Negotiation BBA-8

The traditional view of conflict argues that conflict:

•             cannot be avoided.

• indicates a malfunctioning within the group.

• is good for a group.

• improves productivity.

Which of the following is not one of the key elements of Principled Negotiation?

• Separate the people from the problem

• Focus on positions, not interests

• Use compromise as a solution

• Generate options for mutual gain

Which type of negotiation is focused on finding a solution that benefits everyone involved?

• Win-lose negotiation

• . Win-win negotiation

• Lose-lose negotiation

• Draw-draw negotiation

What is the goal of distributive negotiation?

• To create a mutually beneficial solution

•  To divide a fixed amount of resources between two parties

• To reach a compromise between two parties

• To convince the other party to accept one's own position

What is the goal of integrative negotiation?

• To create a mutually beneficial solution

• To divide a fixed amount of resources between two parties

• To reach a compromise between two parties

• To convince the other party to accept one's own position

To convince the other party to accept one's own position

• Distributive negotiation

• Integrative negotiation

• Win-lose negotiation

• Principled negotiation

What is the main focus of interest-based negotiation?

• To maximize one's own outcomes

• To find a mutually beneficial solution

• To divide a fixed amount of resources

• To reach a compromise between two parties

Which of the following is not one of the five key steps of interest-based negotiation?

• Identifying common interests

• Finding mutually beneficial solutions

• Making threats

• Exploring options

Which type of negotiation is often used in a competitive or adversarial situation?

• Distributive negotiation

• Integrative negotiation

• Win-lose negotiation

• Principled negotiation

In a competitive negotiation, which party is likely to have the advantage?

• The party with the most information

• The party with the most power or resources

• Both parties are equally likely to have the advantage

• Neither party is likely to have the advantage