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Planning to Negotiate MCQ

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

True

False

Answer

Correct Answer: False

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Issues are the things we negotiate over.

True

False

Answer

Correct Answer: True

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Value creation involves creativity or deviation from normal negotiation routine.

True

False

Answer

Correct Answer: True

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Plan influence tactics not only when it is useful to you but also ______.

For other options when you are not succeeding

To work in your favor when operating with integrity

For anything else you can do to have full advantage

To know which ones are likely to be used on you

Answer

Correct Answer: To know which ones are likely to be used on you

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You cannot plan for everything, but you can plan for a lot of things.

True

False

Answer

Correct Answer: True

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A free-riding team member is one who gets by on more than his or her fair share of effort.

True

False

Answer

Correct Answer: False

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According to our text, ______ is a question about whether information that could matter does matter.

A situation

Value

Relevance

Perception

Answer

Correct Answer: Relevance

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Value of information relates to how much the negotiating parties ______ the information to be an accurate representative of reality.

Believes

Plan

Expects

Proves

Answer

Correct Answer: Believes

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Negotiation plans are situation-specific.

True

False

Answer

Correct Answer: True

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A good plan makes ______ for managing a situation as it evolves.

Guarantees

Allowances

Choices

Influences

Answer

Correct Answer: Allowances

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Planning in a negotiation not only allows one to be more confident and comfortable, but also______.

Influences by other party

Aligns interest without a strategy

Is consistent and focused

Increases uncertainty

Answer

Correct Answer: Is consistent and focused

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Engaged in future effort in order to justify past effort is called?

Confirmation bias

Sunk cost bias

Anchoring bias

Availability bias

Answer

Correct Answer: Sunk cost bias

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Engaged in future effort in order to justify _____ effort is called Sunk cost bias.

Future effort

Current effort

Past effort

All of these

Answer

Correct Answer: Past effort

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_____ is how important a particular piece of information is in a particular negotiation.

Significance

Validity

Relevance

All of these

Answer

Correct Answer: Relevance

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Relevance is how important a particular piece of information is in a particular negotiation

True

False

Answer

Correct Answer: True

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Preference table is a tool used to determine relative importance of issues and relative possible _____ within issues.

Position

Tactics

Value

All of these

Answer

Correct Answer: Position

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What you plan to actually say in the negotiation is called the Planning script.

True

False

Answer

Correct Answer: True

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Specifying a _____ goal for each issue is called overspecification.

Precise

Imprecise

Incorrect

Improper

Answer

Correct Answer: Precise

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Trading issues that have an equal value to the parties in the negotiation is called Logrolling

True

False

Answer

Correct Answer: False

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BATNA is the best alternative to a negotiation agreement.

True

False

Answer

Correct Answer: True

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What are the features of BATNA?

Analyze the best Alternative

Helps to reduce unavoidable costs

Determines the strategies for negotiations

All of these

Answer

Correct Answer: All of these

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