MKT 324 MIDTERM PRACTICE EXAM
QUESTIONS AND ANSWERS GRADED A+
2025/2026
A situation in which both parties are trying to find a mutually acceptable solution to a complex
conflict is known as which of the following?
A. mutual gains
B. win-win
C. win-lose
D. zero-sum - ANS B
Which is not a characteristic of all negotiation situations?
A. an established set of rules
B. a voluntary process
C. conflict between parties
D. two or more parties involved - ANS A
Tangible factors
A. include the price or terms of agreement.
B. are psychological motivations that influence the negotiations.
C. cannot be measured in quantifiable terms.
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, D. include the need to look good in negotiations. - ANS A
Which of the following is not an intangible factor in a negotiation?
A. the need to appear "fair" or "honorable"
B. the need to look good
C. final agreed upon price on a contract
D. to maintain a good relationship - ANS C
A zero-sum situation is also known by another name. Which of the following terms means the
same as "zero sum"?
A. win-win
B. integrative
C. mutual adjustment
D. distributive - ANS D
What are the two dilemmas of negotiation?
A. the dilemma of cost and the dilemma of profit margin
B. the dilemma of trust and the dilemma of cost
C. the dilemma of honesty and the dilemma of trust
D. the dilemma of honesty and the dilemma of profit margin - ANS C
Which of the following statements is not true of concessions?
A. When a party makes a concession, the bargaining range is constrained.
B. Concessions restrict the range of solution options.
C. A concession happens when one party agrees to make change in their own position.
D. A concession happens when one party suggests alterations to the other party's proposal. -
ANS D
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
QUESTIONS AND ANSWERS GRADED A+
2025/2026
A situation in which both parties are trying to find a mutually acceptable solution to a complex
conflict is known as which of the following?
A. mutual gains
B. win-win
C. win-lose
D. zero-sum - ANS B
Which is not a characteristic of all negotiation situations?
A. an established set of rules
B. a voluntary process
C. conflict between parties
D. two or more parties involved - ANS A
Tangible factors
A. include the price or terms of agreement.
B. are psychological motivations that influence the negotiations.
C. cannot be measured in quantifiable terms.
1 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
, D. include the need to look good in negotiations. - ANS A
Which of the following is not an intangible factor in a negotiation?
A. the need to appear "fair" or "honorable"
B. the need to look good
C. final agreed upon price on a contract
D. to maintain a good relationship - ANS C
A zero-sum situation is also known by another name. Which of the following terms means the
same as "zero sum"?
A. win-win
B. integrative
C. mutual adjustment
D. distributive - ANS D
What are the two dilemmas of negotiation?
A. the dilemma of cost and the dilemma of profit margin
B. the dilemma of trust and the dilemma of cost
C. the dilemma of honesty and the dilemma of trust
D. the dilemma of honesty and the dilemma of profit margin - ANS C
Which of the following statements is not true of concessions?
A. When a party makes a concession, the bargaining range is constrained.
B. Concessions restrict the range of solution options.
C. A concession happens when one party agrees to make change in their own position.
D. A concession happens when one party suggests alterations to the other party's proposal. -
ANS D
2 @COPYRIGHT 2025/2026 ALLRIGHTS RESERVED.
