18 Oct Negotiation sessions

The following is true about negotiation sessions ___.

   each session stands on its own merits and reflects only the activities that occurred within that session

 

 subsequent sessions always build on previous sessions

 

 early agreements on particular issues of conflict can provide the floor for subsequent clarity and agreement on more difficult issues (called chunking)

 

 all of the above were true

 

 Question 2Nonverbal signs the leader must be able to read include ___.

 

   body language

 

 gestures

 

 eye movements

 

 facial expressions

 

 all of the above are true

 

 Question 3Core skills that must be developed and refines in order to assure successful negotiation include(s) ___.

 

   It is important that the individual can discern, identify, and declare specific goals for which the risk of negotiation is worth undertaking.

 

 There must be a certain level of flexibility and fluidity with regard to wants and needs.

 

 Good negotiators are well informed, clearly prepared, and understand as much about the matter under negotiation as possible.

 

 All of the above are true.

 

Question 4Collective bargaining is protected by ___.

 

the Department of Commerce

 

 the Nation al Labor Relations Act

 

 the Taft-Hartley Act

 

 Public Law 93-360

 

 A and B

 

 B, C, and D

 

 all of the above

 

 Question 5Collective bargaining agreements include all of the following except ___.

 

   salaries

 

 benefits

 

 working conditions

 

 health care costs

 

 Question 6The following are included in the guidelines for interaction in negotiation ___.

 

never say “never”

 

 make many concessions early in the negotiations

 

 do listen carefully to all parties

 

 A and C  

 

all of the above are true

 

 Question 7All of the following are true about negotiation except ___.

 

Effective negotiation is a skill one is born with.

 

Negotiation is learned through the process of discipline and application.

 

 Much of the skill and talent necessary to negotiate well can be improved through continuous and effective use and refinements of skill development and learning.

 

 In all negotiation it is important to be able to develop and utilize good listening skills.

 

 Question 8The following is a major element of the role of dialogue ___.

 

   have limited breaks

 

 negative language is acceptable

 

 establish rules of speaking without interruption

 

 remind the parties of prior failures

 

 Question 9All of the following are elements of readying for negotiation except ___.

 

understanding the issues at the table

 

determining the personal bottom line

 

 understanding the bottom line of each participant

 

 practicing the approach to the interaction

 

determining how to defeat the opponent

 

 Question 10The following are phases of negotiation ___.

 

readying for negotiation

 

 establishing the framework for negotiation

 

 intensive interaction

 

 bargaining

 

 closing the interaction

 

 A and C

 

 all of the above

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