MKT 324 Midterm Practice Exam Questions
With Verified Answers
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 - ANSWER 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 - ANSWER 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.
D. include the need to look good in negotiations. - ANSWER 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 - ANSWER 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 - ANSWER 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 - ANSWER 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. - ANSWER D
Conflicts with which of the following characteristics should be considered "easy
to resolve" or be settled quickly? ''
A. situations with disorganized, or weak leadership
B. situations involving large or big consequences
C. situations involving matters of "principle," such as values or ethics
D. situations involving long-term relationships with expected future interaction -
ANSWER D
An individual who strongly pursues their own outcomes and shows little concern
for whether the other party obtains their desired outcomes is using which of the
following strategies?
A. problem solving
B. contending
C. yielding
D. compromising - ANSWER B
Negotiators pursuing the yielding strategy
A. pursue their own outcome strongly and shows little concern for whether the
other party obtains his or her desired outcome.
B. show high concern for attaining their own outcomes and high concern for
whether the other attains his or her outcomes.
C. show little interest or concern in whether they attain their own outcomes but
are quite interested in whether the other party attains his or her outcomes.
D. shows little interest or concern in whether they attain their own outcomes
and does not show much concern about whether the other party obtains his or
her outcomes. - ANSWER C
The calculated incompetence approach
A. uses a representative who has limited information on one's positions to avoid
information getting leaked.
B. involves negotiators pretending to be foolish so the other party can let their
guard down while they achieve their goals
C. is a very good strategy for integrative bargaining
D. uses an incompetent negotiator in order to conceal the fact that one does not
care about the negotiation - ANSWER A
Distributive bargaining strategies
With Verified Answers
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 - ANSWER 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 - ANSWER 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.
D. include the need to look good in negotiations. - ANSWER 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 - ANSWER 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 - ANSWER 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 - ANSWER 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. - ANSWER D
Conflicts with which of the following characteristics should be considered "easy
to resolve" or be settled quickly? ''
A. situations with disorganized, or weak leadership
B. situations involving large or big consequences
C. situations involving matters of "principle," such as values or ethics
D. situations involving long-term relationships with expected future interaction -
ANSWER D
An individual who strongly pursues their own outcomes and shows little concern
for whether the other party obtains their desired outcomes is using which of the
following strategies?
A. problem solving
B. contending
C. yielding
D. compromising - ANSWER B
Negotiators pursuing the yielding strategy
A. pursue their own outcome strongly and shows little concern for whether the
other party obtains his or her desired outcome.
B. show high concern for attaining their own outcomes and high concern for
whether the other attains his or her outcomes.
C. show little interest or concern in whether they attain their own outcomes but
are quite interested in whether the other party attains his or her outcomes.
D. shows little interest or concern in whether they attain their own outcomes
and does not show much concern about whether the other party obtains his or
her outcomes. - ANSWER C
The calculated incompetence approach
A. uses a representative who has limited information on one's positions to avoid
information getting leaked.
B. involves negotiators pretending to be foolish so the other party can let their
guard down while they achieve their goals
C. is a very good strategy for integrative bargaining
D. uses an incompetent negotiator in order to conceal the fact that one does not
care about the negotiation - ANSWER A
Distributive bargaining strategies
