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WorksheetsNEGOTIATION ASSOCIATE (NCN-A™) REAL 47 Preguntas
Total questions: 47
Worksheet time: 2hrs 34mins
During negotiation, a negotiator makes all his decisions in accordance with the code of conduct of his company. In this context, which of the following ethical frameworks is he adhering to?
End-results ethics
Personalistic ethics
Rule ethics
Social contract ethics
Based on IRR, which plan is most desirable? ? Plan A, which has an IRR of 15% and will be completed in 5 years. ? Plan B, which has an IRR of 10% and will be completed in 1 year.
Plan A
Plan B
Both Plan A and Plan B
None of the both is desirableFinal del formulario
Which of the following statement about integrative negotiation is NOT true?
Integrative negotiation is a strategy directed toward developing mutually beneficial agreements by discussing and addressing various concerns—such as needs, desires, and expectations—of the negotiating parties.
Integrative negotiation connotes cooperation or collaboration to achieve something together.
Integrative negotiation is common when negotiating parties are not likely to collaborate in near future.
Integrative negotiation emphasizes on arriving at a solution that benefits each party.
Which of the following factors propels parties to negotiate toward an agreement?
Interdependency of goals
Empathy
Profit
Risk
Pick the odd one out.
Perception: Projection; Cognition: Overvaluation
Perception: Irrational escalation of commitment ; Cognition: Winner’s curse
Perception: Stereotyping ; Cognition: self-serving bias
Perception: Halo effect; Cognition: Overconfidence
According to NBOK, which of the following statements best defines ‘perception’?
It is the process of assigning meaning to the messages received by the listener.
It is the process of creating messages to influence the listener.
It is the process of communicating information from one party to another.
It is the process of enabling a receiver to decipher the communicated message.
Which among the following can be considered as a shortcoming of integrative negotiation?
It does not help in building long-term relationship.
It does not allow all the party to share their views.
It is time consuming.
None of the above.
According to NBOK, which of the following is NOT a cognitive bias that can affect the negotiation process?
Over valuation
Framing
Winners’ curse
Communication bias
Which among the following negotiation styles focuses upon solving the other party’s problems and preserving personal relationships?
Accommodating
Competing
Compromising
All of the above.
Which of the following is one of the benefits of a coalition?
Additional resources such as people, money, connections, and information
An opportunity to overcome your specific constraints
Leverage for advancing a party’s interests or blocking the opposition’s interests
All of the above
Conflict that occurs between the members of a family is called …………………………………..
Intergroup conflict
Interpersonal conflict
Intragroup conflict
Personal conflict
Kelly Hopkins, lead negotiator for Benflock, Inc. is negotiating with a team from Tello Limited, a company based in the UK. Before the negotiation process began, she believed that she will be able to close the deal quickly as she had successfully negotiated with many companies from the UK in the past. However, negotiations lasted longer than she expected. According to NBOK, this can be considered as an example for which of the following errors in perception?
Halo effect
Projection
Selective perception
Stereotyping
According to NBOK, in multi-phase negotiation the later phases are more often successful because of which of the following?
Important issues are discussed in the later phase of the negotiation.
Later phase of negotiation are helmed by seasoned negotiators.
Since both sides are familiar with each other they understand each other.
Both 1&2
……………………… is a measure of benefit, is something that may be gained from offering or procuring products or services.
Value
Brand
Economy of scale
None of the above
Pick the correct statement.
In distributive negotiation, long term relationship is established.
In distributive negotiation, value is both created and divided among parties.
In integrative negotiation, value is both created and divided among parties.
All are correct
Which of the following best defines ‘Personalistic’ ethics framework?
The rightness of an action is determined by the consequences.
The rightness of an action is determined by rules.
The rightness of an action is determined by customs and social norms.
The rightness of an action is based on one’s conscience
Which of the following is NOT an element of the communication model defined by Shannon and Weaver?
Encoder
Feedback
Filter
Channels
Negotiators with which of the following negotiation styles are considered to be adept at finding creative solutions to complex negotiation problems?
Avoiding
Accommodating
Collaborating
None of the above
Leslie McKay is a fitness enthusiast and a vegetarian. When discussing food habits with fellow fitness enthusiasts, she emphasizes the benefits of consuming vegetarian food while ignoring the benefits of eating meat. In this context, Leslie might be influenced which of the following errors in perception?
Halo effect
Selective perception
Projection
Perceptual myopia
Which of the following between the parties requires them to negotiate toward an agreement?
Interdependency
Rivalry
Coordination
None of the above.
Which among the following options is INCORRECT?
Distributive Negotiation: Fixed value divided among parties-Integrative Negotiation: Create value and divided among parties
Distributive Negotiation: Single issue- Integrative Negotiation: Multiple issues
Distributive Negotiation: Short term relationships- Integrative Negotiation: Long term relationship
Distributive Negotiation: Significant information is exchanged- Integrative Negotiation: Less information is exchanged.
An individual misunderstood a joke that leads him to assume things about the other individual thereby creating conflict between the two. According to NBOK, the above situation is an example of which of the following?
Interpersonal conflict
Intrapersonal conflict
Devil’s advocacy
None of the above
In a negotiation as per NBOK, a participant can be referred to as an independent party if it has ……………………………………
More bargaining power
Less bargaining power
High opportunity cost
Low transaction cost
……………………………… is a phenomenon that occurs when a group of people desires to get along well with each other and all members conform to the group norms.
Collective bargaining
Brain storming
Group think
Negotiation
Which of the following errors in perception results in an individual projecting his or her own characteristics or state of mind on the other party?
Selective perception
Stereotyping
Projection
None of the above
………………………occurs within an individual due to a clash of his or her ideas, thoughts, assumptions, beliefs, emotions, or values.
Interpersonal conflict
Intrapersonal conflict
Intragroup conflict
Intergroup conflicto
Which of the following characteristics might be considered as drawback of using ‘Competing’ negotiation style?
Emphasis on building long term relationship is low.
Emphasis on learning from past negotiations is low.
Emphasis on providing concessions is high.
Emphasis on improving negotiation skills is low.
As per NBOK, which of the following is a major drawback of ‘Collaborating’ negotiation style?
Negotiators using this style can come across as aggressive and uncompromising in nature.
Negotiators using this style can inadvertently convert simple situation into complex ones.
Negotiators using this style rely more on the external interference during negotiation.
None of the above
Which among the following is the role of neutral parties in multiparty negotiation?
They give direction to the negotiation process.
They document the proceedings of negotiation.
They ensure there is no bias while setting the agenda or sequence of information exchange.
None of the above.
When you hire another individual or company to negotiate on your behalf, they are called ………………………. (s).
Arbitrator
Agent
Counselor
Office bearer
Which of the following plan is better to select if Net Present Value is used as the selection criterion? Plan A has a NPV of $1,500 and will be completed in 5 years. Plan B has a NPV of $1,000 and will be completed in 1 year.
Plan A
Plan B
Both Plan A and Plan B
None of the both
The accounting department of Heckinson, Inc. issued faulty paychecks couple of times in the past. Due to this, it came to be perceived as the most inefficient department by other departments in the organization. According to NBOK, this is an example of which of the following errors in perception?
Stereotyping
Halo effect
Selective perception
Both 1 & 3
………………… is the process of assigning meaning to the messages received by the listener.
Encoding
Projection
Selection
Perception
Which of the following situation is NOT ideal for negotiation?
When there is little to gain but risk losing everything
When there is lack of time
When there is a lack of trust among the parties in the negotiation
All of the above
Owing to some unavoidable circumstances, Anne McCarthy, Executive Customer Support of Go Grand Airlines slashed the standard fee for one of its customers due to a change in flight at the last minute. According to the NBOK, which of the following negotiation styles did Anne adopt in this particular scenario?
Competing
Accommodating
Avoiding
None of the above
According to NBOK, ___________________ bias is responsible for a person attributing success to his own skills, but considers failure to be caused by external factors.
Information
Framing
Self-serving
None of the above
According to the NBOK™, multi-party negotiation is more complex than two-party negotiation. Which of the following factors is responsible for this?
No. of issues to be discussed is more in multi-party negotiations
Parties need to gather information about goals, interests, negotiation style, position of more than one party thereby making the process complex
Multi-party negotiations are complex due to the budget factor associated with it
None of the above
Which of the following can be related to non-linear negotiation process leading to uncertain outcomes as per NBOK?
Criminal legal cases
Civil liberty challenges
Legal reform cases
All of the above
According to NBOK™, negotiators usually adopt negotiation style based on which of the following?
Context of negotiation
Interest of the other party
Negotiation channel used
Both A&B
According to NBOK™, conflict between union and management is called ………………………
Intergroup conflict
Intragroup conflict
Collective bargaining
All of the above
Which of the following best defines ¨End-result¨ ethics framework?
The rightness of an action is determined by the consequences
The rightness of an action is determined by rules
The rightness of an action is determined by customs and social norms
None of the above
……………………………… Is directed toward developing mutually beneficial agreements
Memorandum of Understanding
Article of association
Integrative negotiation
Distributive negotiation
Leslie McKay is a fitness enthusiast and a vegetarian. When discussing food habits with fellow fitness enthusiasts, she emphasizes the benefits of consuming vegetarian food while ignoring the benefits of eating meat. In this context, Leslie might be influenced which of the following errors in perception?
Halo effect
Selective perception
Projection
Perceptual myopia
According to the NBOK, the type of negotiation in which two or more parties try to claim the maximum amount of value for themselves from a given resource, is called ………………………………….
Demand negotiation
Resource-based negotiation
Integrative negotiation
Distributive negotiation
…………………………………. Is a method used to determine the current net value of a future financial benefit, given an assumed inflation or interest rate?
Equity analysis
Profitability ratio
Liquidity ratio
Net present value
Which of the following statement about multi-phase negotiation is TRUE?
Any agreement reached during negotiation can be implemented after each phase
Multi-phase negotiation provides walk-away points to terminate a negotiation if specific target criteria are not met
Negotiation in multiple phases leads to a better understanding and trust
All of the above
According to NBOK, which of the following is discussed as a resource that is invested in negotiation
People
Money
Time
All of the above
