1.During the course of negotiations, one should try to learn more about:

(a) the principles of negotiating.

(b)opportunities to make concessions.

(c)the interests and alternatives of other participants.

(d)one's own weaknesses.

2.An important difference between assertive and aggressive negotiations

is that:

(a)assertive negotiators are more easily manipulated.

(b)assertive negotiators insist on getting their way no matter what.

(c)there is no difference.

(d)aggressive negotiators do not respect the interests of others.

3.Which of the following is a useful tactic for learning more about the

other side while engaged in a negotiation?

(a)Make an offer and see how they respond.

(b)Dominate the discussion.

(c)Point out the worst-case scenario.

(d)(d) Negotiate via email.

4.When a rival negotiator has a temper tantrum, you should:

(a) try to learn the source of his or her anger.

(b)discontinue negotiations until he or she has regained composure.

(c)permanently discontinue negotiations.

(d)offer a concession and see how he or she responds.

5.If you find yourself in a weak position relative to the other negotiator,

you might strengthen your position by:

(a)offering a concession.

(b)joining forces with like-minded parties.

(c)threatening to walk away.

insisting that your interests be honoured