Negotiation Strategies And Styles

10 Questions | By PreetiRayat | Updated: Mar 21, 2022 | Attempts: 202

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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.