(1 – 50 happen to be worth 1 ) 2 items a piece)
1 . Which is not a characteristic of any negotiation or bargaining circumstance?
A)conflict between functions
B)two or more celebrations involved
C)an set up set of guidelines
D)a voluntary method
E)None of the above is a attribute of a discussion.
2 . Which of the next is not an intangible take into account a arbitration?
A)the need to look great
B)final agreed cost on a contract
C)the desire to book more organization
D)fear of environment a preceding
E)All of the over are intangible factors.
3. Interdependent parties’ interactions are seen as a
A)interlocking goals.
B)solitary making decisions.
C)established procedures.
D)rigid buildings.
E)Interdependent relationships will be characterized by all of the above.
some. Satisfaction which has a negotiation depends upon
A)the process through which an agreement is definitely reached and the dollar worth of concessions made by each party.
B)the real outcome obtained by the settlement as compared to the original bargaining positions of the negotiators.
C)the process whereby an agreement is definitely reached and by the actual result obtained by negotiation.
D)the total dollar worth of credits made by every single party.
E)Satisfaction with a negotiation is dependent upon non-e with the above.
a few. Which in the following claims about issue is true?
A)Conflict is a result of tangible factors.
B)Conflict can occur when two parties work toward similar goal and generally want a similar outcome.
C)Conflict only occurs the moment both parties require a very different settlement.
D)Conflict has a minimal effect on interdependent relationships.
E)All of the above assertions about turmoil are the case.
6. Which of the pursuing contribute to conflict’s destructive graphic?
A)increased communication
B)misperception and bias
C)clarifying issues
D)minimized differences; amplified similarities
E)All with the above lead to conflict’s dangerous image.
several. In the Dual Concerns Version, the level of concern for the individual’s individual outcomes and the level of matter for the other’s outcomes are known as the
A)cooperativeness dimensions and the competitiveness dimension.
B)the assertiveness dimension as well as the competitiveness dimension.
C)the competitiveness sizing and the aggressiveness dimension.
D)the cooperativeness dimension and the assertiveness dimension.
E)None of the previously mentioned.
8. Negotiators pursuing the yielding strategy
A)show tiny interest or perhaps concern in whether they attain their own outcomes, but are quite interested in whether or not the other party reaches his or her effects.
B)pursue their own outcome strongly and shows little concern for whether the other person obtains her or his desired outcome.
C)shows little fascination or matter in whether or not they attain their particular outcomes, and does not show much concern regarding whether the other person obtains her or his outcomes.
D)show large concern pertaining to attaining their own outcomes and high matter for
whether the various other attains their outcomes.
E)Negotiators pursuing the yielding approach demonstrate not one of the above behaviors.
on the lookout for. A situation through which solutions exist so that both parties are trying to look for a mutually suitable solution to a complex conflict is called which of the following?
A)mutual gains
B)win-lose
C)zero-sum
D)win-win
E)None of the over.
10. Big t or Farreneheit The functions prefer to make a deal and search for agreement rather than to fight openly, have one side dominate and the different capitulate, forever break off contact, or consider their dispute to a higher authority to resolve that
11. To or Farrenheit When the desired goals of several people are interconnected so that only 1 can achieve the goal—such while running a contest in which you will have only one winner—this is a competitive situation, also referred to as a non-zero-sum or distributive situation
doze. T or f Negotiators do not have to become versatile inside their comfort and use of both significant strategic ways to be successful.
13. Distributive bargaining strategies
A)are one of the most efficient discussing strategies to work with.
B)are used in all interdependent associations.
C)are useful in maintaining long term interactions.
D)can cause negotiators to disregard what the celebrations have in common.
E)None of the above explains distributive bargaining strategies.
14. The objective of each party in distributive bargaining should be to obtain because which in the following as is possible?
A)bargaining range
B)resistance point
C)target point
D)bargaining mix
E)None of the above.
15. The resistance level is established by ____________ anticipated from a certain outcome, which can be in turn the merchandise of the ____________ and ____________ of an result.
A)cost, value, worth
B)value, worth, price
C)value, cost and timeliness
D)cost, importance, value
E)None of the above.
16. The more you can convince the other that you just value a certain outcome away from other’s bargaining range, a lot more pressure you put on the other part of set simply by one of the next resistance items.
A)high
B)low
C)modest
D)extreme
E)None with the above.
17. T or F The resistance stage is the level at which a negotiator would want to conclude talks.
18. Capital t or F Each party’s resistance point is openly stated at the end of transactions.
19. T or N The more you can apply to convince the other party that her or his costs of delay or perhaps aborting transactions will be pricey, the more likely she or he will be to set up a modest level of resistance point.
20. T or F Studies indicate that negotiators who also make low or simple opening provides get higher settlements than do those who make serious opening offers.
21. The bargaining range is identified by
A)the beginning stance and the initial donation.
B)the initial round of snack bars.
C)the bargaining mixture and the beginning stance.
D)the starting offer and the counteroffer.
E)The bargaining range can be defined by simply all of the over.
22. Good distributive bargainers will
A)begin talks with the other person with a position offer near to their own amount of resistance point.
B)ensure that there is enough room inside the bargaining range to make a lot of concessions.
C)accept a deal that is shown as a fait accompli.
D)immediately identify the other party’s target stage.
E)All of the above are actions that good distributive bargainers will take.
23. What statement about concessions is usually false?
A)Concessions are central to negotiations.
B)Concessions is another word to get adjustments properly.
C)Concession making exposes the concession maker to many risk.
D)Reciprocating snack bars is a haphazard process.
E)All with the above claims are accurate.
24. Mediators who produce threats
A)are regarded as more powerful than negotiators who have do not make use of threats.
B)receive larger outcomes than negotiators who have do not make use of threats.
C)are regarded as more supportive in distributive negotiations.
D)should work with detailed, complicated statements of demands, circumstances and implications.
E)All of the above describe negotiators who make threats.
twenty-five. Hardball techniques are designed to
A)be employed primarily against powerful negotiators.
B)clarify the wearer’s adherence to a distributive bargaining approach.
C)pressure targeted parties to do things they would not otherwise do.
D)eliminate exposure to possible the person using the tactic.
E)Hardball techniques are designed to complete all of the over.
26. The negotiator’s basic strategy is to
A)get information about the level of resistance and its positions.
B)reach the final arrangement as near to the other’s resistance point as possible.
C)convince members of the other party to change their minds of the ability to achieve their own goals.
D)promote his or her own objectives while desirable, required, and inevitable.
E)All of the above.
27. T or Farrenheit Integrative agreements have been proved to be facilitated the moment parties exchanged information about their particular positions upon particular issues, but not necessarily of their priorities upon those concerns.
28. Capital t or F An integrative negotiation issue should be understood to be a solution method rather than being a specific goal to be obtained.
29. Capital t or F In making alternative solutions to the problem, teams should also adopt procedures for identifying the problem, identifying the interests, and generating options, however , to prevent the group procedure from degenerating into a win-lose competition or a debating event.
30. Big t or N “Expanding the pie” being a method of producing alternative solutions is a complicated process, mainly because it requires a lot more detailed information about the other party than do different methods.
31. Which with the following processes is central to achieving almost all integrative agreements?
A)moderating the free circulation of information to ensure each party’s position is definitely accurately mentioned
B)exchanging information about each party’s situation on crucial issues
C)emphasizing the commonalties involving the parties
D)searching for solutions that maximize the substantive final result for each
E)All of the above processes happen to be central to achieving integrative agreements.
thirty-two. In which key step in the integrative discussion process of discovering and determining the problem might you likely find that if the problem is complex and multifaceted the parties might not be able to acknowledge a statement of the problem?
A)define the problem in a manner that is mutually acceptable to both sides.
B)state the condition with an eye toward practicality and comprehensiveness.
C)state the condition as a target and discover the hurdles to obtaining this target.
D)depersonalizing the problem.
E)separate the problem definition from the search for alternatives.
33. Which of the pursuing statements about interests is true?
A)There is only one type of interest in a dispute.
B)Parties are in contract about the kind of interests at stake.
C)Interests are often operating out of more deeply rooted human requirements or beliefs.
D)Interests do not alter during the course of an integrative discussion.
E)All of the previously mentioned statements regarding interests happen to be true.
thirty four. Successful logrolling requires
A)that the parties establish more than one issue in conflict then agree to advantage among these issues so one party defines a highly preferred outcome on the first concern and the additional person defines a highly favored outcome for the second concern.
B)no details about the other party than his/her passions
and assumes that simply lengthening the resources will solve the situation.
C)that one party is allowed to obtain his or her objectives and he/she then “pays off” the other party for covering his/her pursuits.
D)a fundamental reformulation of the difficulty such that the parties are disclosing enough information to discover their hobbies and needs and then inventing alternatives that will meet both parties’ needs.
E)Successful logrolling needs all of the above.
35. When confronted with sophisticated problems, or maybe a large number of substitute options, which usually of the pursuing steps is essential?
A)broaden the range of solution choices
B)evaluate solutions based on quality, standards, and acceptability
C)decide on standards while analyzing options
D)maintain a spotlight on the impact of tangibles in choosing options
E)All from the above measures should be employed when confronted with complex concerns.
36. In nonspecific settlement
A)resources are added in such a way that both equally sides can achieve their very own objectives.
B)one party achieves his or her objectives and the other’s costs are minimized if they agrees to look along.
C)the get-togethers are able to create new choices that meet up with each sides’ needs.
D)one person is in order to obtain his or her objectives and “pay off” the other person pertaining to accommodating his interests.
E)All of the above will be related to non-specific compensation.
37. Which guideline should be used in evaluating choices and getting to a consensus?
A)keep the range of remedy options while wide as is possible
B)evaluate the alternatives on the basis of speed and expediency
C)keep detailed records throughout the conversation and analysis process
D)be alert to the influence of intangibles in selecting options
E)None from the above needs to be used in the evaluation procedure.
38. Which in turn of the following is not required for integrative negotiation to have success?
A)Each party needs to be as enthusiastic about the targets and complications of the other since each is in his/her own—each must presume responsibility intended for the other peoples needs and outcomes along with his/her personal.
B)The get-togethers must be committed to a goal that benefits both of them rather than to pursuing only their own ends.
C)The parties should be willing to choose interpersonal designs that are more congenial than combative, even more open and trusting than evasive and defensive, more flexible (but firm) than uncooperative (but yielding).
D)Needs need to be made precise, similarities have to be identified, and differences must be recognized and accepted.
E)All in the above are necessary for integrative negotiation to have success.
39. Which will of the pursuing factors does not contribute to the progress trust among negotiators?
A)We are more inclined to trust someone we see as a lot like us or perhaps as possessing a positive attitude toward us.
B)We often feeling people who are based upon us because we are capable of help or perhaps hurt all of them.
C)We are more likely to trust people who initiate cooperative, relying behavior.
D)We are more inclined to trust negotiators who make concessions.
E)All from the above contribute to the development of trust between negotiators.
40. Exactly what are the most crucial precursors to get achieving settlement objectives?
A)Effective strategizing, planning and preparation
B)goal setting and focus on planning
C)defining structures and setting goals
D)framing and strategizing
E)none with the above
forty one. Which from the following can be not a reason that talks fail?
A)Allowing too little time for organizing
B)Failing to set clear objectives
C)Understanding the strongest and weakest points of their and the other party’s positions
D)Depending about being speedy and brilliant during discussions
42. A very good interest in attaining only the romantic relationship outcomes implies one, if any, of the following approaches. Which one?
A)competitive
B)accommodation
C)collaborative
D)avoidance
E)none from the above
43. Getting to know the other party and understanding comparison represents what key part of the arbitration process:
A)preparation
B)information gathering
C)relationship building
D)information using
E)None of the previously mentioned
44. What is the dominating force for success in discussion?
A)a distributive versus integrative technique
B)the planning that takes place prior to the dialogue
C)the discussions that go before planning periods
D)the tactics selected in support of tactical goals
E)all in the above
forty five. Does the following symbolize the point at which we realistically anticipate to achieve a settlement?
A)specific target level
B)resistance point
C)alternative
D)asking cost
E)none of the above
46. In the event the other party provides a strong and viable alternative, he/she can
A)be dependent on achieving a satisfactory agreement
B)appear aggressive and hostile in negotiations
C)set and push for high goals
D)have unlimited negotiating authority
E)all from the above
47. Under which in turn of the pursuing questions of protocol will you find a bargaining relationship conversation about procedural issues that ought to occur prior to the major hypostatic ones had been raised?
A)What agenda ought to we follow?
B)Where should we negotiate?
C)What is definitely the time period in the negotiation?
D)What may be done if perhaps negotiation falls flat?
E)How will we keep track of what is agreed to?
48. T or F If perhaps what we wish exceeds what the other party has the ability to of or willing to offer, we must both change the goals or end the negotiation.
49. T or perhaps F In the event both substance and romance outcomes are essential, the arbitrator peacemaker should go after a competitive strategy.
55. T or perhaps F Alternatives are very significant in both distributive and integrative processes because they will define whether the current result is better than some other possibility.
(51 – fifty four are worth 10 points a piece)
51. Term the several levels of turmoil that are typically identified. Describe
how conflict is a potential effect of interdependent relationships.
52. What features of unique offer, beginning stance and opening obole would transmission a position of firmness? Of flexibility? Exactly what are the advantages of adopting a flexible position?
53. What techniques can be used to connect firm versatility to an challenger? In addition , what guidelines ought to be used in analyzing options and reaching a general opinion?
54. Research by Greenhalgh suggests you will find seven key steps to a perfect negotiation
process. Which usually of the Greenhalgh seven actions of discussion do Hard anodized cookware negotiators use a great deal of period on? How come this so important?
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