Question 1

Due to advances in technology and changes in the workplace,negotiation is becoming:

Accepted Answer

A)  Increasingly computer-driven.
B)  An increasingly important skill for people to hone.
C)  Less relationship-oriented.
D)  More confrontational. B

Question 2

The two dominant strategies of the Dual Concerns Model are:

Accepted Answer

A)  Competitive and integrative.
B)  Integrative and interest-based.
C)  Principled and win-win.
D)  Integrative and collaborative.

Question 3

The strategy of an integrative approach to negotiation involves:

Accepted Answer

A)  Winning at any cost.
B)  Competing.
C)  Creating value.
D)  Limiting resources. C

Question 4

Typical negotiations are conducted__________ stages.

Accepted Answer

A)  Three.
B)  Four.
C)  Five.
D)  Six.

Question 5

Which of the following is a 'lose-win' negotiation strategy?

Accepted Answer

A)  Competitive.
B)  Accommodation.
C)  Avoidance.
D)  Collaboration.

Question 6

Negotiation is considered a social process in which:

Accepted Answer

A)  Independent parties are required to communicate to resolve their individual issues.
B)  Interdependent people with mutual interests interact to achieve their desired outcomes.
C)  Interdependent people with conflicting interests interact to achieve their desired outcomes.
D)  Desired outcomes are best achieved face to face.

Question 7

The idea behind 'creating value" is to allow both negotiating parties to:

Accepted Answer

A)  Maximize outcomes.
B)  Save face.
C)  Benefit from the negotiation.
D)  Avoid conflict.

Question 8

The first step of the first stage of a negotiation is:

Accepted Answer

A)  Formulate arguments and counterarguments.
B)  Formulate offers and counteroffers.
C)  Build rapport.
D)  Pre-negotiation preparation.

Question 9

The situational characteristics that determine which negotiating strategy is most appropriate are:

Accepted Answer

A)  Goals,resources,and the level of the relationship and trust.
B)  Goals,resources,and the level of negotiating sophistication of each party.
C)  Goals,resources,and the level of competitiveness.
D)  Goals,resources,and the level of collaboration.

Question 10

Which of the following is least likely a negotiation situation?

Accepted Answer

A)  You ask a sales clerk to give you a 15 percent discount because the article of clothing you would like to purchase is missing a button.
B)  The invitation you receive to a party says you can bring a friend.
C)  A high school senior asks his parents if he can borrow their car.They agree,as long as he promises to be home by midnight.
D)  Your manager meets with you about your annual raise.

Question 11

Closing the deal is the final step of the final stage of a typical negotiation.

Accepted Answer

A) True 
 B)False

Question 12

Explain what the term 'shadow negotiation' refers to,the types of moves and strategies involved in shadow negotiations,and under what circumstances it is most critical to incorporate shadow negotiation in your negotiating strategy.

Accepted Answer

The shadow negotiation refers to behind-...

Question 13

The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict.

Accepted Answer

A)  Two.
B)  Three.
C)  Four.
D)  Five.

Question 14

There is no single 'best' way to negotiate.

Accepted Answer

A) True 
 B)False  True

Question 15

Which of the following statements is not true?

Accepted Answer

A)  You should delay the negotiation if waiting will improve your ability to maximize your gains.
B)  It is wiser to find an alternative to negotiating if you do not have a stake in the outcome.
C)  Even if there's a possibility that you may lose everything by negotiating,negotiating is still the best option.
D)  It is not always appropriate to negotiate.

Question 16

Negotiators can use intimidation as a means to avoid conflict.

Accepted Answer

A) True 
 B)False

Question 17

A 'principled' strategy is another term for win-win negotiating.

Accepted Answer

A) True 
 B)False

Question 18

Negotiations are generally:

Accepted Answer

A)  Competitive.
B)  Collaborative.
C)  Mixed-motive.
D)  Integrative.

Question 19

When is the "claiming value" strategy most appropriate in a negotiation and in what approach to negotiation is it typically used?

Accepted Answer

"Claiming value" is most appropriately u...

Question 20

The 'claiming value' negotiation strategy improves trust and the relationship between parties.

Accepted Answer

A) True 
 B)False

Exam 1: The Nature of Negotiation: What it is and Why it Matters

Due to advances in technology and changes in the workplace,negotiation is becoming:

Correct AnswerverifiedB

The two dominant strategies of the Dual Concerns Model are:

Correct AnswerverifiedShow Answer

The strategy of an integrative approach to negotiation involves:

Correct AnswerverifiedC

Typical negotiations are conducted__________ stages.

Correct AnswerverifiedShow Answer

Which of the following is a 'lose-win' negotiation strategy?

Correct AnswerverifiedShow Answer

Negotiation is considered a social process in which:

Correct AnswerverifiedShow Answer

The idea behind 'creating value" is to allow both negotiating parties to:

Correct AnswerverifiedShow Answer

The first step of the first stage of a negotiation is:

Correct AnswerverifiedShow Answer

The situational characteristics that determine which negotiating strategy is most appropriate are:

Correct AnswerverifiedShow Answer

Which of the following is least likely a negotiation situation?

Correct AnswerverifiedShow Answer

Closing the deal is the final step of the final stage of a typical negotiation.

Correct AnswerverifiedShow Answer

Explain what the term 'shadow negotiation' refers to,the types of moves and strategies involved in shadow negotiations,and under what circumstances it is most critical to incorporate shadow negotiation in your negotiating strategy.

Correct AnswerverifiedThe shadow negotiation refers to behind-...View AnswerShow Answer

The Dual Concerns Model of negotiation offers ________ different approaches for handling conflict.

Correct AnswerverifiedShow Answer

There is no single 'best' way to negotiate.

Correct AnswerverifiedTrue

Which of the following statements is not true?

Correct AnswerverifiedShow Answer

Negotiators can use intimidation as a means to avoid conflict.

Correct AnswerverifiedShow Answer

A 'principled' strategy is another term for win-win negotiating.

Correct AnswerverifiedShow Answer

Negotiations are generally:

Correct AnswerverifiedShow Answer

When is the "claiming value" strategy most appropriate in a negotiation and in what approach to negotiation is it typically used?

Correct Answerverified"Claiming value" is most appropriately u...View AnswerShow Answer

The 'claiming value' negotiation strategy improves trust and the relationship between parties.

Correct AnswerverifiedShow Answer

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B

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C

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The shadow negotiation refers to behind-...
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True

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"Claiming value" is most appropriately u...
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