Negotiation Skills MCQ Questions Answers

1. Performance orientation and power distance are considered ______.

2. The text defends that negotiator power can originate from any resource that the other party wants or needs.

3. Interdependence cannot take many forms.

4. When a team member puts in more than his or her fair share of effort is called Free-riding.

5. The one who controls the resources should always be in the negotiation.

6. An example of a restraint in a job negotiation may be in finding additional moving expenses.

7. According to the text, all tactics take time and effort.

8. Time is not an issue in negotiating.

9. A resource constraint is not really a conflict.

10. If you lack time, you may want to leverage ______.

11. An example of time as a barrier is when one party is buying a car and ______.

12. ______ can cause fear of losing a negotiation.

13. Another negotiation constraint to be considered is ______.

14. A resource constraint negotiation forces parties to find ______.

15. Slicing is the most dysfunctional tactic of all.

16. Overwhelming the other party with information creates anxiety and is called a “snowjob”.

17. Slicing is uncommon in buyer/seller negotiations.

18. Emotional and language intensity tactics intend to cause one to lower their expectation.

19. Playing chicken works because it plays on fear and power.

20. If the other party lies about their interest, the situation is called a ______.

21. One reason another party may make a lowball offer is to force the other party into ______.

22. If a “good cop/bad cop” tactic arises, one recommended response is to ______.

23. Which is suggested to remain effective in a tough negotiation?

24. According to the text, hardball tactics are very ______.

25. Arbitration is common in labor-management negotiation.

26. All parties need to accept the mediation for it to be successful.

27. One of the benefits of arbitration is that it tends to be less costly than mediation.

28. Mediation can range from very formal to very informal.

29. Arbitrators affect both the process and the outcome of a negotiation.

30. One downside in arbitration is that the parties ______.

31. According to the text, when using a third party, one must determine how much ______ they are willing to give up.

32. ______ affect only the process of the dispute resolution.

33. A high level of ______ and ______ may cause the need for a third party in a negotiation.

34. One reason to seek a third party is when the negotiation ______.

35. According to the text, with increased parties negotiating, their interests may get “lost in the crowd.”

36. The better negotiators understand teams, the more they can avoid pitfalls.

37. Introducing additional individuals into a negotiation will decrease the potential for conflict.

38. Research on team negotiations shows multiple people can generate richer and more complex solutions.

39. Today, you may have multiple parties negotiating simultaneously.

40. A unique dynamic with more than two parties in the negotiation conversation has the potential for ______.

41. A shared understanding of a team includes ______.

42. Adding teams can be a double-edged sword due to ______ and ______.

43. The text discusses an approach with teams involved with negotiations that essentially becomes ______.

44. An example of a new dynamic and complexity in a negotiation is ______.

45. An underlying benefit of increased information, through technology, helps in negotiations.

46. Negotiations using technology may help keep you from being taken advantage.

47. Research shows that lying increases when individuals are not face-to-face.

48. The ability to build relationships and trust is unhindered by electronic media.

49. The idea the negotiators need to be physically present is a thing of the past.

50. Electronic searches of a new party can include discovering past activities and ______.

51. Another way technology has influenced negotiation change is increasing ______.

52. A(n)______ approach starts face-to-face, then moves into a virtual level.

53. One positive side of negotiating through electronic communications is that it ______.

54. The text states that the standards for how and when people ______ are changing.

55. Emotional regulation is the ability to control one’s emotions in the moment.

56. In negotiation, emotions do not belong in the conversation.

57. Taking breaks is an essential part of a negotiation.

58. How one party behaves has no relevance to how the other party thinks in a negotiation.

59. A location is not just a place to have a conversation for a negotiation, but it also brings meaning.

60. What is it called when it is still not enough value for the other side, but you can consider adding an issue at the end?

61. What is the key to maneuver out of impasse when you cannot seem to figure out what to do next?

62. When the negotiation is more complex, the first thing you should do is ______.

63. When your brain is occupied with emotion and you are not able to take in all of the information coming at you, you should ______.

64. What happens when someone sends or replies to emails when they are mad?

65. Culture exists at many levels.

66. According to the text, national culture provides a powerful context that influences perspectives and behavior.

67. “Cultural perspective taking” helps in cross-cultural negotiations if you emphasize your own perspectives.

68. A lower level of power distance means people do not care about status differences.

69. Culture functions by providing shared norms and rules.

70. ______ is the belief that “our way” is inherently correct.

71. Silence is most common for which group below?

72. Silence is most common for which group below?

73. Culture is often analogous with a(n) ______.

74. Culture affects how we communicate and what is considered ______.

75. Agreeableness is generally a very positive trait for negotiators.

76. The text contends that women are criticized for not being assertive enough but when they are assertive, they are perceived negatively.

77. Research suggests that men and women have similar approaches in negotiating tactics.

78. Researchers identify systematic differences and tendencies help in negotiation.

79. A negotiation tactic may work well for one party but not be affective for another.

80. Two ways to consider trust in a negotiation setting are ______ and ______.

81. According to the text, ______ can affect how one views conflict.

82. Conflict ______ refers to responding to perceived or potential conflict by attempting to suppress the situation.

83. A well-known difference in negotiating in the workplace is ______.

84. Research contends that a salesperson is less likely to make concessions on price when negotiating with a ______.

85. Persistence is effective because negotiation takes work.

86. Planning will still cause anxiety and worry.

87. Feeling regret after a negotiation is called winner’s curse.

88. According to the text, goals are specific positions on specific issues that a negotiator seeks.

89. Negotiation takes an insignificant amount of effort.

90. According to the text, goals can be ______ if one becomes overly focused on the goal and lose sight of the negotiation.

91. Persistence is likely to work when it is ______.

92. Motivated negotiations are influential because motivation is perceived as a(n) ______.

93. One way to exert influence in a negotiation is to make the other side perceive that the cost of continuing to negotiate is ______ than the cost of giving you what you want.

94. “SMART goals” refers to specific, measurable, ______, relevant and time-based.

95. Equal distribution of power can harm understanding as an approach to influence.

96. A BATNA may be analogous with a safety net.

97. The less efficacy you have, the more confident and motivated you will be.

98. BATNAs can be bad.

99. An example of an opportunity cost is staying in your current job over accepting an offer from a competitor.

100. According to the text, uncertainty in a negotiation includes ______ and ______.