Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised?

Under which of the following questions of protocol would you find a bargaining relationship discussion about procedural issues that should occur before the major substantive ones have been raised? 

A) What agenda should we follow?
B) Where should we negotiate?
C) What is the time period of the negotiation?
D) What might be done if negotiation fails?
E) How will we keep track of what is agreed to?


Answer: E

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information.

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information. 

A) What facts support my point of view?
B) Whom may I consult or take with to help me elaborate or clarify the facts?
C) What is the other party's point of view likely to be?
D) How can I develop and present the facts so they are most convincing?
E) All of the above questions should be asked.


Answer: E

If the other party has a strong and viable alternative, he/she will

If the other party has a strong and viable alternative, he/she will 

A) be dependent on achieving a satisfactory agreement
B) appear aggressive and hostile in negotiations
C) set and push for high objectives
D) have unlimited negotiating authority
E) all of the above


Answer: C

Reactive strategies:

Reactive strategies: 

A) encourage negotiators to be more flexible and creative
B) can efficiently clear up confusion about issues
C) will lessen a negotiator's defensive posture
D) can make negotiators feel threatened and defensive
E) none of the above


Answer: D