NEGOTIATION ASSOCIATE (NCN-A™) REAL 47 Preguntas

During negotiation, a negotiator makes all his decisions in accordance with the code of conduct of his company. In this context, which of the following ethical frameworks is he adhering to?

• End-results ethics

• Personalistic ethics

• Rule ethics

• Social contract ethics

Based on IRR, which plan is most desirable? ? Plan A, which has an IRR of 15% and will be completed in 5 years. ? Plan B, which has an IRR of 10% and will be completed in 1 year.

• Plan A

• Plan B

• Both Plan A and Plan B

• None of the both is desirableFinal del formulario

Which of the following statement about integrative negotiation is NOT true?

• Integrative negotiation is a strategy directed toward developing mutually beneficial agreements by discussing and addressing various concerns—such as needs, desires, and expectations—of the negotiating parties.

• Integrative negotiation connotes cooperation or collaboration to achieve something together.

• Integrative negotiation is common when negotiating parties are not likely to collaborate in near future.

• Integrative negotiation emphasizes on arriving at a solution that benefits each party.

Which of the following factors propels parties to negotiate toward an agreement?

• Interdependency of goals

• Empathy

• Profit

• Risk

Pick the odd one out.

• Perception: Projection; Cognition: Overvaluation

• Perception: Irrational escalation of commitment ; Cognition: Winner’s curse

• Perception: Stereotyping ; Cognition: self-serving bias

• Perception: Halo effect; Cognition: Overconfidence

According to NBOK, which of the following statements best defines ‘perception’?

• It is the process of assigning meaning to the messages received by the listener.

• It is the process of creating messages to influence the listener.

• It is the process of communicating information from one party to another.

• It is the process of enabling a receiver to decipher the communicated message.

Which among the following can be considered as a shortcoming of integrative negotiation?

• It does not help in building long-term relationship.

• It does not allow all the party to share their views.

• It is time consuming.

• None of the above.

According to NBOK, which of the following is NOT a cognitive bias that can affect the negotiation process?

• Over valuation

• Framing

• Winners’ curse

• Communication bias

Which among the following negotiation styles focuses upon solving the other party’s problems and preserving personal relationships?

• Accommodating

• Competing

• Compromising

• All of the above.

Which of the following is one of the benefits of a coalition?

• Additional resources such as people, money, connections, and information

• An opportunity to overcome your specific constraints

• Leverage for advancing a party’s interests or blocking the opposition’s interests

• All of the above