General Negotiation Skills MCQs

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

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

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

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

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

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

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

8. What is the BATNA in a negotiation?

9. What is a critical trait of a negotiator?

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

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

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

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

14. ADR stands for what negotiation tool?

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

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

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

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

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

20. What is a negotiation agenda?

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

22. 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.

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

24. What is a pressure point?

25. "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.

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

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

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

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

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

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

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

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

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

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

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

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

38. What are the characteristics of conflict resolution?

39. What is a persuasive argument?

40. What are the characteristics of a dispute?

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

42. What is a negotiated interest?

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

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

45. Negotiation situations frequently comprise of similar characteristics.

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

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

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

49. What is the illusion of transparency?

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

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

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

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

54. BATNA stands for

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

56. What is a neutral arbitrator?

57. What is bargaining driven by?

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

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

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

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

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

63. What is a negotiation trade-off position?

64. Which is a guideline for principled negotiation?

65. Which are personal values used in negotiations?

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

67. The opposite negotiation tactic from hard negotiation is:

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

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

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

71. Successful logrolling requires:

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

73. What are the two dilemmas of negotiation?

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

75. Contract negotiations may include what element of analysis?

76. 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?

77. In integrative negotiation, decisions must be finalized in each step of the negotiation process.

78. Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.

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

80. In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?

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

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

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

84. What is an important step post negotiations?

85. What is the number one rule for negotiating?

86. What do closed, folded arms typically mean?

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

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

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

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

91. How can the other side's weaknesses help negotiations to progress?

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

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

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

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

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

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

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

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

100. How should negotiators use body language during negotiations?

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

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

103. What act might cause negotiations to move backwards?

104. How is being clear important to negotiating?

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

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

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

108. Why is integrity important in negotiations?

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

110. What is the final skill in negotiating?

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

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

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

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

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

116. What is meant by negotiating tactics?

117. What is the negotiating process in general?

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

119. What should be done when negotiations get stalled?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

136. Why is listening important for negotiations?

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

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

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

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

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

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

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

144. Why is flexibility an important trait in negotiations?

145. What customs are typically honored in negotiations if the two parties belong to different countries?

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

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

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

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