Question 1

There is no single 'best' way to negotiate.

Accepted Answer

A) True 
 B)False  True

Question 2

The strategy of an integrative approach to negotiation involves:

Accepted Answer

A) Winning at any cost. 
B) Competing. 
C) Creating value. 
D) Limiting resources. 
A) Winning at any cost. 
B) Competing. 
C) Creating value. 
D) Limiting resources. C

Question 3

Due to advances in technology and changes in the workplace,negotiation is becoming:

Accepted Answer

A) Increasingly computer-driven. 
B) An increasingly important skill for people to hone. 
C) Less relationship-oriented. 
D) More confrontational. 
A) Increasingly computer-driven. 
B) An increasingly important skill for people to hone. 
C) Less relationship-oriented. 
D) More confrontational. B

Question 4

Which of the following is a 'lose-win' negotiation strategy?

Accepted Answer

A) Competitive. 
B) Accommodation. 
C) Avoidance. 
D) Collaboration. 
A) Competitive. 
B) Accommodation. 
C) Avoidance. 
D) Collaboration.

Question 5

Negotiation is considered a social process in which:

Accepted Answer

A) Independent parties are required to communicate to resolve their individual issues. 
B) Interdependent people with mutual interests interact to achieve their desired outcomes. 
C) Interdependent people with conflicting interests interact to achieve their desired outcomes. 
D) Desired outcomes are best achieved face to face. 
A) Independent parties are required to communicate to resolve their individual issues. 
B) Interdependent people with mutual interests interact to achieve their desired outcomes. 
C) Interdependent people with conflicting interests interact to achieve their desired outcomes. 
D) Desired outcomes are best achieved face to face.

Question 6

Negotiations are generally:

Accepted Answer

A) Competitive. 
B) Collaborative. 
C) Mixed-motive. 
D) Integrative. 
A) Competitive. 
B) Collaborative. 
C) Mixed-motive. 
D) Integrative.

Question 7

A 'principled' strategy is another term for win-win negotiating.

Accepted Answer

A) True 
 B)False

Question 8

The situational characteristics that determine which negotiating strategy is most appropriate are:

Accepted Answer

A) Goals,resources,and the level of the relationship and trust. 
B) Goals,resources,and the level of negotiating sophistication of each party. 
C) Goals,resources,and the level of competitiveness. 
D) Goals,resources,and the level of collaboration. 
A) Goals,resources,and the level of the relationship and trust. 
B) Goals,resources,and the level of negotiating sophistication of each party. 
C) Goals,resources,and the level of competitiveness. 
D) Goals,resources,and the level of collaboration.

Question 9

Negotiators can use intimidation as a means to avoid conflict.

Accepted Answer

A) True 
 B)False

Question 10

The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict.

Accepted Answer

A) Two. 
B) Three. 
C) Four. 
D) Five. 
A) Two. 
B) Three. 
C) Four. 
D) Five.

Question 11

Explain what the term 'shadow negotiation' refers to,the types of moves and strategies involved in shadow negotiations,and under what circumstances it is most critical to incorporate shadow negotiation in your negotiating strategy.

Accepted Answer

The shadow negotiation refers to behind-

Question 12

The 'claiming value' negotiation strategy improves trust and the relationship between parties.

Accepted Answer

A) True 
 B)False

Question 13

When is the "claiming value" strategy most appropriate in a negotiation and in what approach to negotiation is it typically used?

Accepted Answer

"Claiming value" is most appropriately u

Question 14

Which of the following is least likely a negotiation situation?

Accepted Answer

A) You ask a sales clerk to give you a 15 percent discount because the article of clothing you would like to purchase is missing a button. 
B) The invitation you receive to a party says you can bring a friend. 
C) A high school senior asks his parents if he can borrow their car.They agree,as long as he promises to be home by midnight. 
D) Your manager meets with you about your annual raise. 
A) You ask a sales clerk to give you a 15 percent discount because the article of clothing you would like to purchase is missing a button. 
B) The invitation you receive to a party says you can bring a friend. 
C) A high school senior asks his parents if he can borrow their car.They agree,as long as he promises to be home by midnight. 
D) Your manager meets with you about your annual raise.

Question 15

Which of the following statements is not true?

Accepted Answer

A) You should delay the negotiation if waiting will improve your ability to maximize your gains. 
B) It is wiser to find an alternative to negotiating if you do not have a stake in the outcome. 
C) Even if there's a possibility that you may lose everything by negotiating,negotiating is still the best option. 
D) It is not always appropriate to negotiate. 
A) You should delay the negotiation if waiting will improve your ability to maximize your gains. 
B) It is wiser to find an alternative to negotiating if you do not have a stake in the outcome. 
C) Even if there's a possibility that you may lose everything by negotiating,negotiating is still the best option. 
D) It is not always appropriate to negotiate.

Question 16

The two dominant strategies of the Dual Concerns Model are:

Accepted Answer

A) Competitive and integrative. 
B) Integrative and interest-based. 
C) Principled and win-win. 
D) Integrative and collaborative. 
A) Competitive and integrative. 
B) Integrative and interest-based. 
C) Principled and win-win. 
D) Integrative and collaborative.

Question 17

Closing the deal is the final step of the final stage of a typical negotiation.

Accepted Answer

A) True 
 B)False

Question 18

The first step of the first stage of a negotiation is:

Accepted Answer

A) Formulate arguments and counterarguments. 
B) Formulate offers and counteroffers. 
C) Build rapport. 
D) Pre-negotiation preparation. 
A) Formulate arguments and counterarguments. 
B) Formulate offers and counteroffers. 
C) Build rapport. 
D) Pre-negotiation preparation.

Question 19

Typical negotiations are conducted__________ stages.

Accepted Answer

A) Three. 
B) Four. 
C) Five. 
D) Six. 
A) Three. 
B) Four. 
C) Five. 
D) Six.

Question 20

The idea behind 'creating value" is to allow both negotiating parties to:

Accepted Answer

A) Maximize outcomes. 
B) Save face. 
C) Benefit from the negotiation. 
D) Avoid conflict. 
A) Maximize outcomes. 
B) Save face. 
C) Benefit from the negotiation. 
D) Avoid conflict.

There is no single 'best' way to negotiate.

The strategy of an integrative approach to negotiation involves:

Due to advances in technology and changes in the workplace,negotiation is becoming:

Which of the following is a 'lose-win' negotiation strategy?

Negotiation is considered a social process in which:

Negotiations are generally:

A 'principled' strategy is another term for win-win negotiating.

The situational characteristics that determine which negotiating strategy is most appropriate are:

Negotiators can use intimidation as a means to avoid conflict.

The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict.

Explain what the term 'shadow negotiation' refers to,the types of moves and strategies involved in shadow negotiations,and under what circumstances it is most critical to incorporate shadow negotiation in your negotiating strategy.

The 'claiming value' negotiation strategy improves trust and the relationship between parties.

When is the "claiming value" strategy most appropriate in a negotiation and in what approach to negotiation is it typically used?

Which of the following is least likely a negotiation situation?

Which of the following statements is not true?

The two dominant strategies of the Dual Concerns Model are:

Closing the deal is the final step of the final stage of a typical negotiation.

The first step of the first stage of a negotiation is:

Typical negotiations are conducted__________ stages.

The idea behind 'creating value" is to allow both negotiating parties to:

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

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Exam 1: The Nature of Negotiation: What it is and Why it Matters

There is no single 'best' way to negotiate.

The strategy of an integrative approach to negotiation involves:

Due to advances in technology and changes in the workplace,negotiation is becoming:

Which of the following is a 'lose-win' negotiation strategy?

Negotiation is considered a social process in which:

Negotiations are generally:

A 'principled' strategy is another term for win-win negotiating.

The situational characteristics that determine which negotiating strategy is most appropriate are:

Negotiators can use intimidation as a means to avoid conflict.

The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict.

Explain what the term 'shadow negotiation' refers to,the types of moves and strategies involved in shadow negotiations,and under what circumstances it is most critical to incorporate shadow negotiation in your negotiating strategy.

The 'claiming value' negotiation strategy improves trust and the relationship between parties.

When is the "claiming value" strategy most appropriate in a negotiation and in what approach to negotiation is it typically used?

Which of the following is least likely a negotiation situation?

Which of the following statements is not true?

The two dominant strategies of the Dual Concerns Model are:

Closing the deal is the final step of the final stage of a typical negotiation.

The first step of the first stage of a negotiation is:

Typical negotiations are conducted__________ stages.

The idea behind 'creating value" is to allow both negotiating parties to:

Preparation: Building the Foundation for Negotiating

Distributive Bargaining: A Strategy for Claiming Value

Integrative Bargaining: A Strategy for Creating Value

Closing Deals: Persuading the Other Party to Say Yes

Communication-The Heart of All Negotiations

Decision Making: Are We Truly Rational Beings?

Power & influence: Changing others’ attitudes and behaviors

Ethics: Right and Wrong Do Exist when you Negotiate

Multiparty Negotiations: Managing the Additional

Individual Differences

International Negotiations: Managing culture and other complexities

Difficult Negotiations: Managing Others Who Play Dirty and Saying No to Those Who Play Nice

Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Filters