Question 1

No two people will leave a communication with the same perceptions once the terms of agreement is negotiated.

Accepted Answer

A) True 
 B)False

Question 2

When _____ during a negotiation process,one should focus on interests,and not on positions.

Accepted Answer

A)   bargaining and problem solving
B)   clarifying and justifying
C)   defining ground rules
D)   planningE) A) and B)
F) All of the above

Question 3

Don has been trying to help his two good friends,Pat and Jamie,resolve an issue by ensuring that a steady flow of accurate information exists between them.His role in the negotiation would best be described as a(n) :

Accepted Answer

A)   conciliator.
B)   consultant.
C)   arbitrator.
D)   mediator.E) B) and C)
F) B) and D) A

Question 4

Mike and Carey are negotiating on an international sales deal.Mike asked Carey some questions to make sure he was clear on why Carey felt his proposal was valid.Mike then proceeded to state his interests in the negotiation.Mike and Carey are at which stage of the negotiation?

Accepted Answer

A)   Closure and implementation
B)   Clarification and justification
C)   Bargaining and problem solving
D)   Defining ground rulesE) A) and D)
F) B) and D) B

Question 5

One should never walk away or take a break from a negotiation until it is completed.

Accepted Answer

A) True 
 B)False

Question 6

The process where two or more parties share their concerns and interests to reach an agreement of mutual benefit through bargaining is called:

Accepted Answer

A)   politicking.
B)   negotiation.
C)   coaching.
D)   empowerment.E) C) and D)
F) A) and B)

Question 7

In the bargaining and problem solving stage,both parties to a negotiation actively and constructively work toward solutions.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is a kind of manageable question asked to get the other person thinking?

Accepted Answer

A)   Open-ended question
B)   Open question
C)   Trick question
D)   Impulse questionE) A) and C)
F) B) and C)

Question 9

Which of the following is an example of a loaded question,which puts opponents on the spot regardless of answer?

Accepted Answer

A)   How much would be charged for the additional work?
B)   What is your feeling on the matter?
C)   Do you feel our proposal is fair?
D)   So,you are not willing to negotiate further?E) B) and C)
F) All of the above

Question 10

A neutral third party,who teaches the negotiating parties the skills and techniques of negotiation is a(n) :

Accepted Answer

A)   conciliator.
B)   consultant.
C)   arbitrator.
D)   mediator.E) A) and D)
F) B) and C)

Question 11

A person can be more effective in negotiations if he/she does all of the following,EXCEPT:

Accepted Answer

A)   demonstrating his/her attention through communication and listening skills.
B)   agreeing on issues that are unsolvable at that moment.
C)   walking away or taking a break if necessary.
D)   using agendas,questioning,and summarizing techniques.E) C) and D)
F) None of the above

Question 12

A mediator has the legal power to bind both the parties to an agreement.

Accepted Answer

A) True 
 B)False

Question 13

Acquiring and enhancing negotiation skills in the present day is important because:

Accepted Answer

A)   there are very few conflicts of interest and expectations are readily met.
B)   conflicts are best handled by the judicial system.
C)   there is an unlimited supply of resources.
D)   there is increased teaming and diversity in organizations.E) B) and C)
F) A) and D)

Question 14

Write a short note on the integrative bargaining strategy.

Accepted Answer

Negotiators use an integrative bargainin...

Question 15

How do people deal with others' potentially unethical behavior?

Accepted Answer

Potentially unethical behavior by the ot...

Question 16

In a "two-party negotiation",each side is represented by at least two individuals who work together as a team to achieve the goals and interests within a negotiation.

Accepted Answer

A) True 
 B)False

Question 17

At which stage of the negotiation,do the parties read through the written agreement based on their negotiated results before signing?

Accepted Answer

A)   Defining ground rules
B)   Clarifying and justifying
C)   Bargaining and problem solving
D)   Closing and implementingE) B) and D)
F) A) and B)

Question 18

Zach is thinking if he should approach an arbitrator for resolving his problem with a contractor.One reason against using arbitrators is that:

Accepted Answer

A)   the arbitration process is costlier than litigation process.
B)   they take a lot of time in reaching the final solution.
C)   they make solutions from an emotional perspective.
D)   they make binding decisions without involvement of either party.E) C) and D)
F) B) and C)

Question 19

A negotiator can use questioning when it is necessary to clarify communication.

Accepted Answer

A) True 
 B)False

Question 20

While the asynchronicity of communication likely lengthens the time that elapses over the course of a negotiation,the quality and quantity of information shared appears to be greater in a virtual negotiation's setting.

Accepted Answer

A) True 
 B)False  True

Exam 9: Negotiation

No two people will leave a communication with the same perceptions once the terms of agreement is negotiated.

Correct AnswerverifiedShow Answer

When _____ during a negotiation process,one should focus on interests,and not on positions.

Correct AnswerverifiedShow Answer

Don has been trying to help his two good friends,Pat and Jamie,resolve an issue by ensuring that a steady flow of accurate information exists between them.His role in the negotiation would best be described as a(n) :

Correct AnswerverifiedA

Mike and Carey are negotiating on an international sales deal.Mike asked Carey some questions to make sure he was clear on why Carey felt his proposal was valid.Mike then proceeded to state his interests in the negotiation.Mike and Carey are at which stage of the negotiation?

Correct AnswerverifiedB

One should never walk away or take a break from a negotiation until it is completed.

Correct AnswerverifiedShow Answer

The process where two or more parties share their concerns and interests to reach an agreement of mutual benefit through bargaining is called:

Correct AnswerverifiedShow Answer

In the bargaining and problem solving stage,both parties to a negotiation actively and constructively work toward solutions.

Correct AnswerverifiedShow Answer

Which of the following is a kind of manageable question asked to get the other person thinking?

Correct AnswerverifiedShow Answer

Which of the following is an example of a loaded question,which puts opponents on the spot regardless of answer?

Correct AnswerverifiedShow Answer

A neutral third party,who teaches the negotiating parties the skills and techniques of negotiation is a(n) :

Correct AnswerverifiedShow Answer

A person can be more effective in negotiations if he/she does all of the following,EXCEPT:

Correct AnswerverifiedShow Answer

A mediator has the legal power to bind both the parties to an agreement.

Correct AnswerverifiedShow Answer

Acquiring and enhancing negotiation skills in the present day is important because:

Correct AnswerverifiedShow Answer

Write a short note on the integrative bargaining strategy.

Correct AnswerverifiedNegotiators use an integrative bargainin...View AnswerShow Answer

How do people deal with others' potentially unethical behavior?

Correct AnswerverifiedPotentially unethical behavior by the ot...View AnswerShow Answer

In a "two-party negotiation",each side is represented by at least two individuals who work together as a team to achieve the goals and interests within a negotiation.

Correct AnswerverifiedShow Answer

At which stage of the negotiation,do the parties read through the written agreement based on their negotiated results before signing?

Correct AnswerverifiedShow Answer

Zach is thinking if he should approach an arbitrator for resolving his problem with a contractor.One reason against using arbitrators is that:

Correct AnswerverifiedShow Answer

A negotiator can use questioning when it is necessary to clarify communication.

Correct AnswerverifiedShow Answer

While the asynchronicity of communication likely lengthens the time that elapses over the course of a negotiation,the quality and quantity of information shared appears to be greater in a virtual negotiation's setting.

Correct AnswerverifiedTrue

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A

Correct Answer
verified
B

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Negotiators use an integrative bargainin...
View Answer

Correct Answer
verified
Potentially unethical behavior by the ot...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
True