best alternative to a negotiated agreement

best assignment to a negotiated agreement

best alternative to a negative agreement

best alternative to a negative assignment

What are the two dilemmas of negotiation?

the dilemma of honesty and the dilemma of trust

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

Which of the following statements is not true of concessions?

A concession happens when one party suggests alterations to the other party’s proposal

Concessions restrict the range of solution options

When a party makes a concession, the bargaining range is constrained

A concession happens when one party agrees to make change in their own position

Which of the following situations would be appropriate for a value claiming strategy or tactic?

a situation in which many people can achieve their goals and objectives

Which of the following situation would be appropriate for a value creating tactic or strategy?

a situation in which there can be only one winner

. One of the four levels of conflict is intragroup conflict. Which of the following descriptions fit intragroup conflict?

These conflicts occur among team and work group members and within families, classes, living units, and tribes

These conflicts occur within an individual

These conflicts occur between organizations, ethnic groups, warring nations, or feuding families

These conflicts occur between co-workers, spouses, siblings, roommates, or neighbors

Which of the following contribute to conflict’s destructive image?

minimized differences; magnified similarities

Conflicts with which of the following characteristics should be considered “easy to resolve” or be settled quickly? ’’

situations involving long-term relationships with expected future interaction

situations involving matters of “principle,” such as values or ethics

situations with disorganized, or weak leadership

situations involving large or big consequences

Negotiators pursuing the yielding strategy

shows little interest or concern in whether they attain their own outcomes and does not show much concern about whether the other party obtains his or her outcomes

show little interest or concern in whether they attain their own outcomes but are quite interested in whether the other party attains his or her outcomes

pursue their own outcome strongly and shows little concern for whether the other party obtains his or her desired outcome

show high concern for attaining their own outcomes and high concern for whether the other attains his or her outcomes

Which of the following situations would the integrating style of conflict management be inappropriate?

when you believe you may be wrong

when one party alone cannot solve the problem

when an immediate decision is required

Negotiation Skill Training

Authored by Vicky Mbbs

Professional Development

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MULTIPLE CHOICE QUESTION

1 min • 1 pt

According to the text, which of the following is not a reason negotiation occurs?

to create something new that neither party could do on their own

to resolve a problem or dispute between parties

to agree on how to share or divide a limited resource, such as land, or money, or time

to agree on a price and end the haggling over a used car

MULTIPLE CHOICE QUESTION

1 min • 1 pt

To most people, the terms “bargaining” and “negotiation” are

mutually exclusive

interchangeable

not related

interdependent

MULTIPLE CHOICE QUESTION

1 min • 1 pt

. A situation in which 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

MULTIPLE CHOICE QUESTION

1 min • 1 pt

Which is not a characteristic of all negotiation situations?

conflict between parties

two or more parties involved

an established set of rules

a voluntary process

MULTIPLE CHOICE QUESTION

1 min • 1 pt

Tangible factors

include the price or terms of agreement

are psychological motivations that influence the negotiations

include the need to look good in negotiations

cannot be measured in quantifiable termscannot be measured in quantifiable terms

MULTIPLE CHOICE QUESTION

1 min • 1 pt

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

the need to look good

final agreed upon price on a contract

the need to appear “fair” or “honorable”

to maintain a good relationship

MULTIPLE CHOICE QUESTION

1 min • 1 pt

Interdependent parties’ relationships are characterized by

interlocking goals

solitary decision making

established procedures

rigid structures

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Negotiation Skill Training

According to the text, which of the following is not a reason negotiation occurs?

To most people, the terms “bargaining” and “negotiation” are

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

Which is not a characteristic of all negotiation situations?

Tangible factors

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

Interdependent parties’ relationships are characterized by

A zero-sum situation is also known by another name. Which of the following terms means the same as “zero sum”?

BATNA stands for

What are the two dilemmas of negotiation?

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