DIP-SBM Unit 35

1-      The final aim of negotiation is to: (SS 1.B)

• A)     reach an agreement
• B)      end a dispute
• C)      implement an agreement between two parties
• D)     win at all cost

2-      A negotiation is discussed in a tone that focuses attention on the need to reach a satisfactory solution by: (SS 1.A)

• A)     joint problem-solving
• B)      force
• C)      setting conditions
• D)     making proposals

3-      Negotiation implies that both parties accept that the agreement between them is: (SS 1.B)

• A)      subject to further dispute
• B)       final and binding
• C)       necessary
• D)      conditional

4-      In negotiations, the interpretation of a cue requires skill because it may be: (KLO 1.2)

• A)     Verbal
• B)     Ambiguous
• C)     Behavioral
• D)     Intentional

5-      The five stages of the negotiation process are ____________. (KLO 1.1)

• A)     preparation, relationship building, exchange of task-related information, persuasion, concessions & agreements
• B)     preparation, relationship building, proposal, circulation, approval
• C)     relationship building, proposal, exchange of task-related information, persuasion
• D)     proposal, circulation, persuasion, approval, record

6-      Which of the following is a bridge from relationship building to the more formal stages of negotiating? (KLO 1.2)

• A)     Mediating
• B)      posturing
• C)      conceding
• D)     assessing

7-      A type of negotiation behavior known as <KT>reactive devaluation refers to: (KLO 2.2)

• A)     a negotiator who does not know what he or she really wants other than not wanting what the other party is offering
• B)      a negotiator who sets the target point too high and refuses to make any concessions
• C)      a negotiator who overvalues the counterparty’s offer
• D)     an negotiator who opens the negotiation by setting their target too low

8-      Effective negotiation preparation encompasses three general abilities: situation assessment, other-party assessment, and _______. (KLO 1.1)

• A)     financial assessment
• B)      location assessment
• C)      team assessment
• D)     self-assessment

9-      What does a person whose primary handling intention is assertive and cooperative considered as? (SS 3)

• A)     Collaborating
• B)      Competing
• C)      Compromising
• D)     Accommodating

10-   How to resolve a deadlock in a negotiation? (SS 5, KLO 3.1)

• A)     demand that the other party accept your last position
• B)      start pointing out weaknesses resulting from the offeror's lack of diligence and competence
• C)      make the buyer’s position look unreasonable and foolish
• D)     new objective must be established