Unit 35

1- The five stages of the negotiation process are

• preparation, relationship building, exchange of task-related information, persuasion, concessions & agreements

• preparation, relationship building, proposal, circulation, approval

• relationship building, proposal, exchange of task-related information, persuasion

• proposal, circulation, persuasion, approval, record

  
  

1- Effective negotiation preparation encompasses three general abilities: situation assessment, other-party assessment, and

• financial assessment

• location assessment

• team assessment

• self-assessment

1- Agreement between two parties for exchanging goods and their rates is called:

• Politics

• Negotiation

• Conflicts management

• Recourse Allocation

1- Which of the following is a bridge from relationship building to the more formal stages of negotiating?

• Mediating

• posturing

• conceding

  assessing

• assessing

1- One of the following is an important factors of negotiation

• Pre-Negotiation Checklist

• Location of the negotiation

• Number of parties

• A and B

A type of negotiation behavior known as reactive devaluation refers to:

• a negotiator who sets the target point too high and refuses to make any concessions

• a negotiator who overvalues the counterparty’s offer

• an negotiator who opens the negotiation by setting their target too low

• a negotiator who does not know what he or she really wants other than not wanting what the other party is offering

Which of the following refers to the negotiation where the solution exists so that both parties are trying to mutually find an acceptable

• Win-Win

• Lose-win

• Win-lose

• Both loose

1- Behaviour that fosters win-win situations is:

• Relationship

• Emotional behaviour

• Strict behaviour

• Unformal behaviour

1- Which factor is not contributing to the development of trust between negotiators?

• Mistrusting people who are dependent upon us

• Negotiators who make concession

• People who initiate cooperative and trusting behavior

• Negotiators who perceive positive attitude and is similar to the other party

1- The major influencing factor in negotiation is:

• The size of the parties

• The use of performance

• The existence of formalized complaint procedure

• The trust and interpersonal relations that forms between the main negotiators