Negotiations: Chapters 1-5 UPDATED ACTUAL Questions And Correct Answers
Negotiation situations have fundamentally the same a. True
characteristics? (Ch.1)
a. True
b. False
A creative negotiation that meets the objectives of all a. True
sides may not require compromise. (Ch.1)
a. True
b. False
In any industry in which repeat business is done with the a. True
same parties, there is always a balance between pushing
the limit on any particular negotiation and making sure
the other party -- and your relationship with him --
survives intact. (Ch.1)
a. True
b. False
Remember that every possible interdependency has an a. True
alternative; negotiators can always say "no" and walk
away. (Ch.1)
a. True
b. False
Conflict doesn't usually occur when the two parties are b. False
working toward the same goal and generally want the
same outcome. (Ch.1)
a. True
b. False
A situation in which solutions exist so that both parties d. win-win
are trying to find a mutually acceptable solution to a
complex conflict is known as which of the following?
(Ch.1)
a. mutual gains
b. win-lose
c. zero-sum
d. win-win
e. none of the above
, Which is not a characteristic of a negotiation or c. an established set of rules
bargaining situation? (Ch.1)
a. conflict between parties
b. two or more parties involved
c. an established set of rules
d. a voluntary process
e. none of the above is a characteristic of a negotiation
A zero-sum situation is also known by another name. b. distributive
Which of the following is that? (Ch.1)
a. integrative
b. distributive
c. win-lose
d. negotiative
e. none of the above
BATNA stands for (Ch.1) a. best alternative to a negotiated agreement
a. best alternative to a negotiated agreement
b. best assignment to a negotiated agreement
c. best alternative to a negative agreement
d. best alternative to a negative assignment
e. BATNA stands for none of the above
What are the two dilemmas of negotiation? (Ch.1) d. the dilemma of honesty and the dilemma of trust
a. the dilemma of cost and the dilemma of profit margin
b. the dilemma of honesty and the dilemma of profit
margin
c. the dilemma of trust and the dilemma of cost
d. the dilemma of honesty and the dilemma of trust
e. none of the above
Distributive bargaining strategies and tactics are useful a. True
when a negotiator wants to maximize the value obtained
in a single deal. (Ch.2)
a. True
b. False
The resistance point is the point at which a negotiator b. False
would like to conclude negotiations. (Ch.2)
a. True
b. False
Negotiations with a positive settlement range are obvious b. False
from the beginning. (Ch.2)
a. True
b. False
Negotiation situations have fundamentally the same a. True
characteristics? (Ch.1)
a. True
b. False
A creative negotiation that meets the objectives of all a. True
sides may not require compromise. (Ch.1)
a. True
b. False
In any industry in which repeat business is done with the a. True
same parties, there is always a balance between pushing
the limit on any particular negotiation and making sure
the other party -- and your relationship with him --
survives intact. (Ch.1)
a. True
b. False
Remember that every possible interdependency has an a. True
alternative; negotiators can always say "no" and walk
away. (Ch.1)
a. True
b. False
Conflict doesn't usually occur when the two parties are b. False
working toward the same goal and generally want the
same outcome. (Ch.1)
a. True
b. False
A situation in which solutions exist so that both parties d. win-win
are trying to find a mutually acceptable solution to a
complex conflict is known as which of the following?
(Ch.1)
a. mutual gains
b. win-lose
c. zero-sum
d. win-win
e. none of the above
, Which is not a characteristic of a negotiation or c. an established set of rules
bargaining situation? (Ch.1)
a. conflict between parties
b. two or more parties involved
c. an established set of rules
d. a voluntary process
e. none of the above is a characteristic of a negotiation
A zero-sum situation is also known by another name. b. distributive
Which of the following is that? (Ch.1)
a. integrative
b. distributive
c. win-lose
d. negotiative
e. none of the above
BATNA stands for (Ch.1) a. best alternative to a negotiated agreement
a. best alternative to a negotiated agreement
b. best assignment to a negotiated agreement
c. best alternative to a negative agreement
d. best alternative to a negative assignment
e. BATNA stands for none of the above
What are the two dilemmas of negotiation? (Ch.1) d. the dilemma of honesty and the dilemma of trust
a. the dilemma of cost and the dilemma of profit margin
b. the dilemma of honesty and the dilemma of profit
margin
c. the dilemma of trust and the dilemma of cost
d. the dilemma of honesty and the dilemma of trust
e. none of the above
Distributive bargaining strategies and tactics are useful a. True
when a negotiator wants to maximize the value obtained
in a single deal. (Ch.2)
a. True
b. False
The resistance point is the point at which a negotiator b. False
would like to conclude negotiations. (Ch.2)
a. True
b. False
Negotiations with a positive settlement range are obvious b. False
from the beginning. (Ch.2)
a. True
b. False
