Question 1

Negotiation is always the appropriate action to pursue whenever

Accepted Answer

A)   you have been disadvantaged by someone.
B)   you are asked by someone to negotiate a matter.
C)   you wish things were different.
D)   there is potential for mutual beneficial exchange. D

Question 2

Which of the following statements are true?

Accepted Answer

A)   Negotiation is a game.
B)   Negotiation is an art.
C)   Negotiation is a science.
D)   Negotiation is primarily the use of power-over tactics. B,C

Question 3

Negotiation performance encompasses which of the following?

Accepted Answer

A)   Personality characteristics.
B)   Perception.
C)   Needs.
D)   Individual skills. A,B,C,D

Question 4

A fertile ground for negotiation skill practice is in personal settings and issues, because,

Accepted Answer

A)   we will be naturally most effective when we have an emotional interest in the result.
B)   opportunities abound for continual thought and development.
C)   the outcome is less important.
D)   that is where our ego is most involved.

Question 5

Negotiation is used to

Accepted Answer

A)   influence others' emotions.
B)   effect others' behaviors.
C)   change others' attitudes.
D)   all of the above.

Question 6

The two best general paths to improve your negotiation effectiveness are:

Accepted Answer

A)   to follow the model of someone who has negotiated for many years.
B)   to find a book that lists the rules of negotiation.
C)   to learn how to know yourself and others, learn how to assess and understand conflict, learn how to communicate effectively in all contexts, learn principles of persuasion, and learn how to prepare for specific negotiations.
D)   to increase your critical thinking ability and your emotional intelligence.

Question 7

Negotiation is most productively viewed as

Accepted Answer

A)   manipulating the behavior of others.
B)   tricking others.
C)   attempting to get the better of others.
D)   all human interaction.

Question 8

Sociological and psychological theories provide insight that will assist in our negotiation skill development, because

Accepted Answer

A)   psychological theories assist in understanding how we think and act.
B)   sociological theories assist in understanding conflict and other dynamics of human interaction.
C)   they assist in understanding individual differences that affect communication.
D)   All of the above.

Question 9

The more our ego is involved in a negotiation,

Accepted Answer

A)   the more control we have over the interaction.
B)   the more unconscious factors may affect our behavior.
C)   the greater the challenge of self-control.
D)   None of the above.

Exam 1: Defining Negotiation and Its Components