BUS 526 NEGOTIATION & CONFLICT RESOLUTION MIDTERM (WINTER 2018 TERM)
Question 1
2 out of 2 points
What are the two dilemmas of negotiation?
Selected Answer:
the dilemma of honesty and the dilemma of trust
Correct Answer:
the dilemma of honesty and the dilemma of trust
Response Feedback: Good work
Question 2
2 out of 2 points
Which is not a characteristic of a negotiation or bargaining situation?
Selected Answer:
an established set of rules
Correct Answer:
an established set of rules
Response Feedback: Good work
Question 3
2 out of 2 points
An individual who pursues his or her own outcomes strongly and shows little concern for
whether the other party obtains his or her desired outcomes is using another of the following
strategies. Which one?
Selected Answer:
contending
Correct Answer:
contending
Response Feedback: Good work
Question 4
2 out of 2 points
,BUS 526 NEGOTIATION & CONFLICT RESOLUTION MIDTERM (WINTER 2018 TERM)
In intragroup conflict,
Selected
Answer: conflict affects the ability of the group to resolve differences and continue
to achieve its goals effectively.
Correct
Answer: conflict affects the ability of the group to resolve differences and continue
to achieve its goals effectively.
Response Feedback: Good work
Question 5
2 out of 2 points
Satisfaction with a negotiation is determined by
Selected
Answer: the process through which an agreement is reached and by the actual
outcome obtained by the negotiation.
Correct
Answer: the process through which an agreement is reached and by the actual
outcome obtained by the negotiation.
Response Feedback: Good work
Question 6
2 out of 2 points
In the Dual Concerns Model, the level of concern for the individual's own outcomes and the
level of concern for the other's outcomes are referred to as the
Selected Answer:
the cooperativeness dimension and the assertiveness dimension.
Correct Answer:
the cooperativeness dimension and the assertiveness dimension.
Response Feedback: Good work
Question 7
2 out of 2 points
BATNA stands for
, BUS 526 NEGOTIATION & CONFLICT RESOLUTION MIDTERM (WINTER 2018 TERM)
Selected Answer:
best alternative to a negotiated agreement.
Correct Answer:
best alternative to a negotiated agreement.
Response Feedback: Good work
Question 8
2 out of 2 points
A zero-sum situation is also known by another name of a situation. Which of the following is
that?
Selected Answer:
distributive
Correct Answer:
distributive
Response Feedback: Good work
Question 9
2 out of 2 points
Interdependent parties' relationships are characterized by
Selected Answer:
interlocking goals.
Correct Answer:
interlocking goals.
Response Feedback: Good work
Question 10
2 out of 2 points
Negotiators pursuing the yielding strategy
Selected
Answer: 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.
Correct
Question 1
2 out of 2 points
What are the two dilemmas of negotiation?
Selected Answer:
the dilemma of honesty and the dilemma of trust
Correct Answer:
the dilemma of honesty and the dilemma of trust
Response Feedback: Good work
Question 2
2 out of 2 points
Which is not a characteristic of a negotiation or bargaining situation?
Selected Answer:
an established set of rules
Correct Answer:
an established set of rules
Response Feedback: Good work
Question 3
2 out of 2 points
An individual who pursues his or her own outcomes strongly and shows little concern for
whether the other party obtains his or her desired outcomes is using another of the following
strategies. Which one?
Selected Answer:
contending
Correct Answer:
contending
Response Feedback: Good work
Question 4
2 out of 2 points
,BUS 526 NEGOTIATION & CONFLICT RESOLUTION MIDTERM (WINTER 2018 TERM)
In intragroup conflict,
Selected
Answer: conflict affects the ability of the group to resolve differences and continue
to achieve its goals effectively.
Correct
Answer: conflict affects the ability of the group to resolve differences and continue
to achieve its goals effectively.
Response Feedback: Good work
Question 5
2 out of 2 points
Satisfaction with a negotiation is determined by
Selected
Answer: the process through which an agreement is reached and by the actual
outcome obtained by the negotiation.
Correct
Answer: the process through which an agreement is reached and by the actual
outcome obtained by the negotiation.
Response Feedback: Good work
Question 6
2 out of 2 points
In the Dual Concerns Model, the level of concern for the individual's own outcomes and the
level of concern for the other's outcomes are referred to as the
Selected Answer:
the cooperativeness dimension and the assertiveness dimension.
Correct Answer:
the cooperativeness dimension and the assertiveness dimension.
Response Feedback: Good work
Question 7
2 out of 2 points
BATNA stands for
, BUS 526 NEGOTIATION & CONFLICT RESOLUTION MIDTERM (WINTER 2018 TERM)
Selected Answer:
best alternative to a negotiated agreement.
Correct Answer:
best alternative to a negotiated agreement.
Response Feedback: Good work
Question 8
2 out of 2 points
A zero-sum situation is also known by another name of a situation. Which of the following is
that?
Selected Answer:
distributive
Correct Answer:
distributive
Response Feedback: Good work
Question 9
2 out of 2 points
Interdependent parties' relationships are characterized by
Selected Answer:
interlocking goals.
Correct Answer:
interlocking goals.
Response Feedback: Good work
Question 10
2 out of 2 points
Negotiators pursuing the yielding strategy
Selected
Answer: 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.
Correct
