Common Pitfalls 91

CHAPTER REVIEW
To review what you have learned, take the following open-book
review quiz.

1. Your counterpart is throwing a temper tantrum. Describe options for dealing with
this.

2. Describe at least three other negotiating ploys listed in the chapter. How could you
effectively respond to these?

3. Explain the self-inflicted error called irrational escalation. Can you give an example
of it?

4. Name two ways to settle disputes or impasses when negotiations fail.

5. Imagine that you will be traveling to Madrid to negotiate a product distribution

agreement with a Spanish company. Outside of the substantive business issues,
how would you prepare for your meeting? How would you approach your interac-
tions with the Spanish company’s negotiating team?

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