QUIZ
ANSWERS
FROM
THE NPS
BREXIT CARD GAME
Answers to the Excellent Negotiator Quiz
Thank you for checking out our Jolly Good Carnage Card Game! You must have gotten hold of a prototype because the game is to be launched in October this year. The Quiz is based on one of the very rare empirical studies into the actual behaviour of negotiators by Neil Rackham, The Behavior of Succesful Negotiators. The answers to the Excellent Negotiator Quiz appear below: simply hover over the True or False statements. In the meanwhile, you may also check out our emerging blog on Brexit Negotiation Insights.
I. Excellent negotiators use more time preparing the negotiation compared to average negotiators
False
FALSE
Perhaps surprisingly so but there is no empirical evidence that demonstrates excellent negotiators actually take more time to prepare.
II. Excellent negotiators give more advance indication of what they are going to say when what they will say is negative
False
FALSE
Excellent negotiators give less advance warnings of negative statements they are about to make (e.g. "I am going to disagree with you on this").
IV. Excellent negotiators explore fewer options than average negotiators
False
FALSE
It is the other way around: excellent negotiators explore more options.
V. Excellent negotiators place more emphasis on the sequence of issues to be discussed
False
FALSE
Excellent negotiators place less emphasis on sequence. Instead of sequence planning they engage more in issue planning.
III. Excellent negotiators talk about common ground three times more often than average negotiators
True
TRUE
Excellent negotiators spend significantly more time covering common ground.
VI. When receiving a proposal from the other party excellent negotiators more often respond immediately with a counter-proposal
False
FALSE
It is the other way around: average negotiators respond immediately more often.
VII. Excellent negotiators give more advance indication of what they are going to say when what they say is neutral or positive
True
TRUE
Excellent negotiators use advance indication more often for neutral or positive statements, for example: "can I ask you a question?".
VIII. Excellent negotiators use reflecting and summarising less often than average negotiators
False
FALSE
It is the other way around: they reflect and summarise more than average negotiators.
IX. Excellent negotiators will ask more questions during the negotiation process than average negotiators
True
TRUE
Excellent negotiators ask more questions.
X. Excellent negotiators are avoiding defend/attack spirals more often than average negotiators
True
TRUE
Excellent negotiators use defend/attack spirals far less often than average negotiators.
XI. Excellent negotiators use language irritating to the other party more often
False
FALSE
It is the other way around: average negotiators use irritators, such as "generous offer", significantly more often.
XII. Excellent negotiators share their feelings and experiences more often than average negotiators
True
TRUE
Excellent negotiators share how they feel and how they experience the negotiation more often than average negotiators.