QUESTIONS ON NEGOTIATIONS

QUESTIONS :

 

1.The “Big Five” personality factors in negotiation included all of the following except:

ExtroversionAgreeablenessTenacityConscientiousnessEmotional Stability

 

1. Which of the following best describes the process through which individuals connect to their environment?

CognitionCommunicationEmotive influencePerceptionRationality

 

1. Which of the following approaches is inconsistent with interest-based negotiation?

Separating the people from the problemIdentifying shared interestsFully exploring the problem“Low-balling” and “high-balling” opening effortsInventing options for mutual gain

 

1. In distributive bargaining, which of the following is not advisable when making concessions?

Give yourself enough room to make concessionsMake important concessions early in the processMake the other party work harder for every concession you makeDo not reveal your deadline to the other partyConcede slowly and in small increments

 

1. Which of the following would be an incorrect statement about multi-party negotiations?

The number of parties greatly influences the processInformation exchange tends to be more complexThe social environment remains staticProcedure complexity adds to the negotiation challengesThey are strategically more complex

 

1. Effective group decision-making tests assumptions and inferences
1. True
2. False

 

1. Negotiation “strategy” and negotiation “tactic” are, in essence, different concepts.

 TrueFalse  

1. To maximize the potential for a successful resolution, prudent conflict 

      managers analyze and consider the interests of which of the following    

      stakeholders?

 

1. Agents
2. Constituents
3. Advocates
4. Parties
5. All  of the above

 

1. In which of the following cultures would a friendly, trusting, and  

      relationship-building negotiation protocol be highly valued?

 

1. Mexican
2. Italian
3. Russia
4. Japanese
5. Brazilian

 

1. Which of the following is not a typical characteristic of cooperative 

      bargaining?

 

1. Disputants engage in open and honest communication
2. Disputants try to obstruct one another to gain a strategic advantage
3. The dispute tends not to expand in scope and the conflict tends not to escalate
4. Total productivity is maximized
5. Disputants try to help one another