute, or even litigation?

Example
You are working on a complex multi-party deal to create a community outreach program. Five groups are represented but three of the groups are much smaller than the two anchor groups.
Deals where one party is relatively larger than the other party and the smaller party was intimidated and would not prevail in litigation.
WRONG. Try again.
Deals where everyone thinks they have a "win-win."
WRONG. Try again.
Deals where parties feel disenfranchised, for example in deals that they feel they did not materially participate in the end result or were ignored.
CORRECT!
Deals where people had low blood sugar during the negotiation.
WRONG. Try again.
Deals where parties objectively were disenfranchised, that they made a bad deal when they added up the numbers.
WRONG. Try again.
Explanation
According to researchers at Washington University in St. Louis Law School, people who feel enfranchised in the transaction are more likely to be happy with it. This phenomenon is true, regardless of the basis of the underlying deal, if one party subjectively believes they contributed, even if they did not.

What behavior typically is evidenced in multi-party negotiations?

Example
You are working on a complex multi-party deal to create a community outreach program. Seven groups are represented.
Side conversations.
WRONG. Try again.
Posturing.
WRONG. Try again.
End arounds.
WRONG. Try again.
All the above
CORRECT!
Coalition forming.
WRONG. Try again.
Explanation
Multi-party dynamics are complex and posturing will occur when one party needs to show dominance for whatever reason; coalitions will form to aggregate interests; side conversations in and out of the negotiation will happen as well as parties trying to undermine authority of the negotiators.

What is the most effective technique to persuade used by democratically elected politicians and despots alike?

Example
You are running a campaign for city counsel, the economy is not that bad and the city pretty well run.
Crisis
CORRECT!
Abundance
WRONG. Try again.
Commonality
WRONG. Try again.
Majority rules.
WRONG. Try again.
Authority
WRONG. Try again.
Explanation
Phrasing policies in terms of crisis is a scare tactic used in all forms of government.

Which of the following is an example of the negotiation persuasive tactic of escalation to authority?

Example
You are trying to close and get someone to buy a luxury car.
I have to talk to my wife
CORRECT!
Sending an unusually attractive negotiator to stand in for the party funding the transaction.
WRONG. Try again.
The situation is unique and the resource is scarce.
WRONG. Try again.
Showing how everyone else is doing it.
WRONG. Try again.
Demonstrating how the parties have a lot in common.
WRONG. Try again.
Explanation
When the decision maker is not at the table, a deferral to a superior authority, such as a boss, wife or information may be made.

What is the best time to negotiate if you are asking for agreement?

Example
You have a long negotiation ahead of you and blocked out 9 a.m. - 11 p.m. and you are trying to strategize when you should make your one request.
5:00 a.m.
WRONG. Try again.
11:30 a.m.
WRONG. Try again.
2:30 p.m.
WRONG. Try again.
6:00 p.m.
WRONG. Try again.
9:00 a.m.
CORRECT!
Explanation
Glucose levels are optimal at the start of the day and according to the Israeli parole board studies, earlier meetings were more likely to obtain agreement that later ones when glucose levels are low (before lunch or late in the day).

What negotiation situation provides you with the most information?

Example
You are negotiating a contract with an independent contractor for a complex information technology
Text
WRONG. Try again.
Written documents or mail exchange
WRONG. Try again.
Telephone
WRONG. Try again.
Email
WRONG. Try again.
Face to face
CORRECT!
Explanation
Many studies demonstrate that we get more information in the form of body language, volume and tone of voice face to face - between 50-80% more.

What tactile operational aspect makes negotiators more agreeable?

Example
A face to face negotiation is being conducted for a used car.
Shaking hands and holding the person's whole hand, you are shaking shoulder simultaneously.
WRONG. Try again.
Giving someone a dollar or coin to hold
WRONG. Try again.
Shaking hands
WRONG. Try again.
Holding a warm beverage
CORRECT!
Oblique body stance with shoulders rubbing
WRONG. Try again.
Explanation
"Tenting fingers"

How much eye contact is appropriate to persuade?

Example
A face to face negotiation is being conducted for a used car.
As little eye contact with person of opposite sex as possible; more eye contact with a person of the same sex
WRONG. Try again.
Look slightly above the person's head
WRONG. Try again.
Maintain an eye-lock as long as comfortable for the duration of the engagement
WRONG. Try again.
No more than a few seconds, then look up slightly
CORRECT!
Twenty seconds, then break by looking down.
WRONG. Try again.
Explanation
Fast eye contact with a look down throughout the negotiation

What is the most reliable way to detect deception?

Example
You are negotiating with someone in the ordinary course of business .
Prior dealings
CORRECT!
Study of cultural norms
WRONG. Try again.
Blink rate
WRONG. Try again.
Folded arms
WRONG. Try again.
Self soothing behavior
WRONG. Try again.
Explanation
Stuttering

What is the most effective way to deal with a person, with whom you must negotiate with, who is irrational and may have serious personality defects?

Example
A person you negotiate who is rude, cuts you off, or is very difficult, but you must as they are a sole supplier, former spouse you must co-parent with, or bad neighbor in a belligerent state.
Study the psychology
WRONG. Try again.
Have them sit with facing the sun or light source
WRONG. Try again.
Use an intermediary
CORRECT!
Avoid them
WRONG. Try again.
Seed the room with oxytocin
WRONG. Try again.
Explanation
Turn the room temperature down

What is the single best way to prevail in a negotiation?

Example
You have a week to negotiate and you want to ensure you do your best
Insist on face to face negotiation
WRONG. Try again.
Make a plan
CORRECT!
Study the top tactics and use them
WRONG. Try again.
Hire an intermediary
WRONG. Try again.
Bring two people and "tag team" with a good cop / bad cop strategy
WRONG. Try again.
Explanation
Act irrationally

According to Dr. Linda Babcock, what is the best way for females to increase the probability their work requirement needs such as salary, preferred projects, and benefits are met?

Example
You are an attorney working at a law firm.
Use market data to explain how women are paid less than men.
WRONG. Try again.
Ask for what you want specificallyAim high and negotiate down to market rate
CORRECT!
Take the boss to coffee and see where the company is at as far as meeting your needs.
WRONG. Try again.
Build rapport by leading with special needs regarding extra vacation, overtime and time off for personal needs.
WRONG. Try again.
Aim high and negotiate down to market rate
WRONG. Try again.
Explanation
Start to organize a union.

How can you tell if people are ready to terminate the negotiation generally in a face to face negotiation ?

Example
You are in a conference room negotiating the restrictions on disclosure of financial information.
They are rubbing the bottom of their chin.
WRONG. Try again.
They begin to take copious notes.
WRONG. Try again.
They are crossing their arms.
WRONG. Try again.
Their feet are pointing to the door.
CORRECT!
They are yawning.
WRONG. Try again.
Explanation
They look out the window or at artwork.

What is a method to get pass an impasse?

Example
Neither party is willing to give on an issue.
Reduce expectations
WRONG. Try again.
Share information to build trust
CORRECT!
Speak in higher volumes
WRONG. Try again.
Silence
WRONG. Try again.
Offer to split the difference
WRONG. Try again.
Explanation
Walk out

According to Fisher and Ury, what is a method of solving problems in an negotiation where both what the same thing?

Example
You are negotiating over a fruit delivery of oranges.
Focus on interests, not positions
CORRECT!
Focus of the people and personalities, not the problems
WRONG. Try again.
Split the difference
WRONG. Try again.
Focus on relative positions, not interests
WRONG. Try again.
Do everything you can to create a win win-win, even if you "lose"
WRONG. Try again.
Explanation
Smile

According to Dr. Paul Eckman, are facial expressions culturally based?

Example
You are trying to see if your offer is liked by the opposing party
Only in Central Asia
WRONG. Try again.
Sometimes
WRONG. Try again.
Yes
WRONG. Try again.
No
CORRECT!
Only in Western Europe and North America
WRONG. Try again.
Explanation
Only in remote cultures in Pau Pau New Guinea

According to Margaret Meade, are facial expressions culturally based?

Example
You are trying to see if your offer is liked by the opposing party
Only in Central Asia
WRONG. Try again.
Sometimes
WRONG. Try again.
Yes
CORRECT!
No.
WRONG. Try again.
Only in Western Europe and North America
WRONG. Try again.
Explanation
Only in remote cultures in Pau Pau New Guinea

According to Dr. Paul Eckman, is macro body language culturally based?

Example
You are trying to see if your offer is liked by the opposing party
Sometimes
WRONG. Try again.
Only in Central Asia
WRONG. Try again.
Only in Western Europe and North America
WRONG. Try again.
No.
WRONG. Try again.
Yes
CORRECT!
Explanation
Only in remote cultures in Pau Pau New Guinea

According to Margaret Meade, is macro body language culturally based?

Example
You are trying to see if your offer is liked by the opposing party
Yes
CORRECT!
Only in Western Europe and North America
WRONG. Try again.
Only in Central Asia
WRONG. Try again.
Sometimes
WRONG. Try again.
No.
WRONG. Try again.
Explanation
Only in remote cultures in Pau Pau New Guinea

What part of your face shows that your smile, or sense of joy, is genuine?

Example
You made an offer on Skype and the other party says they like the way you do business and smiles at you.
Mouth
WRONG. Try again.
Teeth show
WRONG. Try again.
Dimples show
WRONG. Try again.
Forehead wrinkles
WRONG. Try again.
Eyes
CORRECT!
Explanation
Nostrils flair

You make an offer in a face to face negotiation and the person you are negotiating against begins to rub their knee. From an emotional state, one explanation as to this behavior is that this person is:

Example
Experiencing stress
CORRECT!
Angry
WRONG. Try again.
Telling the truth
WRONG. Try again.
Lying
WRONG. Try again.
Fearful
WRONG. Try again.
Explanation
According to Navarro, people engage in "self soothing" behavior when they hear something stressful.

In 2003 American Airlines negotiated the union's reduction of salary around 15-20%; In return, the key executives got stay-on bonuses equal to 200% of their salary. What was the result?

Example
The Union accepted the bonus but negotiated a stay on bonus of their own
WRONG. Try again.
The key executives dropped their bonus demand by 100%
WRONG. Try again.
The EEOC filed a complaint.
WRONG. Try again.
The Union, perceiving unfairness, reneged and the CEO resigned
CORRECT!
The Union negotiated a 25% pay increase.
WRONG. Try again.
Explanation
Researchers George Loewenstein, Leigh Thompson, and Max Bazerman demonstrated that negotiator satisfaction is affected by "social utility" – the comparisons people make between their outcome and their counterpart’s outcome. American Airlines workers wanted shared sacrifice.

Management is interested in fast resolution to a union wage dispute. Should management share aggregated complete data of all past negotiations to determine an offered salary or just use a sample set of the data describing similarly situated union workers last year to prove its point, even if the aggregated complete data is more supportive of a better management position?

Example
Use aggregated complete data first, then use a subset to show how fair you are.
WRONG. Try again.
Use more authoritative Bureau of Economic Affairs data.
WRONG. Try again.
Use neither but aim high.
WRONG. Try again.
Use the sample set.
CORRECT!
Use the aggregated data.
WRONG. Try again.
Explanation
"Social comparison" - how we perceive fairness based on deals of similarly situated negotiators - Maurice Schweitzer and Nathan Novemsky note that we tend to look at small personally connected sample sets, not the overall data, this allows the advocate to choose a complimentary data set that appeals.

According to five different studies, should individual negotiators use sympathy to gain advantage?

Example
No
WRONG. Try again.
In Organizational Behavior and Human Decision Processes, Volume 131, IPages 95-109, Aiwa Shirako, Gavin J. Kilduff, and Laura J. Kray show rational appeals are less successful than sympathetic appeals.
WRONG. Try again.
Yes
CORRECT!
Explanation

What foods reduce negotiation anxiety?

Example
Sauerkraut, kimchi, kombucha, and other fermented foods can improve negotiation performance for anxiety sufferers.
Raw foods
WRONG. Try again.
Cooked foods
WRONG. Try again.
Carbohydrates
WRONG. Try again.
Fermented
CORRECT!
Protein rich foods
WRONG. Try again.
Explanation
Anxiety is common in negotiators and diet is a factor, fermented foods reduce anxiety. Matthew R. Hilimire, Jordan E. DeVylder, Catherine A. Forestell. Fermented foods, neuroticism, and social anxiety: An interaction model. Psychiatry Research, 2015; 228 (2): 203 DOI: 10.1016/j.psychres.2015.04.023

Game theory is:

Example
Seminal work from. Morgenstern, Oskar, and John Von Neumann. Theory of Games and Economic Behavior. Princeton University Press, 1980.
A scenario generation activity using electronic gaming devices to practice negotiated outcomes.
WRONG. Try again.
A compilation of outcomes plotted against time and resources and psychological makeup of negotiation participants.
WRONG. Try again.
A practice role playing exercise that negotiators typically do before a negotiation.
WRONG. Try again.
Unproven science as it is only a theory.
WRONG. Try again.
A statistical method that uses possibilities, probabilities, and payoff to guide a negotiation, military and economic behavior among others.
CORRECT!
Explanation
Morganstern, Nash, Von Neumann, Morgan, and others pioneered the science; originally used to predict the location of German U-Boats in World War II's Battle of the Atlantic.

Game theory problems expressed in the normative form look like:

Example
None of the above
WRONG. Try again.
A Venn diagram
WRONG. Try again.
A decision tree
WRONG. Try again.
A logical flow chart
WRONG. Try again.
A matrix
CORRECT!
Explanation
The Prisoner's Dilemma is the most often used matrix table in the classic example of game theory.

Game theory problems expressed in the extensive form look like:

Example
A decision tree
CORRECT!
None of the above
WRONG. Try again.
A matrix
WRONG. Try again.
A logical flow chart
WRONG. Try again.
A Venn diagram
WRONG. Try again.
Explanation
Game theory in the extensive for has parties listed with each decision point being split.

Negotiation expectations can help solve a problem by what mechanism?

Example
Asking to meet for coffee will not end in you getting what you want. Asking to meet at 10a.m. at Quak's Coffee House downtown on Tuesday the 21st of November is more likely to get acceptance.
Focal point
CORRECT!
Win-win
WRONG. Try again.
Generalities
WRONG. Try again.
Empathy
WRONG. Try again.
Semi-logic analysis (SLA)
WRONG. Try again.
Explanation
Abstractions are difficult to solve problems. Schelling, Thomas C. The strategy of conflict. Harvard University Press, 1980. Abstractions are difficult to solve problems. Schelling, Thomas C. The strategy of conflict. Harvard University Press, 1980.

Who is attributed with the following quote in the field bargaining behavior: "In general terms, we idealize the bargaining problem by assuming that the two individuals are highly rational, that each can accurately compare his desires for various things, that they are equal in bargaining skill, and that each has full knowledge of tastes and preferences of the other."?

Example
Game theory began assuming rational behavior; later researchers contemplate irrational behavior, which is often more likely. See Richard Thaler.
John Nash
CORRECT!
Richard Thaler
WRONG. Try again.
Explanation
Presuming rational behavior is large part of Nash, John F. “The Bargaining Problem.” Econometrica 18.2 (1950): 155-162. Presuming rational behavior is large part of Nash, John F. “The Bargaining Problem.” Econometrica 18.2 (1950): 155-162.

Who is attributed with the following quote in the field bargaining behavior: “A choice architect has the responsibility for organizing the context in which people make decisions.”?

Example
John Von Neumann
WRONG. Try again.
Oskar Moregnstern
WRONG. Try again.
John Nash
WRONG. Try again.
T.C. Shelling
WRONG. Try again.
Richard Thaler
CORRECT!
Explanation
Nudge

All things being equal, hourly pricing allocates risk from buyer to seller?

Example
Time and materials is a low risk contract for the service provider. Fixed fee can be a high risk for seller.
FALSE
CORRECT!
TRUE
WRONG. Try again.
Explanation

All things being equal, flat or fixed fee pricing allocates risk from buyer to seller?

Example
Time and materials is a low risk contract for the service provider. Fixed fee can be a high risk for seller.
TRUE
CORRECT!
FALSE
WRONG. Try again.
Explanation

Micro expressions were pioneered by which researcher who studied the detection of deception?

Example
Smiling but no eye wrinkle is a mainstay of many politicians. When the eyes wrinkle, true joy is evident.
T.C. Shelling
WRONG. Try again.
Richard Thaler
WRONG. Try again.
John Von Neumann
WRONG. Try again.
Paul Eckman
CORRECT!
Margaret Meade
WRONG. Try again.
Explanation
Dr. Paul Eckman studied the short, sometimes fractional second expressions people make unconsciously. They reveal how they feel in their present state (which may or may not have to do with the issue at hand).

Non-coercive public policy negotiation issues are indicated by which concept according to Richard Thaler?

Example
Pre selecting contributions to retirement investment or resigning exact healthcare policy rather than dong the new one over is common.
Socialism
WRONG. Try again.
Libertarian Paternalism
CORRECT!
Social Democracy
WRONG. Try again.
Libertarianism
WRONG. Try again.
Reasonable Man
WRONG. Try again.
Explanation
Dr. Richard Thaler, in his book "Nudge" he co-authored with Cass Sunstein, stands for the proposal that people act against their interests and by preselecting the right decision, while allowing them to opt out, better, lower cost economic decisions are made.

Many Asian cultures, such as the culture in much of mainland China, is concerned with what principle?

Example
The Wall Street Journal reported large US money center banks used to secure payment on accounts payable by showing the non-paying manager photos of his boss at negotiations saying "what will I tell him is going on?"
Vociferousness
WRONG. Try again.
Aggression
WRONG. Try again.
Saving Face
CORRECT!
Supreme Value of Contracts
WRONG. Try again.
Quick Deal Making
WRONG. Try again.
Explanation
In negotiating, saving face and not looking bad in front of your betters is a keystone to Chinese culture. In Chin-Ning Chu's book, "The Chinese Mind Game" the intricacies of eastern negotiation are explored.

In international negotiations, should we rely on local talent to assist us, as first described in The Art of War by Tsun Su? Why?

Example
Getting a trustworthy local interpreter is more than translation services, but a local face and custom that are essential boosts to persuasion.
No. Tsun Su is a military text and has nothing to do with other human affairs.
WRONG. Try again.
No. Foreigners cannot be trusted and often abuse westerner’s naiveté.
WRONG. Try again.
Yes. Appeal to extreme nationalistic means is a cornerstone of many cultures, such as the Chinese, Japanese, and Koreans.
WRONG. Try again.
No. There are too many variables that immediately discount the value of local guides.
WRONG. Try again.
Yes. Using local guides, experts in a country in a particular field, allows you to take full advantage of the circumstances.
CORRECT!
Explanation
The Art of War, Chapter 7, "Military Maneuvers" explains how local guides are essential in winning the day, as foreigners by themselves, may not be trusted, but engaging a local shows a commonality link in the negotiation.

What Chinese negotiation strategy is typical?

Example
A good [person] never fights a losing battle.
If I am losing, I will freeze, wait, then advance to win.
WRONG. Try again.
A warrior will fight on regardless of the stakes for honor of ancestors, even if it is futile.
WRONG. Try again.
If I can fight and win, I will fight. If I cannot win, I will flee.
CORRECT!
Retreat is not a form of advance.
WRONG. Try again.
A concession is always a retreat.
WRONG. Try again.
Explanation
Chin-Ning Chu talks of the concept in Chinese business that "Retreat is another form of advance" to demonstrate the serial and long term approach to negotiation. It is a process not an event, a journey, not a summit. To the patient go the spoils.

36 Strategies is a book on negotiation that is how old and from what culture?

Example
Many of these strategies are in people's lives in tales and children storybooks.
4000. Persian.
WRONG. Try again.
1000. Mayan.
WRONG. Try again.
2000. Roman.
WRONG. Try again.
2500. Judean.
WRONG. Try again.
1500. Chinese.
CORRECT!
Explanation
36 Strategies is a historical book that is 1500 years old that explains the principles of Chinese stratagems.

What are the three fairness criteria espoused by Robert Fisher and William Ury?

Example
  1. Both parties have a deal;
  2. If no deal is had, the parties know their Best Alternative to Negotiated Agreement (BATNA);
  3. The parties creatively solved problems.
WRONG. Try again.
  1. Is a win-win for both parties;
  2. Gets basic needs met but not all wants;
  3. Leaves the parties pleased.
WRONG. Try again.
  1. Produce a wise agreement if agreement is possible;
  2. Be efficient;
  3. Improve or not diminish the relationship between the parties.
CORRECT!
  1. Produce a solid agreement;
  2. Know that relationships are recurring and avoid alienation;
  3. Take as much time as needed to forge a durable deal.
WRONG. Try again.
  1. Parties are enfranchised with a durable deal;
  2. Negotiation ju-jitsu is practiced as needed;
  3. Mutual benefit is explored.
WRONG. Try again.
Explanation
Getting to Yes is an important work on negotiation basics for beginners. Good agreements should be smart, cost effective, and not alienate, generally.

What is the strongest agreement elementally?

Example
"The parties agree to create standards of performance in the future in contemplation of a contract."
An agreement with substantive and unconditional covenants.
CORRECT!
An agreement that is flexible with provisional covenants.
WRONG. Try again.
An agreement with procedural strengths and contingent performance.
WRONG. Try again.
An agreement that solves part of the issues agreed upon while allowing fundamental principles to be agreed upon.
WRONG. Try again.
An agreement reviewed by an attorney.
WRONG. Try again.
Explanation
The more flexible the agreement and the more non-substantive, the more difficult the enforcement of the benefit of the bargain becomes.

Generally, what is the lowest risk contract?

Example
A PDF with signatures between the parties is valid in most western jurisdictions.
A negotiated contract that is electronically signed and reviewed by an attorney.
CORRECT!
An oral contract that restates unwritten practices for years practice.
WRONG. Try again.
Prior dealings of the parties as memorialized by standards.
WRONG. Try again.
An agreement to agree on substantive provisions.
WRONG. Try again.
A series of emails between the parties.
WRONG. Try again.
Explanation
An electronically signed contract is valid in the United States and many countries. In the various states in the United States, the Uniform Electronic Transactions Act is the law in 47 states and various territories, and federally, the E-Sign act protects the validity of electronic signatures.

Generally, what is essential to financially support an indemnity provision?

Example
Contractual terms such as: Indemnity; damages limitation; warranty; disclaimer; representation waiver, and insurance provisions work together in a contract to ensure risk loss management.
Insurance
CORRECT!
Warranty
WRONG. Try again.
Representation
WRONG. Try again.
Secured Interest
WRONG. Try again.
Commercial Paper
WRONG. Try again.
Explanation
Indemnity ensures a party will make good on things they bring to the deal that go sideways, such as third party claims. Insurance demonstrates an ability to actually make good and defend the claim.

Generally, what is the highest risk payout scheme in a deal?

Example
In an merger and acquisition transaction, some money is paid up front, but the remainder is paid out over five years based on the price of gold. A better choice is corporate performance. Note that long payouts do not favor the seller. Much can happen over time.
A five year payout based on an standard commodity unrelated to the contract performance.
CORRECT!
A four year payout based on the value of the transaction subject.
WRONG. Try again.
Fixed price.
WRONG. Try again.
A one year payout based on LIBOR.
WRONG. Try again.
A success fee.
WRONG. Try again.
Explanation
Longer term generally means higher risk. A commodity outside the deal as a "standard" has no incentive for the parties to manage performance.

Generally, when is coercion appropriate in a business negotiation?

Example
Threatening a large severance payment at termination based on the threatening employee feeling "uncomfortable in the work place" even though no laws were broken.
When impropriety is present
WRONG. Try again.
Never
CORRECT!
When the other side uses it.
WRONG. Try again.
When lives are on the line
WRONG. Try again.
When laws are likely to be broken
WRONG. Try again.
Explanation
Coercion or the practice of persuading someone to do something by using force or threats is a losing if not illegal strategy
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