Question 1

What does ratification mean?

Accepted Answer

A)  the process of rating the aspiration point on a priority basis 
B)  the process of getting a contract approved by some other group 
C)  the process of deferring the deadline for negotiation 
D)  the process of settling a dispute in negotiation process 
A)  the process of rating the aspiration point on a priority basis 
B)  the process of getting a contract approved by some other group 
C)  the process of deferring the deadline for negotiation 
D)  the process of settling a dispute in negotiation process

Question 2

Negotiators' ________ may lead buyers and sellers to have different valuations for objects.

Accepted Answer

A)  reference points 
B)  reservation points 
C)  focal points 
D)  sunk costs 
A)  reference points 
B)  reservation points 
C)  focal points 
D)  sunk costs

Question 3

Most people are risk-seeking when it comes to losses,and risk-averse when it comes to gains.

Accepted Answer

A) True 
 B)False

Question 4

When the negotiation is a transaction situation,________.

Accepted Answer

A)  the parties involved take legal recourse to reach a settlement 
B)  the parties involved annul the negotiation 
C)  the parties involved take recourse to their BATNAs 
D)  the parties involved do not take recourse to their BATNAs 
A)  the parties involved take legal recourse to reach a settlement 
B)  the parties involved annul the negotiation 
C)  the parties involved take recourse to their BATNAs 
D)  the parties involved do not take recourse to their BATNAs

Question 5

Two negotiators do not see eye to eye in their ideologies and fundamental beliefs.This is known as a(n)________.

Accepted Answer

A)  agreement bias 
B)  vertical conflict 
C)  consensus conflict 
D)  organizational conflict 
A)  agreement bias 
B)  vertical conflict 
C)  consensus conflict 
D)  organizational conflict

Question 6

What risks must negotiators consider while preparing for negotiations?

Accepted Answer

A)  operational risk, BATNA risk, compliance risk 
B)  financial risk, operational risk, BATNA risk 
C)  compliance risk, strategic risk, financial risk 
D)  BATNA risk, strategic risk, contractual risk 
A)  operational risk, BATNA risk, compliance risk 
B)  financial risk, operational risk, BATNA risk 
C)  compliance risk, strategic risk, financial risk 
D)  BATNA risk, strategic risk, contractual risk

Question 7

Many people's BATNAs are uncertain because potential alternatives arrive sequentially.

Accepted Answer

A) True 
 B)False

Question 8

Should a negotiator have multiple issues in his negotiation?

Accepted Answer

A)  No, as this can confuse the negotiator as to what terms must be included in the final agreement. 
B)  Yes, as this way the negotiator is considered as not being positional. 
C)  No, as this way the negotiator is considered as being positional. 
D)  Yes, as this way the negotiator may end up conceding prematurely. 
A)  No, as this can confuse the negotiator as to what terms must be included in the final agreement. 
B)  Yes, as this way the negotiator is considered as not being positional. 
C)  No, as this way the negotiator is considered as being positional. 
D)  Yes, as this way the negotiator may end up conceding prematurely.

Question 9

What is a monolithic party?

Accepted Answer

A)  a party which is entirely owned and controlled by one person at the top dictating the negotiation terms and aspirations 
B)  a party whose members are unanimous in their negotiation terms and aspirations 
C)  a party which is owned and controlled by multiple people at the top who determine the negotiation terms and aspirations 
D)  a party whose members are not unanimous in their negotiation terms and aspirations 
A)  a party which is entirely owned and controlled by one person at the top dictating the negotiation terms and aspirations 
B)  a party whose members are unanimous in their negotiation terms and aspirations 
C)  a party which is owned and controlled by multiple people at the top who determine the negotiation terms and aspirations 
D)  a party whose members are not unanimous in their negotiation terms and aspirations

Question 10

What do you understand by the term "focal point"?

Accepted Answer

A)  the target of the negotiator who suffers from confirmation bias 
B)  the target points of the negotiator that he or she must focus on solely 
C)  the target of the negotiator who is egocentric 
D)  the target of the negotiator who fails to prepare a reservation point 
A)  the target of the negotiator who suffers from confirmation bias 
B)  the target points of the negotiator that he or she must focus on solely 
C)  the target of the negotiator who is egocentric 
D)  the target of the negotiator who fails to prepare a reservation point

Question 11

What does the linkage effect mean in negotiations?

Accepted Answer

A)  the fact that some negotiations affect other negotiations 
B)  the effect of a negotiation done out of luxury 
C)  no effect of a negotiation in other negotiations 
D)  the effect of negotiation done out of necessity 
A)  the fact that some negotiations affect other negotiations 
B)  the effect of a negotiation done out of luxury 
C)  no effect of a negotiation in other negotiations 
D)  the effect of negotiation done out of necessity

Question 12

The reference point,focal point,and reservation point all mean the same.

Accepted Answer

A) True 
 B)False

Question 13

What does premature concession mean?

Accepted Answer

A)  when a negotiator decides to make concessions in the terms before the lapse of the agreement period 
B)  when a negotiator loses ground by to the other party by spelling out her or his alternative terms before required 
C)  when a negotiator makes concessions in the terms before it can be ratified 
D)  when a negotiator makes concessions in the terms at the eleventh hour 
A)  when a negotiator decides to make concessions in the terms before the lapse of the agreement period 
B)  when a negotiator loses ground by to the other party by spelling out her or his alternative terms before required 
C)  when a negotiator makes concessions in the terms before it can be ratified 
D)  when a negotiator makes concessions in the terms at the eleventh hour

Question 14

What is a hidden table?

Accepted Answer

A party is a person (or group of people

Question 15

The winner's curse is attributed to an underaspiring negotiator.

Accepted Answer

A) True 
 B)False

Question 16

Robert was the purchase agent of an office furniture manufacturer.While dealing with one of the vendors,he successfully negotiated the prices for items A and B.However,the vendor was firm on the price that he quoted for item C.Robert unsuccessfully insisted on a getting a discount for C also and eventually declined all the purchase terms offered by the vendor.Which of the following,if true,would contradict the reflection that Robert was engaged in a reactive devaluation?

Accepted Answer

A)  The price quoted for C was much higher than the market price. 
B)  The vendor had not established a strong relationship with the manufacturer. 
C)  The vendor was directly procuring the item C. 
D)  The vendor had offered a lower price during an earlier purchase. 
A)  The price quoted for C was much higher than the market price. 
B)  The vendor had not established a strong relationship with the manufacturer. 
C)  The vendor was directly procuring the item C. 
D)  The vendor had offered a lower price during an earlier purchase.

Question 17

A reference point defines what a person considers to be a ________.

Accepted Answer

A)  liability 
B)  break even 
C)  resource 
D)  profit 
A)  liability 
B)  break even 
C)  resource 
D)  profit

Question 18

What does the "time horizon" mean?

Accepted Answer

A)  the amount of time till the negotiation terms will be held valid 
B)  the amount of time between the proposed terms and the acceptance of terms by the other party the amount of time 
C)  the amount of time taken for the negotiation terms to get sanctioned before they are formally proposed 
D)  the amount of time between negotiations and the realization of negotiated agreements 
A)  the amount of time till the negotiation terms will be held valid 
B)  the amount of time between the proposed terms and the acceptance of terms by the other party the amount of time 
C)  the amount of time taken for the negotiation terms to get sanctioned before they are formally proposed 
D)  the amount of time between negotiations and the realization of negotiated agreements

Question 19

After clinching a deal at first shot,a person immediately begins to think of the other alternatives that she could have exercised but did not.What is the person doing in the given situation?

Accepted Answer

A)  conceptual thinking 
B)  lateral thinking 
C)  counterfactual thinking 
D)  critical thinking 
A)  conceptual thinking 
B)  lateral thinking 
C)  counterfactual thinking 
D)  critical thinking

Question 20

A positional negotiator is one who ________.

Accepted Answer

A)  is under pressure to clinch the offer and consequently accepts the offer despite better alternatives 
B)  sets a low target point and is immediately granted the offer 
C)  selectively seeks information that confirms what he or she believes to be true 
D)  sets the target point too high and refuses to make any concessions 
A)  is under pressure to clinch the offer and consequently accepts the offer despite better alternatives 
B)  sets a low target point and is immediately granted the offer 
C)  selectively seeks information that confirms what he or she believes to be true 
D)  sets the target point too high and refuses to make any concessions

What does ratification mean?

Negotiators' ________ may lead buyers and sellers to have different valuations for objects.

Most people are risk-seeking when it comes to losses,and risk-averse when it comes to gains.

When the negotiation is a transaction situation,________.

Two negotiators do not see eye to eye in their ideologies and fundamental beliefs.This is known as a(n)________.

What risks must negotiators consider while preparing for negotiations?

Many people's BATNAs are uncertain because potential alternatives arrive sequentially.

Should a negotiator have multiple issues in his negotiation?

What is a monolithic party?

What do you understand by the term "focal point"?

What does the linkage effect mean in negotiations?

The reference point,focal point,and reservation point all mean the same.

What does premature concession mean?

What is a hidden table?

The winner's curse is attributed to an underaspiring negotiator.

A reference point defines what a person considers to be a ________.

What does the "time horizon" mean?

After clinching a deal at first shot,a person immediately begins to think of the other alternatives that she could have exercised but did not.What is the person doing in the given situation?

A positional negotiator is one who ________.

Negotiation: The Mind and the Heart

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

Establishing Trust and Building a Relationship

Power,Persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties,Coalitions,and Teams

Cross-Cultural Negotiation

Tacit Negotiations and Social Dilemmas

Negotiating Via Information Technology

Are You a Rational Person Check Yourself

Nonverbal Communication and Lie Detection

Third-Party Intervention

Negotiating a Job Offer

Filters

Exam 2: Preparation: What to Do Before Negotiation

What does ratification mean?

Negotiators' ________ may lead buyers and sellers to have different valuations for objects.

Most people are risk-seeking when it comes to losses,and risk-averse when it comes to gains.

When the negotiation is a transaction situation,________.

Two negotiators do not see eye to eye in their ideologies and fundamental beliefs.This is known as a(n)________.

What risks must negotiators consider while preparing for negotiations?

Many people's BATNAs are uncertain because potential alternatives arrive sequentially.

Should a negotiator have multiple issues in his negotiation?

What is a monolithic party?

What do you understand by the term "focal point"?

What does the linkage effect mean in negotiations?

The reference point,focal point,and reservation point all mean the same.

What does premature concession mean?

What is a hidden table?

The winner's curse is attributed to an underaspiring negotiator.

A reference point defines what a person considers to be a ________.

What does the "time horizon" mean?

After clinching a deal at first shot,a person immediately begins to think of the other alternatives that she could have exercised but did not.What is the person doing in the given situation?

A positional negotiator is one who ________.

Negotiation: The Mind and the Heart

Distributive Negotiation: Slicing the Pie

Win-Win Negotiation: Expanding the Pie

Developing a Negotiating Style

Establishing Trust and Building a Relationship

Power,Persuasion,and Ethics

Creativity and Problem Solving in Negotiations

Multiple Parties,Coalitions,and Teams

Cross-Cultural Negotiation

Tacit Negotiations and Social Dilemmas

Negotiating Via Information Technology

Are You a Rational Person Check Yourself

Nonverbal Communication and Lie Detection

Third-Party Intervention

Negotiating a Job Offer

Filters