Negotiation Tactics Quiz

What is the "Lowball/Highball" tactic most commonly used to achieve?

• To create a sense of urgency

• To manipulate the starting point of negotiations

• To build trust between negotiators

• To slow down the negotiation process

How can a negotiator effectively counter a "Lowball/Highball" offer?

• By responding with an emotional reaction

• By ignoring the offer and suggesting more reasonable proposals

• By accepting the first offer

• By making another extreme offer in the opposite direction

The "Good Cop/Bad Cop" tactic relies heavily on which psychological principle?

• Contrast effect

• Reciprocity

• Scarcity

• Commitment

Why might a "Good Cop/Bad Cop" tactic fail?

• The negotiators do not appear aggressive enough

• The other party recognizes the tactic and becomes suspicious

• It is too polite

• The tactic doesn’t involve enough emotional pressure

In which of the following situations would the "Chicken" tactic be most dangerous?

• When negotiating a small concession

• When both parties are willing to walk away from the negotiation

• When the deal has already been agreed upon

• When dealing with a minor issue

Which of the following is NOT a form of intimidation in negotiations?

• Threatening to walk away

• Using excessive technical jargon

• Using anger to influence the other party

• Challenging the other party's integrity

What is the primary aim of the "Bogey" tactic in negotiation?

• To avoid confrontation

• To emphasize a trivial issue as a key point

• To walk away from the table

• To make a strong emotional appeal

Which tactic is best described as using false authority or legitimacy to intimidate the other party?

• Lowball/Highball

• Snow Job

• Intimidation

• Nibble

The "Aggressive Behavior" tactic typically involves which of the following?

• Using small, polite concessions

• Relentlessly pushing for more concessions from the other party

• Trying to overwhelm the other party with information

• Maintaining a friendly and calm demeanor

How can a negotiator effectively counter "Aggressive Behavior"?

• By making large concessions quickly

• By halting the negotiation and addressing the behavior

• By threatening to walk away

• By becoming equally aggressive