Negotiation Skill Training

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

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

• mutually exclusive
• interchangeable
• not related
• interdependent

. 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

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

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

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

Interdependent parties’ relationships are characterized by

• interlocking goals
• solitary decision making
• established procedures
• rigid structures

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

• integrative
• distributive
• win-lose
• mutual adjustment

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

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