MCQs > Finance & Management > Negotiation Skills MCQs > Uncertainty of Negotiation MCQs

Uncertainty of Negotiation MCQ

It is far more difficult to agree on what is the “right thing to do” in a negotiation context that involves one party having a greater information advantage over the other.

Answer

Correct Answer: True

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Expert power works most effectively when there is uncertainty.

Answer

Correct Answer: True

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Negotiators who make smaller and fewer concessions tend to get less of what they negotiate.

Answer

Correct Answer: False

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One way to lessen anxiety is to research prior to negotiating.

Answer

Correct Answer: True

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Expert power is both variable and malleable.

Answer

Correct Answer: True

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The way people change how susceptible they are to uncertainty is called ______.

Answer

Correct Answer: Tolerance for ambiguity

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Information asymmetry is when one party has ______ the other.

Answer

Correct Answer: More information than

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When we make a generalization about individual members of a group, we are ______.

Answer

Correct Answer: Stereotyping

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Searching to understand and pay attention to certain pieces of information is called ______.

Answer

Correct Answer: Sensemaking

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Many people dislike negotiating because they feel anxious and increase ______.

Answer

Correct Answer: Uncertainty

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Unilateral concessions multiple concessions in a row without a concession from the other side.

Answer

Correct Answer: True

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Tolerance for ambiguity is how comfortable or uncomfortable an individual is in _____ situations.

Answer

Correct Answer: Certain

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Tolerance for ambiguity is how _____ an individual is in uncertain situations.

Answer

Correct Answer: Both a and b

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Stereotyping is the attribution of _____ to individual members of a group, based on generalizations about the group.

Answer

Correct Answer: All of the above

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Stereotypes are usually an oversimplified image or mental model of a particular _____.

Answer

Correct Answer: All of these

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Sensemaking is the process by which individuals seek information in the context in order to _____ of why things are happening.

Answer

Correct Answer: All of the above

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Information asymmetry is when one party in the negotiation has more _____ than the other.

Answer

Correct Answer: Relevant information

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Framing as gains is a _____ where one party states a concession or an offer in terms of the potential gain in value to the other side.

Answer

Correct Answer: Negotiation tactic

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The extent to which individuals are seen to have relevant knowledge or expertise is called?

Answer

Correct Answer: Expert power

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A negotiation tactic where one party makes an _____ to leverage the uncertainty of the other side.

Answer

Correct Answer: Opening offer

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More Negotiation Skills Subjects
Think About Negotiation
Negotiation Fundamentals
Planning to Negotiate
Reciprocity Negotiation
Intangible Interests in Negotiation
Relationships in Negotiation
Formal Power Negotiation
Alternatives of Negotiation
Persistence and Goals
Individual Difference in Negotiation
Culture in Negotiation
Stages of Negotiation
Negotiation and Technology
Negotiating with more Person
Mediation and Arbitration
“Hardball” Tactics of Negotiation
Resource and Time Constraints
Negotiation Skills
More Resources
Negotiation Skills Skill Assessment
Negotiation Skills PDF
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