What Negotiation Style do you have?
Comprehension Quiz

By Chris Wright

First answer the question. If you need help, listen to the part of the text with the answer to this question.

1.       Where does a long lasting agreement come from?

   1.   ?    Discussions
   2.   ?    Breakdowns
   3.   ?    Cooperation
   4.   ?    Explicit bargaining

2.       For most cultures of the world, the negotiation process can be divided into what stages?

   1.   ?    preparation, information exchange, cooperation, and commitment.
   2.   ?    preparation, information exchange, explicit bargaining, and commitment.
   3.   ?    preparation, information exchange, explicit bargaining, and compromise.
   4.   ?    accommodation, information exchange, explicit bargaining, and commitment.

3.       What is the greatest fear people have about negotiations?

   1.   ?    what they will lose
   2.   ?    lack of alternatives
   3.   ?    threats
   4.   ?    time

4.       How do you generate trust between yourself and the other person in a negotiation?

   1.   ?    be a fake
   2.   ?    cooperate
   3.   ?    be natural and/or be yourself
   4.   ?    improve your negotiation style

5.       What are the 5 negotiation styles mentioned in the article?

   1.   ?    avoider, compromiser, accommodator, competitor and problem solver
   2.   ?    negotiator, compromiser, accommodator, competitor, and problem solver
   3.   ?    avoider, promiser, accommodator, competitor and problem
   4.   ?    negotiator, compromiser, accommodator, competitor and problem solver

6.       What is the primary characteristic of the compromiser?

   1.   ?    They like to resolve conflict by solving the other person’s problems.
   2.   ?    They hate conflicts and avoid them at all costs.
   3.   ?    They like to win and be in control of the situation
   4.   ?    Their priority is to maintain a productive relationship.

7.       What is the primary characteristic of the problem solver?

   1.   ?    They are the most imaginative thinkers who think about fair “win/win” solutions and greater solutions that “make the pie bigger.”
   2.   ?    They like to resolve conflict by solving the other person’s problems.
   3.   ?    They give the other person what they want in order to reach an agreement and preserve the relationship.
   4.   ?    They believe if they win you lose.

8.       Which negotiation style produced the best outcomes?

   1.   ?    Compromiser
   2.   ?    Competitor
   3.   ?    Accommodator
   4.   ?    Problem solver

9.       What are the 4 habits of the most effective negotiators?

   1.   ?    a good attitude, high expectations, the patience to listen, a commitment to personal integrity
   2.   ?    a willingness to prepare, high expectations, the patience to listen, a commitment to personal integrity
   3.   ?    a willingness to prepare, high expectations, the patience to listen, a commitment to personal style
   4.   ?    a willingness to prepare, high expectations, the patience to listen, a compromise of personal integrity