Question 1

Though a negotiation blunder,the winner's curse can be remedied in many cases.

Accepted Answer

A) True 
 B)False

Question 2

Positional negotiators very often tend to be ________.

Accepted Answer

A)  cynical 
B)  egocentric 
C)  accommodating 
D)  intuitive 
A)  cynical 
B)  egocentric 
C)  accommodating 
D)  intuitive

Question 3

In a negotiation,the person who stands to gain the most by changing the other faction's mind should be the most persuasive.

Accepted Answer

A) True 
 B)False

Question 4

The longer the temporal distance between the act of negotiation and the consequences of negotiated agreements,the better the agreement.

Accepted Answer

A) True 
 B)False

Question 5

A positional negotiator is also known as a(n)________.

Accepted Answer

A)  underaspiring negotiator 
B)  visioning negotiator 
C)  overaspiring negotiator 
D)  grass-is-greener negotiator 
A)  underaspiring negotiator 
B)  visioning negotiator 
C)  overaspiring negotiator 
D)  grass-is-greener negotiator

Question 6

Which of the following is a characteristic of BATNA?

Accepted Answer

A)  inflexible 
B)  unrealistically optimistic 
C)  spontaneous 
D)  time sensitive 
A)  inflexible 
B)  unrealistically optimistic 
C)  spontaneous 
D)  time sensitive

Question 7

Reactive devaluation negotiation behavior is exhibited by negotiators who ________.

Accepted Answer

A)  know what the target is and are willing to make a few minor compromises 
B)  do not know what the target is and make major compromises 
C)  know what the target is but end up paying far more than deemed necessary 
D)  do not know what the target is but do not want what is being offered 
A)  know what the target is and are willing to make a few minor compromises 
B)  do not know what the target is and make major compromises 
C)  know what the target is but end up paying far more than deemed necessary 
D)  do not know what the target is but do not want what is being offered

Question 8

At the negotiating table,Leo and David take opposite viewpoints of the matter in discussion.Leo takes offence at David's comments because he views any opposition as an ego threat.It is safe to assume that Leo is a(n)________ negotiator.

Accepted Answer

A)  cynical 
B)  accommodating 
C)  positional 
D)  intuitive 
A)  cynical 
B)  accommodating 
C)  positional 
D)  intuitive

Question 9

What are the two types of conflicts commonly witnessed in negotiations?

Accepted Answer

A)  functional benefits and consensus conflict 
B)  line staff conflict and functional conflict 
C)  line staff conflict and scarce resource competition 
D)  consensus conflict and scarce resource competition 
A)  functional benefits and consensus conflict 
B)  line staff conflict and functional conflict 
C)  line staff conflict and scarce resource competition 
D)  consensus conflict and scarce resource competition

Question 10

While preparing for negotiations,the negotiator fails to evaluate his reservation points.What downside can the negotiation process have?

Accepted Answer

A)  the negotiators accepting an offer worse than their BATNA 
B)  the negotiators rejecting an offer worse than their BATNA 
C)  the negotiators demonstrating behavior of reactive devaluation 
D)  the negotiators accepting an offer better than their BATNA 
A)  the negotiators accepting an offer worse than their BATNA 
B)  the negotiators rejecting an offer worse than their BATNA 
C)  the negotiators demonstrating behavior of reactive devaluation 
D)  the negotiators accepting an offer better than their BATNA

Question 11

Jennifer,the sales manager of a firm,does not plan well in advance for her negotiations with clients.Her negotiation often focuses on an arbitrary value that she fixes before the negotiation as a reservation price.This arbitrary value is called a ________.

Accepted Answer

A)  focal point 
B)  reference point 
C)  cost point 
D)  fleeting target 
A)  focal point 
B)  reference point 
C)  cost point 
D)  fleeting target

Question 12

Why do negotiators avoid revealing their deadlines?

Accepted Answer

A)  because they think that it will not have any impact on the negotiations 
B)  because they think that the other party cannot take advantage of the situation 
C)  because they think that it will be construed as a strategic weakness 
D)  because they think that they can concede at their convenience 
A)  because they think that it will not have any impact on the negotiations 
B)  because they think that the other party cannot take advantage of the situation 
C)  because they think that it will be construed as a strategic weakness 
D)  because they think that they can concede at their convenience

Question 13

Having mutually agreed to the negotiation terms put forth by each other,the negotiators of two firms cut a deal.However,there is always the risk associated with the willingness of the other party to honor its terms and live up to its contractual obligations.What risk is this known as?

Accepted Answer

A)  operational risk 
B)  contractual risk 
C)  financial risk 
D)  company risk 
A)  operational risk 
B)  contractual risk 
C)  financial risk 
D)  company risk

Question 14

What does a one-shot negotiation mean?

Accepted Answer

A)  a negotiation which leads the other party to concede in the first attempt itself 
B)  a negotiation in which the deal does not entail any future ramifications accruing to the parties 
C)  a negotiation wherein there is only one aspiration point that needs to be dealt with 
D)  a negotiation wherein both the negotiating parties opt for a positional stance 
A)  a negotiation which leads the other party to concede in the first attempt itself 
B)  a negotiation in which the deal does not entail any future ramifications accruing to the parties 
C)  a negotiation wherein there is only one aspiration point that needs to be dealt with 
D)  a negotiation wherein both the negotiating parties opt for a positional stance

Though a negotiation blunder,the winner's curse can be remedied in many cases.

Positional negotiators very often tend to be ________.

In a negotiation,the person who stands to gain the most by changing the other faction's mind should be the most persuasive.

The longer the temporal distance between the act of negotiation and the consequences of negotiated agreements,the better the agreement.

A positional negotiator is also known as a(n)________.

Which of the following is a characteristic of BATNA?

Reactive devaluation negotiation behavior is exhibited by negotiators who ________.

At the negotiating table,Leo and David take opposite viewpoints of the matter in discussion.Leo takes offence at David's comments because he views any opposition as an ego threat.It is safe to assume that Leo is a(n)________ negotiator.

What are the two types of conflicts commonly witnessed in negotiations?

While preparing for negotiations,the negotiator fails to evaluate his reservation points.What downside can the negotiation process have?

Jennifer,the sales manager of a firm,does not plan well in advance for her negotiations with clients.Her negotiation often focuses on an arbitrary value that she fixes before the negotiation as a reservation price.This arbitrary value is called a ________.

Why do negotiators avoid revealing their deadlines?

Having mutually agreed to the negotiation terms put forth by each other,the negotiators of two firms cut a deal.However,there is always the risk associated with the willingness of the other party to honor its terms and live up to its contractual obligations.What risk is this known as?

What does a one-shot negotiation mean?

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

Though a negotiation blunder,the winner's curse can be remedied in many cases.

Positional negotiators very often tend to be ________.

In a negotiation,the person who stands to gain the most by changing the other faction's mind should be the most persuasive.

The longer the temporal distance between the act of negotiation and the consequences of negotiated agreements,the better the agreement.

A positional negotiator is also known as a(n)________.

Which of the following is a characteristic of BATNA?

Reactive devaluation negotiation behavior is exhibited by negotiators who ________.

At the negotiating table,Leo and David take opposite viewpoints of the matter in discussion.Leo takes offence at David's comments because he views any opposition as an ego threat.It is safe to assume that Leo is a(n)________ negotiator.

What are the two types of conflicts commonly witnessed in negotiations?

While preparing for negotiations,the negotiator fails to evaluate his reservation points.What downside can the negotiation process have?

Jennifer,the sales manager of a firm,does not plan well in advance for her negotiations with clients.Her negotiation often focuses on an arbitrary value that she fixes before the negotiation as a reservation price.This arbitrary value is called a ________.

Why do negotiators avoid revealing their deadlines?

Having mutually agreed to the negotiation terms put forth by each other,the negotiators of two firms cut a deal.However,there is always the risk associated with the willingness of the other party to honor its terms and live up to its contractual obligations.What risk is this known as?

What does a one-shot negotiation mean?

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