Question 1

A tactic used during one negotiation may not be successful or applicable to another negotiation, even with the same counterpart.

Accepted Answer

A) True 
 B)False

Question 2

During an international negotiation, an interpreter might verbally communicate yet not fully convey the significance of unspoken actions, signals, and customs that may be invisible to the foreign or nonnative negotiator.

Accepted Answer

A) True 
 B)False

Question 3

_____ is a negotiation tactic that often signals the end of a negotiation on a given issue.

Accepted Answer

A)  Venue 
B)  Silence 
C)  Planned concessions 
D)  Trial balloon 
E)  Best and final offer

Question 4

An integral part of negotiation involves each party trying to persuade the other party to do something that is in its best interests.

Accepted Answer

A) True 
 B)False

Question 5

Before actual negotiations begin, the parties need to believe realistically that they can reach an agreement.

Accepted Answer

A) True 
 B)False

Question 6

E-negotiators generally ask more questions and tend to make fewer assumptions during the negotiation.

Accepted Answer

A) True 
 B)False

Question 7

Step 1 of Triangle Talk is _____.

Accepted Answer

A)  know exactly what they want 
B)  propose action in a way they can accept 
C)  know exactly what you want 
D)  apply tactics to win the negotiation 
E)  None of the above.

Question 8

According to Cialdini, _____ is a principle which states that we are more likely to accept the positions, arguments, and direction from recognized authority figures.

Accepted Answer

A)  liking 
B)  consistency 
C)  scarcity 
D)  social proof 
E)  authority

Question 9

An experienced negotiator does not need to practice or rehearse a complex negotiation before commencing the formal negotiation.

Accepted Answer

A) True 
 B)False

Question 10

In _____, one party achieves his or her objective on an issue, whereas the other receives something else of value as a reward for going along.

Accepted Answer

A)  use nonspecific compensation 
B)  logroll 
C)  expand the pie 
D)  find a bridge solution 
E)  cut the costs for compliance

Question 11

Negotiation is noncritical means to convey the buyer's specific sourcing requirements and specifications to its supply base.

Accepted Answer

A) True 
 B)False

Question 12

In negotiation, a/an _____ is a reality or truth that the parties can state and successfully verify.

Accepted Answer

A)  fact 
B)  issue 
C)  position 
D)  interest 
E)  BATNA

Question 13

The manner in which a negotiator approaches concession making is an important part of every successful negotiation strategy.

Accepted Answer

A) True 
 B)False

Question 14

In _____, one party (usually the buyer) gets a lower price as the parties work jointly to reduce the seller's costs or the joint transaction costs of doing business together.

Accepted Answer

A)  logroll 
B)  expand the pie 
C)  cut the costs for compliance 
D)  find a bridge solution 
E)  use non-specific compensation

Question 15

_____ means that two or more parties are competing over a fixed sum value with the winner taking all or the larger share.

Accepted Answer

A)  Lose-lose negotiation 
B)  Win-lose negotiation 
C)  Winner-take-all negotiation 
D)  Integrative bargaining 
E)  None of the above.

Question 16

An important part of negotiation is realizing that the process involves relationships between people, not just organizations.

Accepted Answer

A) True 
 B)False

Question 17

Good negotiators know that reaching agreement is the end of the negotiation process.

Accepted Answer

A) True 
 B)False

Question 18

A/An _____ is an aspiration or vision to work toward in the future.

Accepted Answer

A)  need 
B)  objective 
C)  plan 
D)  BATNA 
E)  position

Exam 13: Negotiation and Conflict Management

A tactic used during one negotiation may not be successful or applicable to another negotiation, even with the same counterpart.

During an international negotiation, an interpreter might verbally communicate yet not fully convey the significance of unspoken actions, signals, and customs that may be invisible to the foreign or nonnative negotiator.

_____ is a negotiation tactic that often signals the end of a negotiation on a given issue.

An integral part of negotiation involves each party trying to persuade the other party to do something that is in its best interests.

Before actual negotiations begin, the parties need to believe realistically that they can reach an agreement.

E-negotiators generally ask more questions and tend to make fewer assumptions during the negotiation.

Step 1 of Triangle Talk is _____.

According to Cialdini, _____ is a principle which states that we are more likely to accept the positions, arguments, and direction from recognized authority figures.

An experienced negotiator does not need to practice or rehearse a complex negotiation before commencing the formal negotiation.

In _____, one party achieves his or her objective on an issue, whereas the other receives something else of value as a reward for going along.

Negotiation is noncritical means to convey the buyer's specific sourcing requirements and specifications to its supply base.

In negotiation, a/an _____ is a reality or truth that the parties can state and successfully verify.

The manner in which a negotiator approaches concession making is an important part of every successful negotiation strategy.

In _____, one party (usually the buyer) gets a lower price as the parties work jointly to reduce the seller's costs or the joint transaction costs of doing business together.

_____ means that two or more parties are competing over a fixed sum value with the winner taking all or the larger share.

An important part of negotiation is realizing that the process involves relationships between people, not just organizations.

Good negotiators know that reaching agreement is the end of the negotiation process.

A/An _____ is an aspiration or vision to work toward in the future.