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WorksheetsNegotiation Ch 2
Total questions: 14
Worksheet time: 7mins
Which of the following describes the ideal mindset for a negotiation?
Think of it as a battle to win.
Approach it as a process of discovery.
Focus only on what you want from the negotiation.
View it as an opportunity to assert dominance.
What is the primary goal of a negotiation, according to this book?
To win the argument.
To uncover as much information as possible.
To avoid any disagreements.
To focus on closing the deal quickly.
In terms of vocal tones, what is described as the "late-night FM DJ voice"?
A loud and assertive tone.
A direct and energetic tone.
A positive and playful tone.
A calm and soothing tone.
In the context of negotiation, what is the primary psychological effect of mirroring a counterpart's body language?
It establishes dominance in the negotiation.
It signals that you are not taking the negotiation seriously.
It serves to distract the counterpart from the negotiation process.
It creates a sense of familiarity and rapport.
Why is it beneficial to smile and maintain a positive frame of mind during negotiations?
It allows you to think quicker and fosters collaboration.
It makes you appear more competitive.
It signals that you are giving in to the other person.
It makes the negotiation go faster.
What is the risk of committing to assumptions in a negotiation?
It may cause the negotiation to speed up too quickly.
It may make the other party feel attacked.
It may make you appear overly cautious.
It may reduce the chances of uncovering new information.
What is one reason why mirrors are often considered to have a magical quality in the context of human relationships?
They reflect emotions in a way that feels profound.
They can create illusions that enhance our perception of beauty.
They insinuate similarity, which helps to create a bond.
They are often used in storytelling to symbolize self-discovery.
Which of the following is NOT one of the recommended tones of voice in a negotiation?
Late night FM DJ voice
Positive/playful voice
High-pitched and authoritative voice
Direct/assertive voice
What is a potential risk of mirroring too closely during a negotiation?
It can lead to a more favorable outcome for both parties.
It might come across as insincere or manipulative.
It may enhance the emotional connection between negotiators.
It could facilitate clearer communication and understanding.
True or False: The book recommends starting with the phrase "I'm sorry..."
TRUE
FALSE
What is a recommended response when you need to allow time for a "mirror" to take effect?
Remain silent for at least four seconds.
Rush through your next statement.
Repeat what the other person said immediately.
Move on to a new topic.
One benefit of mirroring is that it can reveal hidden _________ behind what the other person is saying.
Interests
Lies
Questions
Conspiracies
In this chapter, Chris Voss gives advice on "How to ______ but avoid ______."
"How to confront but avoid confrontation"
"How to fight but avoid injuries"
"How to win but avoid losses"
"How to convince but avoid confusion"
BONUS APPLICATION QUESTION:
Your professor states, "The project needs to be done by next week."
How would you respond using the mirroring technique?
"It seems to me like your stressed about this project."
"How would you recommend I finish the project by that deadline?"
"Done by next week?..."
Smile and walk away.
