Revision session 3 quiz

What are the two forces that influence a negotiator's style?

• Power and interests

• Task orientation and relational orientation

• Trust and justice

• Ethics and relationships

Answer explanation

The two forces that influence a negotiator's style are power, which affects leverage, and interests, which shape goals. Task orientation focuses on objectives, while relational orientation emphasizes relationships, making both correct.

What is a characteristic of a Dodger?

• Makes quick decisions

• Avoids conflicts and dislikes negotiation

• Values relationships over tasks

• Focuses on creative solutions

Answer explanation

A Dodger typically avoids conflicts and dislikes negotiation, preferring to sidestep confrontations rather than engage in discussions. This characteristic distinguishes them from those who value direct communication and resolution.

What is a strength of a Haggler?

• They create win-win solutions

• They make quick decisions

• They avoid risks

• They adopt a long-term vision

Answer explanation

A strength of a Haggler is that they make quick decisions, allowing them to seize opportunities and negotiate effectively without prolonged deliberation.

A Competitor is most likely to:

• Compromise to maintain relationships

• Care about personal results

• Avoid confrontations

• Yield easily to maintain harmony

Answer explanation

A Competitor is primarily focused on achieving their own goals and results, making 'Care about personal results' the most fitting choice. The other options suggest a willingness to compromise or avoid conflict, which is less characteristic of a competitor.

Which statement is true about a Creative Problem Solver?

• They focus on short-term agreements

• They prioritize their own needs over others

• They seek win-win solutions

• They avoid risks in negotiation

Answer explanation

A Creative Problem Solver aims for win-win solutions, ensuring that all parties benefit from the outcome. This approach fosters collaboration and long-term relationships, unlike focusing on short-term gains or personal needs.

A Dodger is best suited for which type of situation?

• Competitive markets

• Long-term trade agreements

• Avoiding entry into unprofitable agreements

• Negotiations under pressure

Answer explanation

A Dodger is best suited for avoiding entry into unprofitable agreements, as they prioritize steering clear of unfavorable deals rather than engaging in competitive or pressured negotiations.

Which negotiation style prioritizes maintaining harmony and avoiding confrontation?

• Competitor

• Dreamer

• Haggler

• Dodger

Answer explanation

The Dodger negotiation style focuses on avoiding confrontation and maintaining harmony, making it the correct choice for prioritizing peace over conflict.

In which scenario is a Haggler most effective?

• In complex and long-term negotiations

• In quick and low-stakes negotiations

• In competitive negotiations with high stakes

• By completely avoiding conflicts

Answer explanation

A Haggler is most effective in competitive negotiations with high stakes, as they can leverage their skills to maximize outcomes and navigate pressure, unlike in low-stakes or conflict-avoidant scenarios.

Which of the following statements is NOT a weakness of the Competitor style?

• Lack of interest in relationships

• Reluctance to change position

• Focus on long-term goals

• Poor listening

Answer explanation

The statement 'Focus on long-term goals' is NOT a weakness of the Competitor style. In fact, having long-term goals can be a strength, as it drives persistence and strategic planning, unlike the other options listed.

Creative Problem Solvers are most effective in:

• Short-term negotiations

• Simple and unique agreements

• Complex and long-term negotiations

• Completely avoiding negotiations

Answer explanation

Creative Problem Solvers excel in Complex and long-term negotiations as they can navigate intricate issues, foster collaboration, and develop innovative solutions that address multiple stakeholders' needs over time.