Premium Quiz Display Sample
According to a recent survey, what is the "most effective" tactic used by professional negotiators ?
What are you wiling to pay for the item? What is your budget?
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?
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.
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?
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.
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?
You want your facility visitors to comply with safety standards. You are considering how to increase compliance.
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?
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.
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?
You are working on a complex multi-party deal to create a community outreach program. Seven groups are represented.
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?
You are running a campaign for city counsel, the economy is not that bad and the city pretty well run.
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?
You are trying to close and get someone to buy a luxury car.
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?
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.
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?
You are negotiating a contract with an independent contractor for a complex information technology
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?
A face to face negotiation is being conducted for a used car.
"Tenting fingers"
How much eye contact is appropriate to persuade?
A face to face negotiation is being conducted for a used car.
Fast eye contact with a look down throughout the negotiation
What is the most reliable way to detect deception?
You are negotiating with someone in the ordinary course of business .
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?
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.
Turn the room temperature down
What is the single best way to prevail in a negotiation?
You have a week to negotiate and you want to ensure you do your best
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?
You are an attorney working at a law firm.
Start to organize a union.
How can you tell if people are ready to terminate the negotiation generally in a face to face negotiation ?
You are in a conference room negotiating the restrictions on disclosure of financial information.
They look out the window or at artwork.
What is a method to get pass an impasse?
Neither party is willing to give on an issue.
Walk out
According to Fisher and Ury, what is a method of solving problems in an negotiation where both what the same thing?
You are negotiating over a fruit delivery of oranges.
Smile
According to Dr. Paul Eckman, are facial expressions culturally based?
You are trying to see if your offer is liked by the opposing party
Only in remote cultures in Pau Pau New Guinea
According to Margaret Meade, are facial expressions culturally based?
You are trying to see if your offer is liked by the opposing party
Only in remote cultures in Pau Pau New Guinea
According to Dr. Paul Eckman, is macro body language culturally based?
You are trying to see if your offer is liked by the opposing party
Only in remote cultures in Pau Pau New Guinea
According to Margaret Meade, is macro body language culturally based?
You are trying to see if your offer is liked by the opposing party
Only in remote cultures in Pau Pau New Guinea
What part of your face shows that your smile, or sense of joy, is genuine?
You made an offer on Skype and the other party says they like the way you do business and smiles at you.
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:
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?
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?
"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?
What foods reduce negotiation anxiety?
Sauerkraut, kimchi, kombucha, and other fermented foods can improve negotiation performance for anxiety sufferers.
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:
Seminal work from. Morgenstern, Oskar, and John Von Neumann. Theory of Games and Economic Behavior. Princeton University Press, 1980.
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:
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:
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?
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.
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."?
Game theory began assuming rational behavior; later researchers contemplate irrational behavior, which is often more likely. See Richard Thaler.
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.”?
Nudge
All things being equal, hourly pricing allocates risk from buyer to seller?
Time and materials is a low risk contract for the service provider. Fixed fee can be a high risk for seller.
All things being equal, flat or fixed fee pricing allocates risk from buyer to seller?
Time and materials is a low risk contract for the service provider. Fixed fee can be a high risk for seller.
Micro expressions were pioneered by which researcher who studied the detection of deception?
Smiling but no eye wrinkle is a mainstay of many politicians. When the eyes wrinkle, true joy is evident.
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?
Pre selecting contributions to retirement investment or resigning exact healthcare policy rather than dong the new one over is common.
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?
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?"
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?
Getting a trustworthy local interpreter is more than translation services, but a local face and custom that are essential boosts to persuasion.
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?
A good [person] never fights a losing battle.
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?
Many of these strategies are in people's lives in tales and children storybooks.
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?
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?
"The parties agree to create standards of performance in the future in contemplation of a contract."
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?
A PDF with signatures between the parties is valid in most western jurisdictions.
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?
Contractual terms such as: Indemnity; damages limitation; warranty; disclaimer; representation waiver, and insurance provisions work together in a contract to ensure risk loss management.
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?
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.
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?
Threatening a large severance payment at termination based on the threatening employee feeling "uncomfortable in the work place" even though no laws were broken.
Coercion or the practice of persuading someone to do something by using force or threats is a losing if not illegal strategy