Self-Assessment Test

1. During negotiations, one should treat an opponent with respect and consideration at all times.
True
False

2. In "competitive" negotiations, the two parties try to establish a common goal.
True
False

3. Prior to engaging in negotiations it is wise to consider one's own "bottom-line".
True
False

4. When in salary negotiations, employees should "low-ball" in their opening remarks.
True
False

5. Markus had no "bargaining power" compared to his boss, Louis.
True
False

6. One key to effective conflict-resolution is to deal with issues rather than personalities.
True
False

7. It may be possible to detect that a counterpart is lying by observing body language.
True
False

8. One should never admit to agreeing with an opponent during the course of negotiations.
True
False

9. Markus intimidated Louis into accepting his terms by threatening to quit.
True
False

10. Louis used last-minute tactics such as acting as though he was "Mr. Nice Guy".
True
False

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