IBC201- negociation- chapter 1

Which perspective can be used to understand different aspects of negotiation?

• economics

• psychology

• anthropology

• law

• All of the above perspectives can be used to understand different aspects of negotiation.

To most people the words "bargaining" and "negotiation" are

• mutually exclusive.

• interchangeable.

• not related.

• interdependent.

• None of the above

A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

• mutual gains

• win-lose

• zero-sum

• win-win

• None of the above

Which is not a characteristic of a negotiation or bargaining situation?

• conflict between parties

• two or more parties involved

• an established set of rules

• a voluntary process

• None of the above is a characteristic of a negotiation

Tangible factors

• include the price and terms of agreement.

• are psychological motivations that influence the negotiations.

• include the need to look good in negotiations.

• cannot be measured in quantifiable terms.

• None of the above statements describe tangible factors

  
  

Which of the following is not an intangible factor in a negotiation?

• the need to look good

• final agreed price on a contract

• the desire to book more business

• fear of setting a precedent

• All of the above are intangible factors

Interdependent parties' relationships are characterized by

• interlocking goals.

• solitary decision making.

• established procedures.

• rigid structures.

• Interdependent relationships are characterized by all of the above

A zero-sum situation is also known by another name of a situation. Which of the following is that?

• integrative

• distributive

• win-lose

• negotiative

• None of the above

BATNA stands for

• best alternative to a negotiated agreement.

• best assignment to a negotiated agreement.

• best alternative to a negative agreement.

• best alternative to a negative assignment.

• BATNA stands for none of the above

What are the two dilemmas of negotiation?

• the dilemma of cost and the dilemma of profit margin

• the dilemma of honesty and the dilemma of profit margin

• the dilemma of trust and the dilemma of cost

• the dilemma of honesty and the dilemma of trust

• None of the above.