NEGOTIATION ASSOCIATE (NCN-A™) 27 JUSTIFICADAS

According to the NBOK™, complexity of negotiation depends on which of the following?

• Level of interdependency

• Budget

• Resource availability

• Negotiating authority

Choose the CORRECT statement.

• Value is associated with every negotiation, irrespective of the conflicts involved.

• Negotiation is only meaningful when there is any conflict associated with it.

• Number of conflicts decides the importance of negotiation.

• All of the above

Win-lose negotiation is otherwise called as which of the following?

• Distributive negotiation

• Integrative negotiation

• Directive negotiation

• Business negotiation

Which of the following can be termed as a factor that differentiates between Distributive and Integrative negotiation?

• Resource

• Issue

• Agent

• Mutual relationship

Fill in the blanks in the correct sequence:

According to the NBOK™, risks that are likely to have a positive impact on the negotiation process are referred to as ……………….. , whereas risks that can affect the negotiation in a negative manner are considered ……………………. .

• Objectives, Opportunities

• Opportunities, Issues

• Objectives, Issues

• Opportunities, Threats

Which of the following is NOT one style of approach to negotiation as described by Kenneth.W.Thomas?

• Collaborating

• Competing

• Integrating

• Avoiding

………………………….. are integral factors that influence how negotiators construct and interpret a message received during negotiation.

• Communication and coordination

• Encoding and projecting

• Perception and cognition

• Both A&B

Which of the following according to NBOK™ is NOT a perceptual error?

• Stereotyping

• Halo effect

• Projection

• Winner’s curse

…………………………refers to the way an individual processes information received.

• Perception

• Cognition

• Communication

• None of the above

Model of communication developed by Shannon and Weaver, does NOT involve which of the following?

• Feedback

• Filter

• Encoding

• Noise