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Negotiation Fundamentals MCQ

Interests can be tangible but not intangible.

True

False

Answer

Correct Answer: False

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Positions are the means by which you try to achieve your interests.

True

False

Answer

Correct Answer: True

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Background nonparticipants act to change the negotiation process.

True

False

Answer

Correct Answer: False

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Arguments are used in negotiations to convince the other party.

True

False

Answer

Correct Answer: True

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Convincing is attempting to alter the beliefs of another party.

True

False

Answer

Correct Answer: True

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______ are what are on the negotiating table.

Positions

Powers

Issues

Interests

Answer

Correct Answer: Issues

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The ______ are the actual performers in a negotiation.

Parties at the table

Professional negotiators

Background participants

Background non-participants

Answer

Correct Answer: Parties at the table

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Which statement below would be considered a “convincing” statement?

“Aren’t you a huge basketball fan?”

“Are you sure that’s OK with you?”

“I’d rather avoid that hassle.”

“True, but I did technically win them.”

Answer

Correct Answer: “True, but I did technically win them.”

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A fundamental reason why people negotiate is to ______.

Exercise their power

Satisfy interests

Understand each other

Rely on instinct

Answer

Correct Answer: Satisfy interests

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When you comprehend what the other side is thinking as completely as possible, this is considered ______.

Interacting

Convincing

Collaborating

Understanding

Answer

Correct Answer: Understanding

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The distance between each party’s resistance point that can be _____ is called Zone of potential agreement.

Positive

Negative

Both a and b

Neither of these

Answer

Correct Answer: Both a and b

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_____ is an approach to negotiation in which one tries to understand the other side as completely as possible in order to get value.

Understanding

Compromising

Convincing

All of these

Answer

Correct Answer: Understanding

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Which one of these is an example of tangible interests?\

Money

Love

Appreciation

All of these

Answer

Correct Answer: Money

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Underlying wants that can be _____ is called Tangible interests.

Seen

Touched

Felt

All of these

Answer

Correct Answer: All of these

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Resistance point is where a party is _____ ?

Willing to walk away

Not willing to walk away

Willing to defend

Willing to Remain

Answer

Correct Answer: Willing to walk away

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The position on a specific issue or issues at which a party is not willing to walk away is called resistance point.

True

False

Answer

Correct Answer: False

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Issues that could be added to the bargaining mix throughout the negotiation are called?

Obvious issues

Potential issues

Conceptual issues

Systematic issues

Answer

Correct Answer: Potential issues

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Select the correct example of Position in negotiation is?

$54,000 for salary

$2,000 bonus

3 weeks of vacation

All of these

Answer

Correct Answer: All of these

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Specific options within negotiation issues are known as?

Position

Tactics

Value

All of these

Answer

Correct Answer: Position

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Those who actually perform the negotiation are called parties at the table.

True

False

Answer

Correct Answer: True

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Issues that both parties know must be negotiated are called?

Obvious issues

Potential issues

Conceptual issues

Systematic issues

Answer

Correct Answer: Obvious issues

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Example of issues being negotiated is?

Salary

Bonus

Vacation Time

All of these

Answer

Correct Answer: All of these

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Items on the table being negotiated are called issues.

True

False

Answer

Correct Answer: True

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Fundamental reasons people want what they want is _____ ?

Conflict

Interests

Issue

All of these

Answer

Correct Answer: Interests

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The integrative agreement is a negotiated outcome where negotiators successfully ____ Value?

Claim

Create

Give

All of these

Answer

Correct Answer: Create

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_____ is a negotiated outcome where negotiators successfully create value

Distributive agreement

Integrative agreement

Demonstrative agreement

All of these

Answer

Correct Answer: Integrative agreement

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Which one of these is an example of Intangible interests?

Respect

Love

Appreciation

All of these

Answer

Correct Answer: All of these

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Underlying wants that cannot be _____ is called Intangible interests.

Seen

Touched

Felt

All of these

Answer

Correct Answer: All of these

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The distributive agreement is a negotiated outcome where negotiators only _____ value?

Create

Claim

Keep

Give

Answer

Correct Answer: Claim

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A negotiated outcome where negotiators only claim, rather than create, value is called?

Distributive agreement

Integrative agreement

Demonstrative agreement

All of these

Answer

Correct Answer: Distributive agreement

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_____ is the process by which negotiators find ways to increase the total value to be gained from the negotiation.

Creating value

Claiming Value

Market Value

All of these

Answer

Correct Answer: Creating value

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Compromising is an approach to negotiation in which one attempts to alter the beliefs or actions of the other side in order to obtain something of value.

True

False

Answer

Correct Answer: False

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Convincing is an approach to negotiation in which one attempts to alter the beliefs or actions of the other side in order to obtain something of value.

Actions

Beliefs

Process

All of these

Answer

Correct Answer: All of these

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Claiming value is the process by which one party attempts to negotiate in such a way as to cause the other party to give up something without _____ anything in return.

Giving

Getting

Granting

Offering

Answer

Correct Answer: Getting

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The process by which one party attempts to negotiate in such a way as to cause the other party to give up something without getting anything in return is called?

Claiming value

Creating Value

Market Value

All of the above

Answer

Correct Answer: Claiming value

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Bargaining mix is the set of issues being negotiated.

True

False

Answer

Correct Answer: True

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Which statement is correct about Background participants?

Have an interest in negotiation

Does not have interest in negotiation

Have a way to directly change affect the progression of negotiation

None of the above

Answer

Correct Answer: Have a way to directly change affect the progression of negotiation

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People with the capability to directly change or affect the progression of the negotiation via their influence on the parties at the table are called?

Background participants

Background non-participants

Both a and b

None of these

Answer

Correct Answer: Background participants

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Which statement is correct about Background nonparticipants?

Have an interest in negotiation

Does not have interest in negotiation

Have a way to directly change the course of the parties at the table.

None of the above

Answer

Correct Answer: Have an interest in negotiation

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Background nonparticipants are the people who have an interest in the negotiation and also a way to directly change its course or influence the parties at the table.

True

False

Answer

Correct Answer: False

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