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WorksheetsNEGOTIATION ASSOCIATE (NCN-A™) 27 JUSTIFICADAS
Total questions: 27
Worksheet time: 54mins
According to the NBOK™, complexity of negotiation depends on which of the following?
Level of interdependency
Budget
Resource availability
Negotiating authority
Choose the CORRECT statement.
Value is associated with every negotiation, irrespective of the conflicts involved.
Negotiation is only meaningful when there is any conflict associated with it.
Number of conflicts decides the importance of negotiation.
All of the above
Win-lose negotiation is otherwise called as which of the following?
Distributive negotiation
Integrative negotiation
Directive negotiation
Business negotiation
Which of the following can be termed as a factor that differentiates between Distributive and Integrative negotiation?
Resource
Issue
Agent
Mutual relationship
Fill in the blanks in the correct sequence:
According to the NBOK™, risks that are likely to have a positive impact on the negotiation process are referred to as ……………….. , whereas risks that can affect the negotiation in a negative manner are considered ……………………. .
Objectives, Opportunities
Opportunities, Issues
Objectives, Issues
Opportunities, Threats
Which of the following is NOT one style of approach to negotiation as described by Kenneth.W.Thomas?
Collaborating
Competing
Integrating
Avoiding
………………………….. are integral factors that influence how negotiators construct and interpret a message received during negotiation.
Communication and coordination
Encoding and projecting
Perception and cognition
Both A&B
Which of the following according to NBOK™ is NOT a perceptual error?
Stereotyping
Halo effect
Projection
Winner’s curse
…………………………refers to the way an individual processes information received.
Perception
Cognition
Communication
None of the above
Model of communication developed by Shannon and Weaver, does NOT involve which of the following?
Feedback
Filter
Encoding
Noise
According to the NBOK™, time, place, and mode of negotiation come under which of the following?
Negotiation template
Aspects of negotiation
Logistics
None of the above
According to NBOK™, which of the following is NOT an input to “Understand your Negotiation Situation” process for single-issue negotiation?
Issue for Negotiation
Your Negotiation Capabilities
Primary Research
Past Negotiation Results
…………………………… involves creating value and eventually enables the involved parties to reach a mutually acceptable agreement.
Memorandum of Understanding
Negotiation
Bargaining
All of the above
Which of the following is the primary reason to proceed with negotiation?
To arrive at a deal or a mutually understood outcome
To resolve a conflict
Both A&B
None of the above
………………………………….. is defined as a disagreement or opposition in ideas and interests among the parties involved in negotiation.
Risk
Conflict
Grapevine
None of the above
Which of the following is NOT one of the reasons for conflict in negotiation?
Divergent needs of the parties
Differences in opinions
Each party trying to achieve the same outcome for their respective companies
None of the above
……………………………….assesses the expected net income to be gained.
Law of diminishing returns
Risk analysis
Equity analysis
Return on Investment(ROI)
Which of the following statements about Distributive Negotiation is TRUE?
Distributive Negotiation is also called Win-Lose negotiation.
Distributive Negotiation is directed toward the distribution of a fixed resource between two or more parties.
Distributive negotiation is common where the people participating in negotiation do not share an existing relationship and are not likely to collaborate in the near future.
All of the above
Relationship-building between two parties in negotiation is dependent on which of the following?
Objective of negotiation
Future benefit
Negotiability of issues
None of the above
Which among the following is relevant to a multi-party negotiation?
Agenda
Order of exchanging information
Coalition
All of the above
According to NBOK, which among the following factors can alter the path of a negotiation?
New alternatives
Change nature of relationship
Change in negotiator
All of the above
According to NBOK, risks should be identified, assessed, and responded based on two factors: the probability of each risk’s occurrence and the possible impact in the event of such an occurrence. How do you determine the impact value of a risk for a specific solution?
Multiplying both the factors
Conducting SWOT analysis
Doing a feasibility test
None of the above
Which information gains you an advantage in every negotiation?
Annual report of your company
Annual labor turn over
Knowledge about the participants
Knowledge of labor market
Who identified the five styles of responses to negotiation?
Peter Drucker
Kenneth.W.Thomas
Abraham Maslow
F.W.Taylor
Which of the following can be considered as a positive characteristic of ‘Avoiding’ negotiation style?
Perception of being sensitive to other parties’ problems
Perception of being creative in solving complex negotiation challenges
Perception of being tactical and diplomatic
All of the above
Which of the following errors in perception causes an individual to filter and select only those facts that ascertain a particular belief?
Halo effect
Stereotyping
Tunnel vision
Selective perception
Errors made in processing the information received are termed as ……………………………………
Cognitive bias
Information bias
Communication bias
None of the above
