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COMM 450 - FINAL EXAM 2026
LATEST QUESTIONS AND ANSWERS|
ACE YOUR GRADES.
Negotiation jujitsu - correct answer -Rather than pushing back or
defending your own point of view, you sidestep their attack and
reflect it against the problem. As related to jujitsu, you don't use
all your strength of will against the other person, but you
maneuver around their attack and use their strength against
themselves.
Dos and don'ts of negotiation jujitsu - correct answer -Don't attack
their position, look behind it, or in other words, look for the
interests and motivations behind an attack or proposal and see
how you can improve it. Don't defend your ideas, invite criticism
and advice. Recast an attack on you as an attack on the problem.
Ask questions and pause.
One-text procedure - correct answer -When a third party attempts
to know all the needs and interests of all those involved, creates a
draft to satisfy the needs of all sides, asks for criticism from all
parties, and then makes revisions. They then continue to make
revisions and ask for criticism until they feel they can improve the
proposal no more.
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Stock phrases - correct answer -- "We appreciate what you've
done for us
- "Our concern is fairness"
- "We would like to settle this on the basis of independent
standards, not of who can do what to whom."
- "trust is a separate issue"
- "Could I ask you a few questions to see if my facts are right?"
- "What's the principle behind your action?"
- "Let me see if I understand what you are saying..."
- "Let me get back to you."
- "Let me show you where I have trouble following your
reasoning"
- "One fair solution might be..."
- "If we agree...if we disagree..."
- "We'd be happy to see if we can leave when it is most
convenient for you"
- "It's been a pleasure dealing with you"
2 common responses when we encounter others using dirty tricks
- correct answer -1. Put up with it 2. Respond in kind
, Page | 3
3 steps in negotiating the rules of the negotiation game - correct
answer -1. Recognize the tactic 2. Raise the issue explicitly 3.
Question the tactics legitimacy and desirability.
Tricky tactics - correct answer -Deliberate deception,
Psychological warfare, positional pressure tactics
Deliberate deception tactics - correct answer -phony facts,
ambiguous authority
Psychological warfare tactics - correct answer -Stressful
situations, personal attacks, good guy/bad gut routine, threats
Positional pressure tactics - correct answer -refusal to negotiate,
extreme demands, escalating demands, lock-in tactics,
hardhearted partners
Don't be a _________________. - correct answer -Victim
COMM 450 - FINAL EXAM 2026
LATEST QUESTIONS AND ANSWERS|
ACE YOUR GRADES.
Negotiation jujitsu - correct answer -Rather than pushing back or
defending your own point of view, you sidestep their attack and
reflect it against the problem. As related to jujitsu, you don't use
all your strength of will against the other person, but you
maneuver around their attack and use their strength against
themselves.
Dos and don'ts of negotiation jujitsu - correct answer -Don't attack
their position, look behind it, or in other words, look for the
interests and motivations behind an attack or proposal and see
how you can improve it. Don't defend your ideas, invite criticism
and advice. Recast an attack on you as an attack on the problem.
Ask questions and pause.
One-text procedure - correct answer -When a third party attempts
to know all the needs and interests of all those involved, creates a
draft to satisfy the needs of all sides, asks for criticism from all
parties, and then makes revisions. They then continue to make
revisions and ask for criticism until they feel they can improve the
proposal no more.
, Page | 2
Stock phrases - correct answer -- "We appreciate what you've
done for us
- "Our concern is fairness"
- "We would like to settle this on the basis of independent
standards, not of who can do what to whom."
- "trust is a separate issue"
- "Could I ask you a few questions to see if my facts are right?"
- "What's the principle behind your action?"
- "Let me see if I understand what you are saying..."
- "Let me get back to you."
- "Let me show you where I have trouble following your
reasoning"
- "One fair solution might be..."
- "If we agree...if we disagree..."
- "We'd be happy to see if we can leave when it is most
convenient for you"
- "It's been a pleasure dealing with you"
2 common responses when we encounter others using dirty tricks
- correct answer -1. Put up with it 2. Respond in kind
, Page | 3
3 steps in negotiating the rules of the negotiation game - correct
answer -1. Recognize the tactic 2. Raise the issue explicitly 3.
Question the tactics legitimacy and desirability.
Tricky tactics - correct answer -Deliberate deception,
Psychological warfare, positional pressure tactics
Deliberate deception tactics - correct answer -phony facts,
ambiguous authority
Psychological warfare tactics - correct answer -Stressful
situations, personal attacks, good guy/bad gut routine, threats
Positional pressure tactics - correct answer -refusal to negotiate,
extreme demands, escalating demands, lock-in tactics,
hardhearted partners
Don't be a _________________. - correct answer -Victim
