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Test Negotiation Styles: Formalistic, Cooperative, Diplomatic and Imposing
Agenda
1st QUESTION: What mainly characterizes the formalist style in negotiation?
Use of manipulation to expedite agreements
Constant search to dominate the conversation
Absolute priority to the relationship over the outcome
Strict adherence to rules and procedures
QUESTION 2: What is the priority of the cooperative style?
Imposing objections through pressure and power
Reaching harmony and mutually acceptable agreement
Strictly abide by the rules without exceptions
Maintaining a politically correct image without assertiveness
QUESTION 3: What is the key difference between the diplomatic style and the cooperative style?
Avoids listening and talks much more than he listens
Giving generously even if unable to comply
Strongly defend their positions and do not commit to what they cannot fulfill
Guided exclusively by regulations imposed by superiors
QUESTION 4: What is the goal of an imposing style?
Balancing relationship and outcome with prudence and patience
Winning at the expense of the other party
Avoiding confrontation and highlighting common ground
To always stay within the procedures
QUESTION 5: On the style map, how are imposing and cooperative styles positioned?
Impositive in maximum concern for winning and cooperative prioritizing the relationship
Both at the extreme end of maximum concern for the relationship
Both at the extreme of maximum concern for winning
Impositively rule-driven and cooperatively efficient
6th QUESTION: Where does the formalist style fall on the style map?
At the extreme end of maximum concern for winning
In the most flexible space between winning and relating
At the highest priority end of the relationship
In a middle ground guided by rules rather than by winning or relating
7TH QUESTION: What behavior distinguishes the cooperative negotiator?
Use of intimidation to break down the opponent
Avoids getting emotionally involved and is distant
Listens more than he talks and gives generously to facilitate agreement
Keeps the conversation direct and firm without giving in on what cannot be delivered
8TH QUESTION: What communicative behavior is typical of the imposing style?
Talk less and prioritize active listening
Seek balance without losing firmness
Sticking meticulously to the rules of the game
Talking rather than listening and using pressure or intimidation
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