Question 1

Which of the following best characterizes a threat as a negotiation tactic?

Accepted Answer

A)  "If you don't give me a good price,I'll take my business elsewhere." 
B)  "Lower your price." 
C)  "I refuse to listen to your screaming.I am leaving." 
D)  "Everybody else buys our product for $25 per unit."

Question 2

In ____,the goal is a "win-lose" situation,where one of the parties is clearly victorious over the other.

Accepted Answer

A)  a negotiation 
B)  a lawsuit 
C)  an arbitration 
D)  a bargain

Question 3

Going into the negotiation with a(n)____,leads to principled negotiation or negotiations based on principles.

Accepted Answer

A)  subjective criteria 
B)  third party 
C)  objective criteria 
D)  we win-you lose strategy

Question 4

Discuss the five stages of negotiation and illustrate the issues and importance of each.

Accepted Answer

The answer of Discuss the five stages of negotiation and...

Question 5

Which of the following is true for distributive bargaining strategy?

Accepted Answer

A)  It is used when there is a sense of urgency and time is short. 
B)  It results in the generation of creative solutions that are acceptable to both parties. 
C)  It works when both parties are committed to preserving the relationship that exists between them. 
D)  It means that both parties achieve their primary objectives.

Question 6

Integrative bargaining strategy works when both parties are committed to preserving the relationship that exists between them.

Accepted Answer

A) True 
 B)False

Question 7

Forcing children to wear protective gear when bicycling and not allowing them to argue on the issue is an example of:

Accepted Answer

A)  norming. 
B)  positive negotiations. 
C)  distributive bargaining. 
D)  inclusive decision-making.

Question 8

When a negotiation is a test of wills,it is destined to fail.By identifying compatible interests,a negotiator can build a bridge from personal goals to the others.

Accepted Answer

A) True 
 B)False

Question 9

The _____ hears both parties,suggests an operating plan and strategy,assists both sides in identifying their chief concerns,aids the parties in arriving at a mutually satisfying resolution or agreement,and assists the parties in writing up this agreement.

Accepted Answer

A)  judge 
B)  conciliator 
C)  consultant 
D)  arbitrator

Question 10

A successful negotiator will:

Accepted Answer

A)  determine the importance of the outcome. 
B)  disregard the other party's situation. 
C)  address personalities,not problems. 
D)  be clear about the best alternative to a negotiated agreement.

Question 11

If an attempt to curb others' questionable tactics aren't successful,one can:

Accepted Answer

A)  request for meeting in the presence of a third party at a later point of time. 
B)  inform the other party about the tactic being used and explain that such behaviors will not be tolerated. 
C)  request for meeting at a later point of time and decide on the timing and venue for the next meeting. 
D)  request for a different person/party with whom to continue negotiations.

Question 12

Which of the following statements about integrative bargaining is true?

Accepted Answer

A)  The likely solution or end result is a "lose-lose" situation. 
B)  The importance of building a continued relationship with the bargaining partner is low. 
C)  The amount of time needed in resolving a conflict is minimal. 
D)  The bargaining climate should be open,communicative and creative.

Question 13

Which of the following negotiation strategy makes use of agendas,questions,and summarizing techniques?

Accepted Answer

A)  Managing 
B)  Scripting 
C)  Bargaining 
D)  Framing

Question 14

Which of the following verbal negotiation tactics by appealing party to a negotiation implies that any undesirable act done by the opposite party will result in a third party's acting negatively against the party?

Accepted Answer

A)  Warning 
B)  Punishment 
C)  Threat 
D)  Command

Question 15

Which of the following is true about BATNA?

Accepted Answer

A)  It is the minimum that an individual will accept out of a negotiation. 
B)  It is the explanation behind the position that expresses why a negotiator wants what he/she wants. 
C)  It is a written agreement that ensures commitment to what was negotiated. 
D)  It is the best outcome a negotiating party can get,should the negotiation neither occur nor conclude.

Question 16

Which of the following is true for integrative bargaining?

Accepted Answer

A)  It results in the generation of few,if any,creative solutions. 
B)  It tends to be ineffective and counterproductive and should be used only in extreme circumstances. 
C)  It works when both parties are committed to preserving the relationship that exists between them. 
D)  It is appropriate to use in situations when there is a sense of urgency and time is short.

Question 17

What are the different types of third-party negotiators? Explain each in brief.

Accepted Answer

The answer of What are the different types of third-party...

Question 18

Shine and Brown are negotiating the terms of a contract.Shine says "Everybody else buys our product for $5 per unit." when trying to convince Brown to accept her terms.This is an example of which of the following verbal negotiation tactics?

Accepted Answer

A)  Recommendation 
B)  Question 
C)  Normative appeal 
D)  Commitment

Question 19

When resources are abundant,negotiation will be an essential skill for business people.

Accepted Answer

A) True 
 B)False

Question 20

When the negotiating parties agree on what to do if an agreement is not reached,occurs in the _____ stage of the negotiation process.

Accepted Answer

A)  clarification and justification 
B)  definition of ground rules 
C)  preparation and planning 
D)  closure and implementation

Exam 9: Negotiation

Which of the following best characterizes a threat as a negotiation tactic?

In ____,the goal is a "win-lose" situation,where one of the parties is clearly victorious over the other.

Going into the negotiation with a(n) ____,leads to principled negotiation or negotiations based on principles.

Discuss the five stages of negotiation and illustrate the issues and importance of each.

Which of the following is true for distributive bargaining strategy?

Integrative bargaining strategy works when both parties are committed to preserving the relationship that exists between them.

Forcing children to wear protective gear when bicycling and not allowing them to argue on the issue is an example of:

When a negotiation is a test of wills,it is destined to fail.By identifying compatible interests,a negotiator can build a bridge from personal goals to the others.

The _____ hears both parties,suggests an operating plan and strategy,assists both sides in identifying their chief concerns,aids the parties in arriving at a mutually satisfying resolution or agreement,and assists the parties in writing up this agreement.

A successful negotiator will:

If an attempt to curb others' questionable tactics aren't successful,one can:

Which of the following statements about integrative bargaining is true?

Which of the following negotiation strategy makes use of agendas,questions,and summarizing techniques?

Which of the following verbal negotiation tactics by appealing party to a negotiation implies that any undesirable act done by the opposite party will result in a third party's acting negatively against the party?

Which of the following is true about BATNA?

Which of the following is true for integrative bargaining?

What are the different types of third-party negotiators? Explain each in brief.

Shine and Brown are negotiating the terms of a contract.Shine says "Everybody else buys our product for $5 per unit." when trying to convince Brown to accept her terms.This is an example of which of the following verbal negotiation tactics?

When resources are abundant,negotiation will be an essential skill for business people.

When the negotiating parties agree on what to do if an agreement is not reached,occurs in the _____ stage of the negotiation process.