Negotiation Skills Vocab Review

What is the primary goal of a negotiation?

• To win at all costs

• To reach an agreement between two or more parties

• To avoid compromise

• To demonstrate superiority

Which term describes an outcome where all parties in a negotiation benefit?

• Compromise

• Assertiveness

• Win-win situation

• Persuasiveness

The practice of fully concentrating on, understanding, and responding to what someone is saying is called:

• Emotional intelligence

• Tact

• Assertiveness

• Active listening

What does "emotional intelligence" refer to in the context of negotiations?

• The ability to make others cry

• The skill of hiding one's emotions

• The ability to understand and manage emotions positively

• The talent for manipulating others' feelings

Confidently expressing one's position while respecting others is known as:

• Compromise

• Assertiveness

• Tact

• Transparency

Which term describes the ability to deal with sensitive situations or difficult people in a careful and diplomatic way?

• Assertiveness

• Compromise

• Tact

• Persuasiveness

What is a "compromise" in negotiation terms?

• A total victory for one side

• An agreement reached by both sides making concessions

• A situation where neither side benefits

• A demonstration of superiority

The ability to convince others to agree with your point of view is called:

• Manipulation

• Compromise

• Persuasiveness

• Active listening

In negotiation, what does "give and take" refer to?

• Physical exchange of goods

• Making concessions in exchange for gaining something

• Taking without giving

• Giving without expecting anything in return

Questions that cannot be answered with a simple "yes" or "no" are called:

• Closed-ended questions

• Leading questions

• Open-ended questions

• Rhetorical questions