DAY 1

1. Human communication:
a. Is usually unilateral and is done for people to hear themselves speak;
b. Is a process of information transfer based on a coded language that the parties
understand and accept, with the aim of transmitting a message;
c. Is not really important, since all messages are usually only partially transmitted
and understood because of language barriers;
2. he !"est #lternative to a $egotiated #greement% aims at:
a. &rotecting yourself from making an agreement that is not good for you;
b. Helping you make the most of what you have and getting the best option
available;
c. "oth a and b
'. (ommunication barriers can be diminished or eliminated by:
a. )enouncing the communication altogether;
b. *ffective preparation and study, identifying all possible barriers and developing
measures to counteract them;
c. +aking sure that the channel or medium is clear of any noise;
,. *ffective communication happens when:
a. -ne engages words, voice and body in the communication;
b. -ne uses good diction;
c. -ne uses written communication, as there are no misunderstandings;
.. /indly match the following terms with their characteristics:
1 &ersuasion # &rocess that helps two or more parties with
conflicting interests reach an agreement
2 Influencing " Implicit and deceptive practice by which a party
gets what they want
' +anipulation ( #bility to produce a desired effect or an desired
action to take place
, $egotiation 0 *1plicit and direct communication that induces a
course of action by using argument
2. *ffective persuasion is achieved by:
a. 3sing one4s fame and paper headlines to convince the other party of your care for
the sub5ect at hand;
b. (reating trust, mutual understanding and backing all arguments up with data
regarding an issue that is important for the other party;
c. $one of the above;
6. &eople use negotiation:
a. "ecause they get bored and want to get in touch with other people;
b. "ecause manipulation is illegal;
c. "ecause mutually accepted compromise to conflicting situations is desirable to no
compromise at all;
7. /indly mark the following statements with rue or 8alse:
$o 9tatement rue 8alse
1 $egotiation is a variable sum game.
2 &eople use negotiation with all kinds of people and in almost all
kinds of situations.
' $egotiations are always fair.
, # negotiation can be won or lost.
. $egotiations only take place when we have an agreement already
set, so we can get bigger benefits.
2 In order for a negotiation to be successful, the parties need to meet
somewhere in the middle.
:. $egotiation is based upon the following principles:
a. &ersuasion, communication and results;
b. ;inning at all costs and aggressiveness;
c. )eciprocity, compensation and legality;
1<. /indly match the following terms with their best description:
1 Integrative negotiation # $eutral negotiation
2 )ational negotiation " ;in=lose negotiation
' 0istributive negotiation ( ;in=win negotiation
11. $egotiation is best done:
a. In a coordinated manner, by the person mandated by the party in >uestion;
b. 9ingle=handedly, by one negotiator who handles the entire process of negotiation;
c. $one of the above
12. he following is a function of the negotiation process:
a. elling people what is best for them;
b. 9olving a conflicting situation;
c. +ediation of a situation;
1'. /indly match each negotiation stage with its aims and characteristics:
1 &roposal # 0eciding ? evaluating what you want
2 0ebate " he e1change between the parties
' &reparation ( Interaction between the parties to reach
agreement
, ransaction 0 9tating the offer
1,. /indly mark the following statements regarding the mandate of negotiation with rue or
8alse:
$o 9tatement rue 8alse
1 he mandate should be presented by all parties involved in the
negotiation
2 he mandate establishes important information such as the level of
authority of the negotiator
' he mandate is only presented verbally, by the leading negotiator
, he mandate sets the limitation around the topics discussed and
minimal and ma1imal targets
1.. 0uring debate, a negotiator4s most important role is:
a. o find out what their ob5ective is regarding the negotiation;
b. o become friends with their counterpart;
c. o find out what their counterpart wants and share what he@she wants;
DAY 2
1. In the process of negotiation, the following are often used:
a. 9trategies and tactics for negotiation;
b. (onstraints and threats;
c. "lackmail;
2. /indly match the following terms with their best description:
1 0irect strategies # #re used when your counterpart is
stronger than you
2 (ooperative strategies " #ttempt to find balance and avoid
conflict, creating partnerships
' Indirect strategies ( #re tough and tense and rely on
power imbalance between parties
, (onflict strategies 0 #re used when you are stronger
than your counterpart
'. /indly state if the following statements regarding strategies and tactics in negotiation are
true or false:
$o 9tatement rue 8alse
1 9ome tactics of negotiation can be deceptive.
2 &reparing a negotiation and different tactics to be used throughout
the process is better than being fle1ible.
' 9killed negotiators do not use a large range of tactics in negotiation
so as to not lose time.
, &eople usually change their position more easily when their partner
treats them with politeness and kindness.
. here is no need to be ob5ective in negotiation A emotion gets you
results much faster.
2 (hanging negotiators can prolong a negotiation indefinitely, unless
the counterpart gives in.
,. he negotiation location:
a. Is completely unimportant to the negotiation process;
b. 9hould be >uiet and secluded, preferably far away from any distraction;
c. 9hould be large enough, well lit and ade>uately warm
.. 0iplomacy is important for international negotiations:
a. "ecause it provides the information and analysis needed for the set up and
carrying out of negotiations on certain issues of importance;
b. "ecause it is the only way to establish any kind of relations between countries;
c. $one of the above;
2. International negotiations can take place:
a. In a carefully established and agreed framework;
b. In an unofficial framework;
c. "oth a and b;
6. 0uring prenegotiation, the negotiators usually:
a. ake care of logistical aspects, including mandate;
b. ake a long time to prepare and plan;
c. "oth a and b;
7. $egotiation locations can be:
a. $eutral, historically important or administratively important;
b. # symbol in negotiation;
c. "oth a and b;
:. #lternative ob5ectives of negotiations refer to:
a. 0istracting attention from the matter at hand;
b. 8orcing issues by involving third parties, stalling for time or becoming aggressive
to get one4s way;
c. $one of the above;
1<. Intercultural negotiations:
a. 0efine the process of international negotiations;
b. 9tands at the base of the success of international e1changes;
c. "oth a and b;
11. In the process of international negotiations, culture can:
a. Bet in the way of reaching an agreement;
b. "e a catalyst to reaching an agreement;
c. "oth a and b;
12. 0uring the preparation of the international negotiation, it is advisable that the negotiators:
a. Cearn the cultural characteristics and main values of their counterparts;
b. Cearn as much personal information about their counterparts, so they can use that
against them;
c. $ot learn anything at all and rely on their strength;
1'. /indly match the cultural style and the behavior of the international negotiators:
1 #merican
negotiators
# (ommunicate with rigor and place importance on their
language and history.
2 "ritish negotiators " &refer long negotiations are usually apply tactics that
disable the opponent.
' (hinese negotiators ( #re formal and polite and profit oriented.
, 8rench negotiators 0 #re tough negotiators, whose communication is
usually highly metaphoric.
. #rab negotiators * (ommunicate clearly and e1actly and are pragmatic.
1,. /indly mark the following statements regarding negotiation styles with rue or 8alse:
$o 9tatement rue 8alse
1 International negotiators use similar tactics and strategies to ensure
unity.
2 $egotiation tactics depend on the cultural background of the
negotiator.
' #ll international negotiators respond to clear and direct
communication so as to avoid misunderstandings.
DAY 3
1. "ilateral negotiations:
a. #re usually carried out by e1perts and not diplomats;
b. he +inistry of 8oreign #ffairs has a great role in leading such negotiations;
c. $one of the above;
2. he ob5ect of bilateral negotiations is:
a. o solve the issue of all countries in the region;
b. o solve an issue that cannot be solved unilaterally by the party that initiates the
negotiations;
c. o compromise on regional development;
'. +ultilateral negotiations can involve:
a. (oalition building;
b. 9tability of positions;
c. $one of the above;
,. +ultilateral negotiation usually take place:
a. #t the termination of multilateral wars;
b. ;hen a treaty is needed among multiple participants;
c. "oth a and b;
.. /indly match the following:
1 9ummit diplomacy # $owadays refer to non=security
related matters, such as
administration, environment,
economics, etc.
2 +ultilateral negotiations " $egotiations by the heads of states
on ma5or issues.
' "ilateral negotiations ( (an occur in the conte1t of
international organiDations.
, International bilateral and multilateral
negotiations
0 #re set within a certain cooperation
framework and observe Caws and
)egulations mutually agreed.