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CTC Travel Institute > Negotiating > Flashcards

Negotiating Flashcards

1
Q

Your attitude doesn’t have much of an impact on your negotiations.

True or False

A

False

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2
Q

Negotiating is defined as “discussion aimed at reaching an agreement.”

True or False

A

True

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3
Q

To get good at negotiation, you need:
Please select all that apply.

Power
Planning
Practice
Preparation

A

Planning
Practice
Preparation

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4
Q

When deciding whether or not to negotiate, what are some questions to ask?
Please select all that apply.

Is it worth the trouble?
What is the goal?
Is it worth the time required?
What are the consequences?

A

Is it worth the trouble?
What is the goal?
Is it worth the time required?
What are the consequences?

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5
Q

When framing, reasons you might leave other aspects out is because they:
Please select all that apply.

Distract from your main point
Are irrelevant
Don’t advance your purpose/interest
Are relevant

A

Distract from your main point
Are irrelevant
Don’t advance your purpose/interest

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6
Q

Things to remember when framing include:
Please select all that apply.

Know yourself
Be mentally flexible and ready to change your viewpoint
Know how to react to losses and gains
Be on the lookout for when these techniques are being used on you

A

Know yourself
Be mentally flexible and ready to change your viewpoint
Know how to react to losses and gains
Be on the lookout for when these techniques are being used on you

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7
Q

Some observers have criticized framing because of its tendency to restrict a negotiator’s perspective.

True or False

A

True

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8
Q

Framing not only contains, but also constrains.

True or False

A

True

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9
Q

What statement(s) is/are true of collaborating?
Please select all that apply.

This is an I win, you win scenario
You are making sure that each sides needs and goals are met
They acknowledge that the other teams needs should be met
These negotiators are adamant that their need must be met

A

This is an I win, you win scenario
You are making sure that each side’s needs and goals are met

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10
Q

If you need to see results quickly, you might need to use competing.
True or False

A

True

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11
Q

The following is true of avoiding:
Please select all that apply.

This is an I lose, You lose
An avoider may try and take revenge on you
People who use this style really dislike conflict
For this style friendship is everything

A

This is an I lose, You lose
An avoider may try and take revenge on you
People who use this style really dislike conflict

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12
Q

Accommodating would be appropriate when you or your company are at fault.
True or False

A

True

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13
Q

Positive leverage is the application of general (or the other party’s) norms to one’s own arguments for one’s own good.

True or False

A

False

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14
Q

Tips for developing leverage include the following:
Please select all that apply.

Reduce your ego needs
Develop better alternatives so you have less of a need for a deal
Make it clear what they could lose
Find out what matters to the other party and gain control over it

A

Reduce your ego needs
Develop better alternatives so you have less of a need for a deal
Make it clear what they could lose
Find out what matters to the other party and gain control over it

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15
Q

What are the four types of leverage?
Please select all that apply.

Positive
Normative
Buyer
Neutral

A

Positive
Normative
Buyer

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16
Q

Negative leverage revolves around the negotiator’s ability to make their opponent suffer.

True or False

A

True

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17
Q

You should always use the same negotiation style.

True or False

A

False

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18
Q

What are some questions you should ask yourself before negotiating? Please select all that apply.

When am I at my best
Am I a good listener or a weak one
What Skills do I have
what are my goals and objectives

A

When am I at my best
Am I a good listener or a weak one
What Skills do I have
what are my goals and objectives

19
Q

You should research the following for your industry:
Please select all that apply.

Forecasts
Trends
Analysis
Salary Range

A

Forecasts
Trends
Analysis

20
Q

There is no need to research the other party beforehand.
True or False

A

False

21
Q

Jotting all your thoughts down before sleeping can help clear your mind.
True or False

A

True

22
Q

You should go over the meeting in your head as you fall asleep the night before.
True or False

A

False

23
Q

What things should you do the night before?
Please select all that apply.
Gather everything that you will need for the next day
Lay out your clothes
Get a good night’s rest
Prepare any documents or notes that you will need to take with you

A

Gather everything that you will need for the next day
Lay out your clothes
Get a good night’s rest
Prepare any documents that you will need to take with you

24
Q

You should get up with enough time to:
Please select all that apply.

Eat a good breakfast
Travel Safely
Get Ready
Obsess over the upcoming negotiation

A

Eat a good breakfast
Travel Safely
Get Ready

25
Q

In defining the ground rules, you should ask questions such as:
Please select all that apply.

Where will it take place?
Are there any time restraints?
What issues will negotiations be limited to?
Will there be a specific procedure to follow if an impasse is reached?

A

Where will it take place?
Are there any time restraints?
What issues will negotiations be limited to?
Will there be a specific procedure to follow if an impasse is reached?

26
Q

What are some things you do during clarification and justification?
Please select all that apply.

Explain
Amplify
Bargin
Formalize

A

Explain
Amplify

27
Q

Closure is the step where you hash out an agreement or bargain.

True or False

A

False

28
Q

You should always be the first to make an offer.

True or False

A

False

29
Q

Parties that won’t use principled negotiation sometimes:
Please select all that apply.

Refuse to budge from their positions
Make personal attacks
Only seek to maximize their own gains
Focus on the interests of the other party

A

Refuse to budge from their positions
Make personal attacks
Only seek to maximize their own gains

30
Q

You should try to avoid using bottom lines.

True or False

A

True

31
Q

When the other party uses dirty tricks, you should not raise the issue in negotiations.

True or False

A

False

32
Q

Advice on breaking through a deadlock includes:
Please select all that apply.

Pull back a little
introduce some new material
bring in new negotiators
Try offering a minor concession

A

Pull back a little
introduce some new material
bring in new negotiators
Try offering a minor concession

33
Q

What are some good questions regarding options?
Please select all that apply.

Did you offer anything new?
What options did you have to move the negotiations forward?
Were you creative in your suggested options?
How much did you lose or save in the deal?

A

Did you offer anything new?
What options did you have to move the negotiations forward?
Were you creative in your suggested options?
How much did you lose or save in the deal?

34
Q

What are some good questions for communication?
Please select all that apply.

How did your team communicate with each other?
Did you accomplish your goals?
How did your team communicate with the client?
Did you get off topic?

A

How did your team communicate with each other?
Did you accomplish your goals?
How did your team communicate with the client?
Did you get off topic?

35
Q

With negotiating skills, there’s always room to grow and improve.

True or False

A

True

36
Q

Evaluation is an unimportant part of the negotiation process.

True or False

A

False

37
Q

People who are High D are results oriented.

True or False

A

True

38
Q

The best negotiation style that fits with the High C is competing.

True or False

A

False

39
Q

Words used to describe a High I are:
Please select all that apply.

Ignorant
Interactive
Involved
Influential

A

Interactive
Involved
Influential

40
Q

Words used to describe a High S are:
Please select all that apply.

Slow
Steady
Stable
Silly

A

Slow
Steady
Stable

41
Q

What strategy is being used when you sit quietly and let your counterpart do all the work?

Promise
The Flinch
Rave rejection
Passive

A

Passive

42
Q

The split the difference strategy is good when you need to a reach a “win-win” agreement.

True or False

A

True

43
Q

The rave rejection is when you start off by complimenting the other party and then you drop the bomb.

True or False

A

True

44
Q

What strategy is being used when you offer your client something in the future so that you can close the deal today?

Promise
Passive
Flinch
Divide and Conquer

A

Promise

CTC Travel Institute (7 decks)

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