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Quiz to “Shaping negotiation strategy” (Module 1)

By Harald Sippel / May 26, 2020

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Question 1 of 11

1. Question
What does Dr. Pfromm mean when he says that it is necessary to “shape perceptions”?
- Everything we see in negotiations are perceptions, not necessarily the truth. There is always information symmetry. We must always keep this in mind and base our actions thereupon.
- As Edgar Allen Poe said: "All that we see or seem is but a dream within a dream." Whatever we see in negotiations is a dream because the other side is always trying to hide something.
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Question 2 of 11

2. Question
How can we shape perceptions?
- It is the combination of everything we do or don't do in negotiations: how we behave and react, what we ask for and concede. Our communication is both verbal and non-verbal.
- The other side will know that we try to get the best of it in the negotiation. Therefore, they will not listen to what we say. It is necessary to focus on the non-verbal side only as it is harder to "cheat" non-verbally than verbally.
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Question 3 of 11

3. Question
What does Dr. Pfromm advise you should do when he says “stop guessing”?
- It is wrong to guess about the outcome of the negotiation.
- It is not a good idea to think about the other side's leverage.
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Question 4 of 11

4. Question
How can we know in a negotiation whether the other party truly does or does not need a deal?
- We must closely observe their verbal and non-verbal communication. Then, we can know for sure.
- It is impossible to know completely. Therefore, we should stop guessing.
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Question 5 of 11

5. Question
If the other side invests the time and energy in negotiating with you…
- …then you should assume that they have an interest in coming to an agreement with you.
- ….then you still cannot know anything because you shouldn't guess.
- …then they are probably in a lot of trouble.
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Question 6 of 11

6. Question
The role bias refers to…
- … a heuristic that influences our decision- and our negotiation behaviour based on the in which we negotiate.
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Question 7 of 11

7. Question
How does role bias play a role for dispute lawyers?
- On average, the plaintiff's lawyers attach a higher probability to the outcome of success than the defendant's lawyers.
- Lawyers must never be biased, so this question does not apply.
- When lawyers are in a dispute, they play a very important role, whether biased or not.
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Question 8 of 11

8. Question
Which of the below are good strategies to not show neediness? (several answers may be correct)
- Never answer the other side's questions so that you don't reveal anything.
- Never say "yes" in the negotiation.
- Always keep a poker face from the very beginning until the very end of the negotiation.
- Know your alternatives.
- Scream and hit the table to show that the offer the other side is making is too low – even when it is not.
- Don't verbally show how much you need a specific outcome.
- Don't non-verbally show how much you need a specific outcome.
- In principle, make sure they believe that you can walk away.
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Question 9 of 11

9. Question
What is the first step in achieving buy-in?
- Putting ourselves in the other side's shoes so that we understand the other side's problems, etc.
- Making an offer the other side cannot accept – they will have to buy then. We can then later lower our offer a bit.
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Question 10 of 11

10. Question
What greatly influences our decision-making in negotiations?
- Emotions
- Our family.
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Question 11 of 11

11. Question
How does reputation play a role in negotiations?
- It is helpful to think how to "build a golden bridge" for the other side. They should not lose face as they will hardly agree when they do.
- If you keep winning negotiations, the other side will fear you and your outcomes will be even better.
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