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Basic Negotiation Skills MCQ

1. What is the negative aspect of asking questions of the other side?

It gives them more power.

It can set them off on a tangent.

It appears that you are confused and not good at negotiating.

It allows them to talk themselves into wanting more.

Answer

Correct Answer: It can set them off on a tangent.

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2. Which of the following is a basic negotiation skill?

Intimidation

Good listening skills

Salesmanship

Ability to lie

Answer

Correct Answer: Good listening skills

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3. Why might the other side falsely create a stalemate situation?

They do not know how to negotiate effectively

They hope that you will give in.

They are confused about their position.

They believe it gives them the upper hand.

Answer

Correct Answer: They hope that you will give in.

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4. Which of the following is a powerful tool in the hands of negotiators?

Screaming and yelling

Telling lies

Asking questions*

Showing indifference

Answer

Correct Answer: Asking questions*

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5. Why is flexibility an important trait in negotiations?

Both parties will have to give some ground in order to reach a meeting point.

It allows you to sneak in aspects of the contract that benefit you.

It allows you to see how to manipulate the other party.

It has no real benefit in negotiations

Answer

Correct Answer: Both parties will have to give some ground in order to reach a meeting point.

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6. Which of the following remarks would help negotiations move forward?

"Why can't you just sign the deal?"

"In an ideal world, what would our deal look like to you?"

"You are going to give in eventually, why not do so just now?"

"We hold the upper hand, you'd be smart to sign now."

Answer

Correct Answer: "In an ideal world, what would our deal look like to you?"

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7. What should a negotiator do if there seems to be no progress and no middle ground?

Stay until something is decided.

Walk out of the negotiations.

Decide to negotiate via email instead.

Leave and let other parties negotiate

Answer

Correct Answer: Walk out of the negotiations.

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8. What part of the body gives the most visual cues?

The hands

The face

The legs

The arms

Answer

Correct Answer: The face

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9. Will stalemates eventually end up in one party giving in completely?

Yes, always

No, never

Yes, sometimes

No, but some concessions will have to be given. ;

Answer

Correct Answer: No, but some concessions will have to be given. ;

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10. Why is it important to constantly view the negotiations from the other side's perspective?

It guarantees you will win.

You can spot when they are lying

It helps you to keep a handle on what their goals are and how negotiations are going with respect to their needs.

It helps you to know what to give them.

Answer

Correct Answer: It helps you to keep a handle on what their goals are and how negotiations are going with respect to their needs.

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11. What would someone who leans back in their chair be indicating generally?

They have another point to make.

They are unreceptive to the current topic.

They want to close negotiations.

They are receptive to the current topic.

Answer

Correct Answer: They are unreceptive to the current topic.

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12. How does having a set goal help in the negotiating process?

It gives the negotiator a specific desired achievement to reach for.

It gives you a starting point to negotiate from.

It allows you to cut through negotiations and just say what you want.

It gives the other party an idea of what you want.

Answer

Correct Answer: It gives the negotiator a specific desired achievement to reach for.

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13. Why is listening important for negotiations?

It gives you time to think about your next move.

It allows you to clearly understand the other party and what their goals are.

It makes the other party feel more comfortable.

It makes the playing field even.

Answer

Correct Answer: It allows you to clearly understand the other party and what their goals are.

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14. Why is it important for the visiting negotiator to use the host country's standard customs?

It makes them think you are submissive and give you the upper hand.

It will guarantee an easier deal.

It puts the host at ease and earns the visitor more respect.

It is usually required by law.

Answer

Correct Answer: It puts the host at ease and earns the visitor more respect.

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15. Why is it important to map out a strategy for getting what you want out of negotiations?

It guarantees you will win.

It shows the other side you are more powerful.

It keeps you from being flexible.

It sets a roadmap with checkpoints along the way so you can mentally check to make sure the negotiations are going how you want.

Answer

Correct Answer: It sets a roadmap with checkpoints along the way so you can mentally check to make sure the negotiations are going how you want.

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16. How much of the other party's perception of you comes from nonverbal cues?

75%

10%

100%

Answer

Correct Answer: 75%

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17. Why is a sense of humor important in what should be a serious task?

It throws off the other side.

It relaxes people and reduces tension.

It makes your position weaker and should not be used.

It accelerates negotiations.

Answer

Correct Answer: It relaxes people and reduces tension.

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18. What should be done if negotiations involve several issues, some more difficult than the others?

Start with an easier topic to gain some agreement between parties, then alternate between easy and difficult topics.

Start with a difficult topic to get one out of the way.

Negotiate all of the difficult topics first.

Negotiate all of the easy topics first.

Answer

Correct Answer: Start with an easier topic to gain some agreement between parties, then alternate between easy and difficult topics.

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19. What does a laugh from a party with no reason for it demonstrate?

It demonstrates they are disrespectful to you.

It demonstrates they don't think you have a strong position.

It is a nervous laugh that shows the party is uncomfortable.

It demonstrates they are done with negotiating.

Answer

Correct Answer: It is a nervous laugh that shows the party is uncomfortable.

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20. Why is it important to watch how much you speak?

You can bore the other side by speaking too much.

You might say exactly what you want

You portray yourself as weak.

You can give away too much information if you talk too much.

Answer

Correct Answer: You can give away too much information if you talk too much.

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21. Why is it important to recognize the negotiating style of the other party?

You can call them out on the tactics they are using.

You can use it against them if things get tough.

You can match their style so everything is level.

Depending on how they negotiate, different tactics can be used to break stalemates with them.

Answer

Correct Answer: Depending on how they negotiate, different tactics can be used to break stalemates with them.

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22. Which of the following fears might keep negotiations from closing?

Fear of commitment to the final deal

Fear of winning too many points

Fear of making the other side feel bad

Fear of having negotiated false truths

Answer

Correct Answer: Fear of commitment to the final deal

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23. Which of the following is an important mindset to maintain during negotiations?

Never lose.

Don't give anything to the other side.

Make the other side frustrated.

Never want something too badly.

Answer

Correct Answer: Never want something too badly.

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24. How can the other side be put at ease?

Roll your eyes at everything they say.

Acknowledge what the other side is holding to be true.

Nod your head in agreement with them, but then argue with them.

Give them a firm handshake.

Answer

Correct Answer: Acknowledge what the other side is holding to be true.

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25. What is the key aspect of preparing for negotiations?

Prepare to be aggressive.

Know what smoke screens to use to confuse them.

Know what you want out of the negotiations.

Have one master plan with no alternatives.

Answer

Correct Answer: Know what you want out of the negotiations.

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26. How should someone who uses screaming as a tactic be handled?

Scream back.

Stay calm; do not stoop to their level.

Walk out.

Tell them how bad they are at negotiating.

Answer

Correct Answer: Stay calm; do not stoop to their level.

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27. Why is it important to work with the other party, not against them?

It automatically means you will do better.

It will allow both sides to benefit the most from negotiations.

It makes it tougher for the other party to negotiate.

It makes negotiations move quicker.

Answer

Correct Answer: It makes negotiations move quicker.

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28. Which of the following is a method to buy time in order to consider a point?

Get up and leave without warning.

Accuse the other side of lying.

Show non-committal interest.

Agree and then disagree.

Answer

Correct Answer: Show non-committal interest.

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29. What does "push the pause button" mean?

A physical button in the room to make everyone stop talking

Leaving the negotiations because they are not progressing

Giving the other party something they want

Taking time to step back and refocus before continuing negotiations

Answer

Correct Answer: Taking time to step back and refocus before continuing negotiations

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30. What should be done when negotiations get stalled?

Yell at the other party and tell them no one leaves until you get your way.

Get back to the main issues to make sure everyone is clear.

Refuse to talk.

Ask for an arbitrator.

Answer

Correct Answer: Get back to the main issues to make sure everyone is clear.

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31. What would be the proper etiquette when a translator is being used?

Use complicated phrasing.

Elaborate as much as possible.

Use short sentences and simple words.

Use slang.

Answer

Correct Answer: Use short sentences and simple words.

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32. What is the negotiating process in general?

Be prepared, set objectives for the negotiations, work with the other party, finalize agreements

Know your goals, argue with the other side, get what you want

Sign an agreement, decide on the largest items first, then the smaller points

Start with an insult to the other side, write down your demands, tell them you won't negotiate on any of them, and sign an agreement

Answer

Correct Answer: Be prepared, set objectives for the negotiations, work with the other party, finalize agreements

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33. What is meant by negotiating tactics?

The same as strategy

How you will undermine the other party

How you can sneak clauses into the final agreement

The methods you will use to push forward your negotiating strategy

Answer

Correct Answer: The methods you will use to push forward your negotiating strategy

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34. What should be done if you fail at negotiating a point?

End the negotiations immediately.

Tell the other party you want to win the next point.

Learn from the mistake and use the knowledge in further negotiations

Consider the negotiations an overall loss.

Answer

Correct Answer: Learn from the mistake and use the knowledge in further negotiations

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35. What should be done when the two parties disagree on a point?

Think about coming back to it later to discuss further.

Use it as ammunition later.

Plan to get more out of the other side later on the same point.

Document it, and move on to the next point.

Answer

Correct Answer: Document it, and move on to the next point.

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36. Why is it important to listen carefully to the other side?

Often, there is more to be learned from the other side than just what they are saying by understanding the tone of their voice and their mode of delivery.

It makes you look attentive.

You can think of what to say while pretending to listen.

You can find flaws in their logic and point them out.

Answer

Correct Answer: Often, there is more to be learned from the other side than just what they are saying by understanding the tone of their voice and their mode of delivery.

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37. What would someone with arms open and relaxed be indicating generally?

They have another point to make.

They are not receptive to the current topic

They want to close negotiations.

They are receptive to the current topic.

Answer

Correct Answer: They are receptive to the current topic.

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38. What is the best way to keep negotiations moving forward continuously?

Maintain your standards and be consistent.

Discourage the other side.

Threaten to leave anytime things start to slow down.

Set a five minute time limit on all issues.

Answer

Correct Answer: Maintain your standards and be consistent.

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39. What is the final skill in negotiating?

The ability to manipulate the other party

The ability to close a deal

The ability to push the pause button

The ability to give up non important aspects

Answer

Correct Answer: The ability to close a deal

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40. Why would it be a disadvantage to write down your points in order to give them to the other side up front?

It only works if both sides do it.

Virtually, there is nothing left to negotiate for if this is done.

It is only a disadvantage if you tell the truth.

The other side may be inspired to do the same.

Answer

Correct Answer: Virtually, there is nothing left to negotiate for if this is done.

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41. Why is integrity important in negotiations?

It allows you to get more of what you want.

It lets you sneak in factors that benefit you.

It demonstrates to the other party you are true to your word.

It shows the other party who is in charge.

Answer

Correct Answer: It demonstrates to the other party you are true to your word.

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42. Which of the following would be the best way to get a point the other side has made clarified?

Nod your head and move on

Keep saying "okay I get it".

Say "So that I am clear on what you said, here is what I believe you just said" and restate what you think they meant.

Nod but then say what you want.

Answer

Correct Answer: Say "So that I am clear on what you said, here is what I believe you just said" and restate what you think they meant.

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43. How can a point which is impassable be potentially solved?

Agree with the other party's position but later on, argue the point again.

Ask them to give up their position and assure them you will give them a concession later.

Tell them they will never get their way and they should give in.

Leave the decision to a third party who is unbiased and agree to let their decision stand.

Answer

Correct Answer: Leave the decision to a third party who is unbiased and agree to let their decision stand.

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44. Which of the following is a tactic to get the other side past a difficult topic?

Tell them their point is not valid and you are moving on assuming you are right.

Ridicule the party

Agree with them but bring it up later and argue it further.

Point out to them the negative consequences of not moving forward.

Answer

Correct Answer: Point out to them the negative consequences of not moving forward.

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45. How is being clear important to negotiating?

It gives you legal recourse if the other person later says you lied.

It allows you to manipulate the other party.

It makes you feel certain that your message is perceived the way you meant it if relayed clearly.*

It helps accelerate negotiations.

Answer

Correct Answer: It makes you feel certain that your message is perceived the way you meant it if relayed clearly.*

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46. What act might cause negotiations to move backwards?

Taking the other party out for a meal

Bringing up an unimportant point when a deal is almost closed

Offering to pay for the other party's travel

Signing a contract

Answer

Correct Answer: Bringing up an unimportant point when a deal is almost closed

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47. What is the best strategy to use when the other side seemingly has several objections?

Argue with them.

Tell them up front you plan on winning more than losing.

Let them know most of them are unfounded

Provide solutions to their problems.

Answer

Correct Answer: Provide solutions to their problems.

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48. Who should hire the interpreter for the visiting party?

The host as a courtesy*

The visiting party to ensure the interpreter is on their side

The host so they can use the interpreter to their benefit

Neither. The visiting party should learn the native language.

Answer

Correct Answer: The host as a courtesy*

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49. How should negotiators use body language during negotiations?

They should use it to send conflicting messages to throw off the other party.

They should use minimal body language to make it more difficult for the other party.

They should use lots of eye contact.

They should ensure their body language matches their position.*

Answer

Correct Answer: They should ensure their body language matches their position.*

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50. Which of the following would be the most useful information to have before starting negotiations?

Knowing the income level of the other negotiator

Knowing who you are negotiating with

Knowing where to send the final agreement

Knowing if the other side has ever been sued

Answer

Correct Answer: Knowing who you are negotiating with

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51. How do you overcome someone who has a wrong bias which is stalling negotiations?

Try to show them their bias is ill founded without insulting them.

Tell them they are wrong and need to move on.

Work with their bias as if it were true.

Agree with their bias but then negotiate as if it doesn't exist.

Answer

Correct Answer: Try to show them their bias is ill founded without insulting them.

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52. What is one of the reasons that can make negotiations difficult?

There is not enough to negotiate for to keep the parties interested.

Both the parties agree on what to give up.

There is no lawyer present.

The parties do not clearly understand what it is the other side is looking to gain.

Answer

Correct Answer: The parties do not clearly understand what it is the other side is looking to gain.

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53. What personality trait would be the most important in a brainstorming session?

Pity

Flexibility

Fairness

Loyalty

Answer

Correct Answer: Flexibility

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54. What should be done in a situation where you know you do not have the upper hand?

Let the other side know in advance you are not very good at negotiating.

Focus on your strengths and use them as much as possible to your advantage.

Focus on your weaknesses and try to practice making them better during the negotiations.

Avoid any topics which play against your strengths.

Answer

Correct Answer: Focus on your strengths and use them as much as possible to your advantage.

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55. Which of the following will help in a stand off situation?

Taking a break

Screaming at the other side

Making jokes at the other side's expense

Letting the other side know they will never win

Answer

Correct Answer: Taking a break

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56. Why is it an advantage to negotiate at your location instead of the other party's?

You know where to send the other side for lunch.

You can get some work done during breaks.

There is no advantagel.

You have the home court advantage.

Answer

Correct Answer: You have the home court advantage.

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57. What should a negotiator who sees the other party say one thing but demonstrate another through their body language think of them?

The other party is lying constantly.

Their body language is relaying their true feelings.

They are not very good at negotiating.

They can manipulate the other party easily.

Answer

Correct Answer: Their body language is relaying their true feelings.

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58. Which of the following remarks would help the other party overcome an objection or tense point?

"Just stop right now."

"You aren't going to win this one, maybe the next one."

"I hear what your point is, here is what I can do."

"If you give in here, I'll give you something later."

Answer

Correct Answer: "I hear what your point is, here is what I can do."

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59. What should you do if you recognize the other side has gotten emotional about their negotiations?

Attack their position as they are weak.

Try to postpone negotiations to give them time to regroup.

Scream at them to overwhelm them further

Tell them you are done and walk away

Answer

Correct Answer: Try to postpone negotiations to give them time to regroup.

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60. What is the term used for points which you are willing to give up while negotiating?

Rewards

Items

Concessions

Distances

Answer

Correct Answer: Concessions

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61. What should be done after a deal is closed?

Bring up past issues that were not yet resolved.

Review the deal outside of the negotiating room to see how it compares with your original expectations.

Try to slide in additional factors which benefit your side.

Do not sign until the other party proves their worth.

Answer

Correct Answer: Review the deal outside of the negotiating room to see how it compares with your original expectations.

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62. What do closed, folded arms typically mean?

Resistance

Being open to the current topic

Wanting to leave

Not listening

Answer

Correct Answer: Resistance

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63. What is the number one rule for negotiating?

Someone wins, someone loses.

Never give something to the other party without getting something.

The fastest talker will always win.

Nobody gets what they want.

Answer

Correct Answer: Never give something to the other party without getting something.

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64. What is an important step post negotiations?

Collect money before performing.

Make sure the other party performs first.

Double check the other party's work

Follow through with your side of the agreement.

Answer

Correct Answer: Follow through with your side of the agreement.

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65. What should be done once all issues have been discussed?

Forget any loose ends and call it done.

Circle back to any loose ends or items which were previously at an impasse.

Put in your own terms for any loose ends

Sign the final agreement before going back to loose ends

Answer

Correct Answer: Circle back to any loose ends or items which were previously at an impasse.

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66. Some people are invariably difficult and their behavior follows predictable and one of the other following patterns. Which one?

identifiable

confusing

aggressive

counter indicating

contentious

Answer

Correct Answer: identifiable

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67. A zero-sum situation is also known by which other name?

None of the above.

integrative

distributive

win-lose

negotiative

Answer

Correct Answer: distributive

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68. What ineffective, but typical approach do people use when negotiating?

Establishing an agreement on what time the negotiation will end regardless of outcome.

Distributive, single interest, negotiating

Creating alternatives for the other party to change their position without remorse or perceived loss

Creative alternatives based on interests not positions

Ultimatum tactics for expected discontinued relationships

Answer

Correct Answer: Distributive, single interest, negotiating

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69. A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

None of the above

Win-lose

Win-win

Mutual gains

Zero-sum

Answer

Correct Answer: Mutual gains

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70. Contract negotiations may include what element of analysis?

Cost benefit analysis of confluence

Cost collaboration of a conglomerate

Cost and privy assessment of an issue

Cost variance of the analysis of an authority

Answer

Correct Answer: Cost and privy assessment of an issue

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71. The initial offer sets the tone for the negotiation and should be:

Bold and aggressive

Bold and excessive

Reserved but aggressive

Bold but mild

Answer

Correct Answer: Bold and aggressive

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72. What are the two dilemmas of negotiation?

the dilemma of honesty and the dilemma of profit margin

None of the above.

the dilemma of trust and the dilemma of cost

the dilemma of honesty and the dilemma of trust

the dilemma of cost and the dilemma of profit margin

Answer

Correct Answer: the dilemma of honesty and the dilemma of trust

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73. Accommodating negotiation styles attempt to meet the needs of the parties by using which goal?

The goals of the negotiation are never met

The goals of the negotiation are sometimes met

The goals of the parties are met even if it provides a detriment to the negotiator's needs

The goals of the parties are met unless it provides a detriment to the negotiator's solution

Answer

Correct Answer: The goals of the parties are met even if it provides a detriment to the negotiator's needs

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74. When negotiating contracts, it is best to _________ the contract's risks and revenue.

Prioritize

Exclude

Compartmentalize

Monitor

Answer

Correct Answer: Prioritize

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75. In negotiating contracts, the offer is more than the dollar amount and should include:

Statement of work, identification of the product, express warranties and terms and conditions

Request for proposal, statement of work and express terms and conditions

Statement of work, identification of product, express warranties and baked goods

Request for proposal, identification of product, express warranties and terms and conditions

Answer

Correct Answer: Statement of work, identification of the product, express warranties and terms and conditions

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76. What is a fixed-pie perspective in negotiations?

When negotiators believe that the assumptions of the participating parties are based on opposite assumptions

When fixed negotiations resolve themselves before a tribunal

When the tribunal is an alternative disputed resolver

When fixed leverage is used to unbalance the negotiations

Answer

Correct Answer: When negotiators believe that the assumptions of the participating parties are based on opposite assumptions

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77. The opposite negotiation tactic from hard negotiation is:

Impromptu negotiations

Pre-planned negotiations

Arm wrestle negotiations

Accommodation

Answer

Correct Answer: Accommodation

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78. True or false? A creative negotiation that meets the objectives of all sides may not require compromise.

True

False

Answer

Correct Answer: True

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79. Which are personal values used in negotiations?

Candor, fairness, trustworthiness

Fairness, honesty, trust

Honesty, Integrity, passion to win

Honesty, faithfulness, spirituality

Answer

Correct Answer: Fairness, honesty, trust

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80. Which is a guideline for principled negotiation?

Begin with the end in mind

Determine the positions of the parties and yield to the party with the highest position

Define what the outcome should look like

Define objective standards as the criteria for making the decision

Answer

Correct Answer: Define objective standards as the criteria for making the decision

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81. What is a negotiation trade-off position?

A position that can be abandoned or modified during negotiations

A position that the parties will assimilate to during negotiations

A position that the opposing party will never concede

Answer

Correct Answer: A position that can be abandoned or modified during negotiations

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82. Negotiations that aim for equally satisfying outcomes for both parties are called:

Independent, disintegrative, principled negotiations

Collaborative, integrative or principled negotiations

Collaborative, conscious, principled negotiations

Independent, separate or non-principled negotiations

Answer

Correct Answer: Collaborative, integrative or principled negotiations

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83. In preparing to negotiate on a large disagreement, it is best to:

Decide on alternatives in case agreement is not reached with the other party

Prioritize acceptable losses

Compartmentalize possible outcomes

Define win-lose outcomes for the other party

Answer

Correct Answer: Decide on alternatives in case agreement is not reached with the other party

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84. Using a win-lose negotiation strategy may be appropriate when:

A party's need to win is neutral

There is no need to have an ongoing relationship with the other party

One party's need to win is very high

One party is working with less facts than the other

Answer

Correct Answer: There is no need to have an ongoing relationship with the other party

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85. Locking in a negotiated offer is seen in which of the following examples?

A used car salesman offering balloons to a child

A mother allowing a child to have cookies for dessert

A bartering flea market vendor allowing a product to go on sale

An auto dealer offering a car on sale only until a certain date

Answer

Correct Answer: An auto dealer offering a car on sale only until a certain date

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86. What are the traits of an imbalance of power during a negotiation?

One group may become used or exploited by another more powerful group

One person may tip the balance in the direction of malfeasance and mistreatment

One group may collaborate with the other group behind some one's back

One person may persuade another person to injustice

Answer

Correct Answer: One group may become used or exploited by another more powerful group

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87. What is bargaining driven by?

Parties offering, asking for and accepting concessions

The other party’s request

Your own deep knowledge of your situation and of your business

Unsolved problems in negotiation

Answer

Correct Answer: Parties offering, asking for and accepting concessions

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88. A hidden interest of a party is difficult to conquer because of what reason?

A party will hide an interest to protect another interest and keep power for himself

A party will disgust other people to stop the negotiations

A party will hide an interest to retract another interest and keep power points to himself

A party will barter to keep an item from being resolved

Answer

Correct Answer: A party will hide an interest to protect another interest and keep power for himself

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89. BATNA stands for

best alternative to a negative assignment.

best assignment to a negotiated agreement.

BATNA stands for none of the above.

best alternative to a negative agreement.

best alternative to a negotiated agreement.

Answer

Correct Answer: best alternative to a negotiated agreement.

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90. Compromising negotiation styles try to accomplish which of the following goals?

To fulfil the requirements of the parties to the court case

To fulfil the requirements of some of the parties involved in the negotiations

To fulfil the requirements of the past situation

To fulfil the understanding of the requirement of simplicity

Answer

Correct Answer: To fulfil the requirements of some of the parties involved in the negotiations

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91. An example of a passive negotiator is which of the following?

The interests of the parties are not respected

Some parties who take their interest to the court

Someone who refuses to speak up and protect his own interests

A party or arbitrator who decides the resolution unilaterally

Answer

Correct Answer: Someone who refuses to speak up and protect his own interests

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92. Contract negotiations typically allow a team member to have what authority during the negotiations?

To bend the parties to the agreed to written contract

To bend the parties to work behind the back of the arbitrator

To force the parties to work off contract

To bend the rules for the negotiator

Answer

Correct Answer: To bend the parties to the agreed to written contract

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93. What are some organizational rewards of negotiating with other parties?

Rewards, reflections, aggression and arrogance

Interest bearing accounts, financial services, health care and rewards

Resolutions, compliance, accommodation and doubt

Income, revenues, profits, and viable contracts

Answer

Correct Answer: Income, revenues, profits, and viable contracts

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94. What is the illusion of transparency?

When negotiations assume that the parties can see their hidden objectives

When negotiators hide their feelings about statistics

When negotiators hide the solutions behind their backs

When the accountant cooks the books

Answer

Correct Answer: When negotiations assume that the parties can see their hidden objectives

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95. An example of an assertive negotiator is one who does which of the following?

A party who clearly states his point match and protects his misspent interest

A party who nearly states his points and protects his personal interest

A party who clearly states his points and protects his personal interest

A co-party who clearly states his ancillary points and protects his personal interest

Answer

Correct Answer: A party who clearly states his points and protects his personal interest

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96. The five factors of conflict resolution by Kenneth Thomas and Ralph Kilmann are which of the following?

competitive, collaborative, composting, accommodating, avoiding

competitive, collaborative, compromising, accommodating, avoiding

competitive, collaborative, compromising, accommodating, avalanche

competitive, collaborative, compromising, accoutrement's, avoiding

Answer

Correct Answer: competitive, collaborative, compromising, accommodating, avoiding

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97. To "clarify and confirm" is a statement used in negotiations to effectuate what result?

To clarify what was said and confirm clear understanding of the issues or facts

To declare what was said and confirm clear understanding of the issues or facts

To clarify what was taken back and confirm clear understanding of the issues or facts

To clarify what was said and make unclear assumptions and understanding of the issues or facts

Answer

Correct Answer: To clarify what was said and confirm clear understanding of the issues or facts

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98. Negotiation situations frequently comprise of similar characteristics.

True

False

Answer

Correct Answer: True

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99. What is the definition of an "objective negotiation position"?

This position is available for parties that agree not to counter the offer

This is a fair and balanced position available for all parties

This position is never allowed in negotiations

This position is only available for the first parties to the bargaining table

Answer

Correct Answer: This is a fair and balanced position available for all parties

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100. A negotiator anaylzes verbal and non-verbal cues to determine what tactic?

the time to stop the negotiation to be equal to the parties

the legality of the hidden intentions of the parties

misunderstandings or hidden intentions of the parties

Answer

Correct Answer: misunderstandings or hidden intentions of the parties

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101. What is a negotiated interest?

The opportunity to build a start up from the acquired takeover interest

The interest in developing financial services at a company

The interest in a real estate contract

The interest or factor motivating a party to negotiate

Answer

Correct Answer: The interest or factor motivating a party to negotiate

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102. Multiparty negotiations differ from two-party deliberations in which of the following ways?

More issues and more information are introduced than when two parties negotiate.

The environment changes from a one-on-one dialogue to small group discussion.

The process for multiparty negotiators is more complex than two-party ones.

Multiparty negotiations have more negotiators at the table.

All of the above statements about multiparty negotiations are true.

Answer

Correct Answer: All of the above statements about multiparty negotiations are true.

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103. What are the characteristics of a dispute?

Most disputes are placed into alternative dispute resolution

Most disputes have one side with one person being right at that instant

Most disputes can be solved with statistical problem solvers

Most disputes have two sides and various perspectives

Answer

Correct Answer: Most disputes have two sides and various perspectives

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104. What is a persuasive argument?

An argument made by an individual to persuade someone to share the same goals as the arguer

A counter argument made by an individual to persuade someone to succeed

An argument made by an individual to persuade something to fail

An argument made by an individual to persuade someone to backtrack on resolutions

Answer

Correct Answer: An argument made by an individual to persuade someone to share the same goals as the arguer

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105. What are the characteristics of conflict resolution?

Finding a problem, researching a problem and managing a solution

Making a problem, researching an alternative, managing a solution

Defining the problem, resourcing alternatives, choosing solutions

Answer

Correct Answer: Defining the problem, resourcing alternatives, choosing solutions

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106. An agitated negotiator exhibits which of the following traits?

Uptight, aggressive, difficult, tension-laden

Trite, prefabricated, tunneled, misaligned

Malaproped, misanthroped, cramped, depressed

Autumnal, belligerent, fragrant, perfunctory

Answer

Correct Answer: Uptight, aggressive, difficult, tension-laden

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107. People in conflict with each other typically perceive the other person with what traits?

Negatively and with bias

Positively and with bias

Negatively and with poise

Answer

Correct Answer: Negatively and with bias

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108. In negotiating, it is best to default to what type of approach?

Frugal

Compartmentalized

All or nothing

Answer

Correct Answer: Compartmentalized

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109. An example of a negotiation in daily life is which of the following?

Allowing a person to take free items from the trash at the office

Bartering for capital gain development at an organization

Bartering for a good price for an item at a flea market

Allowing a person to dumpster dive in a wealthy neighborhood

Answer

Correct Answer: Bartering for a good price for an item at a flea market

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110. What do negotiators do when they experience hostility at the negotiation table?

They work with the party that is in the lead negotiation seat

They work with the party who has paid the most money towards resolutions

They work with all of the parties to diffuse the situation to continue negotiation

They work with some of the powers to gain authority for negotiations

Answer

Correct Answer: They work with all of the parties to diffuse the situation to continue negotiation

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111. What is the best way to understand the other party's interests in a negotiation?

Conduct research in advance of the negotiation

Conduct a comprehensive survey of the other party

Hypnotize the other party while asking

Use an undercover observation

Answer

Correct Answer: Conduct research in advance of the negotiation

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112. Using accommodation to negotiate as a result of a desire to maintain friendly relationships is called a:

Firm tactic

Medium tactic

Hard tactic

Soft tactic

Answer

Correct Answer: Soft tactic

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113. Which of the following is a first step in preparing to negotiate?

Develop a refusal to compromise

Identify exactly what the other party is willing to give up

Identify exactly what you want out of the negotiation

Develop a compromise

Answer

Correct Answer: Identify exactly what you want out of the negotiation

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114. What is a counter-offer in a negotiation?

It is the offer that is made first, then it is remade at the end of negotiations unchanged

It is an offer made to cut the original offer in half, to be fair and equitable to all parties

It is an offer made to counter an original offer, usually with new or different terms presented

Answer

Correct Answer: It is an offer made to counter an original offer, usually with new or different terms presented

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115. How is a management briefing used to the benefit of the negotiator?

It will not benefit the plan and should be thrown out

It can lead to the negotiator cancelling the management of the negotiation

It is used to benefit the negotiator with information on the negotiation contract or plan

Answer

Correct Answer: It is used to benefit the negotiator with information on the negotiation contract or plan

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116. Heated negotiations rarely solve the problem because of which reason?

Heating the issues makes for a cloudy soup

Heated issues results in fist to cuffs among the employees

Heated fights are never the way to get a promotion

Heated interests often become personal, which cloud the real issues of the negotiation

Answer

Correct Answer: Heated interests often become personal, which cloud the real issues of the negotiation

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117. A cheerful negotiator exhibits which of the following traits?

Positive, passive, aggressive, psychotic

Positive, pleasant, excited, accommodating

Thrill seeking, rushing, rambling, restive

Schizophrenic, manic, depressive, easy

Answer

Correct Answer: Positive, pleasant, excited, accommodating

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118. "Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

False

True

Answer

Correct Answer: True

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119. What is a pressure point?

The point of the interest given by a bank

The point where a person will feel forced to negotiate for an interest

The point of no return at the end of an acupuncture treatment

The point of value driven excellence

Answer

Correct Answer: The point where a person will feel forced to negotiate for an interest

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120. Which parties to a negotiation enjoy the most bargaining power?

The person with the most friends has the most parties

The negotiator with the most clout has the most to lose in court

The most bargaining power comes from the most aggressive player

The parties with access to the most choices, alternatives or resources have the most bargaining power

Answer

Correct Answer: The parties with access to the most choices, alternatives or resources have the most bargaining power

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121. True or false? In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the other party—and your relationship with him—survives intact.

False

True

Answer

Correct Answer: True

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122. A cooperative negotiator exhibits which of the following traits?

Respectful, disdainful, manic

Collaborative, conscious, cut-throat

Crafty, cunning, maligned

Peaceful, collaborative, community-oriented

Answer

Correct Answer: Peaceful, collaborative, community-oriented

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123. What is a negotiation agenda?

A briefing of all of the parties at negotiation court

An outline of what will be discussed at the negotiation

A court ordered document, rarely actually used in practice

Answer

Correct Answer: An outline of what will be discussed at the negotiation

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124. Having a targeted amount in mind ahead of negotiations should be based on:

Worthiness of the negotiator

Research and realistic expectations

Worthiness of the other party

Answer

Correct Answer: Research and realistic expectations

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125. Are economic outcomes ever a factor in negotiations, true or false?

True, many negotiations involve money

False, no one bends the rules for money

False, money does not matter in negotiations

False, most negotiations do not involve money

Answer

Correct Answer: True, many negotiations involve money

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126. Using "hard" negotiation tactics can be harmful because:

This approach results in a win-win for all parties

This approach ensures that neither side prospers

This approach ensures that neither side is accommodated

This approach often permanently damages the relationship between the parties

Answer

Correct Answer: This approach often permanently damages the relationship between the parties

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127. Win-win negotiation technique is beneficial to all parties because of what reason?

Everyone's interests are met with the result of the negotiation

The interests of the counteroffer are met on resolution of the issue

The interests of the Geiger counter are met with the resolution of the issues

The interests of the counter insurgency are met daily

Answer

Correct Answer: Everyone's interests are met with the result of the negotiation

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128. What is a synonym for a concession during a negotiation?

A cosmopolitan

A compost

A component

A compromise

Answer

Correct Answer: A compromise

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129. ADR stands for what negotiation tool?

Adding Demands Resounded

Additional Dispute Resolve

Alternative Dispute Resolution

Altimeter Diamond Result

Answer

Correct Answer: Alternative Dispute Resolution

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130. What is a non-negotiable factor in a negotiation?

A factor that cannot be conceded during negotiations

A factor that is able to be conceded during negotiated planning

Answer

Correct Answer: A factor that cannot be conceded during negotiations

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131. Negotiators use active listening skills to satisfy what characteristic of beneficial negotiating?

Guaranteeing all parties positions are heard and understood

Going around in a circle to pick up all of the issues

Understanding when to back off and put down the gavel

Leave it up to the court to straighten out the issues

Answer

Correct Answer: Guaranteeing all parties positions are heard and understood

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132. When resolving major disagreements, the negotiator should always ensure:

That they don’t prepare excessively

That they are manipulative in order to win

That they prepare thoroughly

Answer

Correct Answer: That they prepare thoroughly

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133. Collaborative style negotiations work to meet the needs of which individuals?

Some parties involved in self-exploration

All metrics of the table of contents

All parties involved in the negotiation

All parties involved in disputed conjunctions

Answer

Correct Answer: All parties involved in the negotiation

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134. What is a critical trait of a negotiator?

To deal with all parties of the negotiations in a fair manner

To deal with all parties in a fairly aggressive manner

To come to the bargaining table with a chip on the shoulder

To take out the aggression on the weakest party member

Answer

Correct Answer: To deal with all parties of the negotiations in a fair manner

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135. What is bargaining power as exhibited in a negotiation?

The negotiator with the most meddle is the winner

The negotiator with the loudest voice is the winner

The authority to strong arm the competition in a negotiation

The authority to leverage power in a negotiation

Answer

Correct Answer: The authority to leverage power in a negotiation

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136. Negotiators are unable to utilize unclear information because of what reason?

It could lead to misunderstandings among negotiating parties

It could lead to unending resolutions at the bargaining table

It could lead to mismanaged funds

It could lead to a resolved industrial misconception

Answer

Correct Answer: It could lead to misunderstandings among negotiating parties

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137. Which of the following are two opposing positions often seen in negotiations?

Cooperation vs. Cynicism

Competition vs. Cooperation

Answer

Correct Answer: Competition vs. Cooperation

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138. Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away.

True

False

Answer

Correct Answer: True

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139. What is a "bargaining factor" in a negotiation?

This is a factor that will be reviewed by alternative dispute resolvers at the contract negotiation

This is a factor that is only negotiated on a schema contract with all parties

This project factor is a bargaining factor in negotiations

This is a factor that must be negotiated to a mutual result for the satisfaction of both parties

Answer

Correct Answer: This is a factor that must be negotiated to a mutual result for the satisfaction of both parties

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140. An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant

opponent.

team member.

group.

arbitrator.

cooperator.

Answer

Correct Answer: opponent.

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141. Why do negotiators need to utilize good listening skills?

To hear and understand all issues brought to the negotiations table by the parties

To hear and take under advisement all solutions to the resolution

To appear interested so the other party lets their guard down

To manage the party and resolve situations in the future

Answer

Correct Answer: To hear and understand all issues brought to the negotiations table by the parties

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Negotiation Skills MCQs | Topic-wise

MCQ on Culture in Negotiation	MCQ on Intangible Interests in Negotiation
MCQ on Mediation and Arbitration	MCQ on Negotiating with more Person
MCQ on Negotiation Fundamentals	MCQ on Negotiation Skills
MCQ on Persistence and Goals	MCQ on Reciprocity Negotiation
MCQ on Relationships in Negotiation	MCQ on Think About Negotiation
General Negotiation Skills MCQs