Which of the following is a myth that negotiators often hold about negotiation?
A) Good negotiators rely on intuition.
B) Good negotiators play it safe and do not take risks.
C) Whatever is good for one party must be good for the counterparty.
D) A good negotiator should always approach a counterparty as if they were of equal status.
Question 2
A key reason why businesspeople need negotiation skills is due to the increased specialization of
skills. This skill specialization increases the need for negotiators to understand the motivations
behind another's behavior because:
A) managers must customize incentive and punishment structures for all employees
B) people are more dependent on each other in the workplace
C) people are becoming less competitive with one another in the workplace
D) people are less dependent on each other for project success
Question 3
Being a successful negotiator depends on:
A) experiential learning, feedback, and learning new skills
B) outsmarting the counterparty
C) the counterparty's lack of preparation
D) always letting the other party tip their hand first
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