Negotiation Strategies And Styles

10 Questions

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Strategy Quizzes & Trivia

This quiz will give you a greater understanding of the different negotiation strategies and which style would be best in different types of senarios.


Questions and Answers
  • 1. 
    How many different negotiation styles are there according to Hayes (2003)?
    • A. 

      3

    • B. 

      12

    • C. 

      5

    • D. 

      8

  • 2. 
    What are the different types of negotiation strategies according to Hayes (2003)?
    • A. 

      Accommodative negotiators

    • B. 

      Competitive negotiators

    • C. 

      Structured negotiators

    • D. 

      Inactive negotiators

    • E. 

      Evaluative negotiators

    • F. 

      Connected negotiators

    • G. 

      Collaborative negotiators

    • H. 

      Estimation negotiators

    • I. 

      Compromising negotiators

    • J. 

      Bluffing negotiators

    • K. 

      Communicative negotiators

  • 3. 
    In terms of the Dual Concern Model of Motivational Orientation, competing tactics has high cooperativeness. True or False?
    • A. 

      True

    • B. 

      False

  • 4. 
    In terms of the Dual Concern Model of Motivational Orientation, accomadating tactics has high cooperativeness. True or False?
    • A. 

      True

    • B. 

      False

  • 5. 
    In terms of the Dual Concern Model of Motivational Orientation, withdrawing tactics has high assertiveness.True or False?
    • A. 

      True

    • B. 

      False

  • 6. 
    In terms of the Dual Concern Model of Motivational Orientation, collaborating tactics has high assertiveness.True or False?
    • A. 

      True

    • B. 

      False

  • 7. 
    Competitive negotiators are.. are motivated to achieve maximum benefit for themselves at the expense of the other party; they adopt a contending style; thus implementing a win-lose strategy 
    • A. 

      Prepared to work together to become the highest competition; making it harder for other competitors to knock their status; thus implementing a win-win strategy

    • B. 

      Happy to settle for less and let the other person walk away with everything

    • C. 

      Motivated to achieve maximum benefit for themselves at the expense of the other party; they adopt a contending style; thus implementing a win-lose strategy

    • D. 

      Selective to who they do business with in order to remain a high status in competition

  • 8. 
    Which of the following statements apply to Inactive negotiators
    • A. 

      Inactive negotiators always end in a win-win situation

    • B. 

      Inactive negotiators neglect both own and the other’s objectives and aims

    • C. 

      Inactive negotiators are principally concerned with ensuring that the other party benefits as well as themselves

    • D. 

      Inactive negotiators always end in a lose-lose situation

    • E. 

      Inactive negotiators struggle to resolve differences in preferred outcome

  • 9. 
    Collaborative negotiators use problem-solving tactics that involve listening and providing information in order to come up with viable solutions. 
    • A. 

      True

    • B. 

      False

  • 10. 
    Compromising negotiators..
    • A. 

      Seek a satisfactory level of joint benefit by sharing the difference on issues of concern.

    • B. 

      Adopt a contending style

    • C. 

      Are principally concerned with ensuring that the other party benefits as well as themselves

    • D. 

      Use problem-solving tactics that involve listening and providing information in order to come up with viable solutions.