Negotiation quiz answers

Negotiation quiz answers

1. Yes.
A surprising outcome of Huthwaite research was that skilled negotiators reveal what they are thinking and feeling. This flies in the face of the popular impression of skilled negotiators being like poker players with ice in their blood. On the contrary, skilled negotiators will frequently refer to how they feel about the subject or process of the negotiation.

2. No. Huthwaite research shows that skilled negotiators spend about the same time getting ready to negotiate as average negotiators. However, skilled negotiators use their time differently when getting ready to negotiate. Instead of focussing on the information that they need to negotiate they consider the ways that they can use the information to achieve their objectives.

3. Yes. This may seem counter-intuitive, but we found that skilled negotiators used fewer reasons to back up their arguments. Using more reasons allows the other side to exploit the weakest reason which can be used to undermine the argument.

4. Yes. Skilled negotiators spend more time considering areas of common ground. Common ground is key to establishing and maintaining a climate which will support constructive negotiations.

5. Yes. Skilled negotiators will always take the time to consider a proposal before responding with a proposal of their own.

6. No. Skilled negotiators avoid saying 'no'. Instead they may refer to their feelings ("I'm not entirely comfortable with that proposal") or they may test their understanding ("Are you really saying that….?). If they do need to state disagreement, skilled negotiators will give their reasons first then tell the other side that they disagree.

7. No. Skilled negotiators avoid agreeing items one-by-one. Instead they link different issues together so that they can trade one against the other.

8. Yes. Getting clarity is key in negotiation if you want to walk away from the table with a deal that is clearly understood by both sides and therefore easier to implement. Testing understanding of the other side’s proposals also enables negotiators to kick proposals around and think through the implications of them, which also results in a more implementable deal.

9. Yes. Huthwaite’s research found that asking questions constituted 21.3% of skilled negotiator behaviour, compared to 9.3% of average negotiator behaviour. Skilled negotiators used questions to explore motives, encourage the other side to put forward proposals and seek their reactions.

10. Yes. Skilled negotiators spend a lot of time considering their sources of power and how to use them. Feeling more powerful than the other side is not necessarily a good thing if that power is used to push the other side to accept proposals that are not in the long-term best interests of either party.