Question 1

To achieve the greatest gains,negotiators should stick to the script they created during the preparation phase.

Accepted Answer

A) True 
 B)False

Question 2

Identifying the problem to be solved,opportunity to be mined,dispute to be settled or team decision to be made are all elements of:

Accepted Answer

A)  Defining the situation.
B)  Establishing goals.
C)  Strategy formulation.
D)  Defining your interests.E) B) and C)
F) A) and D)

Question 3

Describe several sources of information that negotiators can use to analyze the other party.

Accepted Answer

If the other party has negotiated in the...

Question 4

Aspiration levels or target points are artificially high goals that you use as a starting point for the negotiation.

Accepted Answer

A) True 
 B)False

Question 5

It is possible for a Best Alternative To a Negotiated Agreement (BATNA)to be worse than not reaching an agreement with the other party.

Accepted Answer

A) True 
 B)False

Question 6

Interests are the motives underlying your positions.

Accepted Answer

A) True 
 B)False

Question 7

Considering questions such as,"Will you be negotiating a deal,settling a dispute or making a team decision? Will you negotiate with this party once or multiple times? Will you negotiate publicly or privately?" define the:

Accepted Answer

A)  Obligations of the interaction.
B)  Environment or context.
C)  Nature of the interaction.
D)  Resources and constraints.E) A) and D)
F) None of the above

Question 8

The party who needs the other most has the most bargaining power.

Accepted Answer

A) True 
 B)False

Question 9

What percentage of the negotiation process should be devoted to preparation?

Accepted Answer

A)  Twenty.
B)  Forty.
C)  Sixty.
D)  Eighty.E) All of the above
F) C) and D)

Question 10

A 'wise agreement' is one that:

Accepted Answer

A)  Satisfies the interests of both parties.
B)  Satisfies the demands of both parties.
C)  Satisfies the goals of both parties.
D)  Is implemented fairly.E) A) and B)
F) C) and D)

Question 11

Labor markets,unemployment rates,workforce demographics and financial markets are examples of negotiation:

Accepted Answer

A)  Issues.
B)  Resources.
C)  Constraints.
D)  Context.E) A) and D)
F) A) and C)

Question 12

Issues are:

Accepted Answer

A)  The points that must be addressed.
B)  The points on which there is no agreement between parties.
C)  Defined after the parties meet for the first time.
D)  Not part of the bargaining mix.E) All of the above
F) A) and B) A

Question 13

Negotiation preparation includes obtaining information about the other party's needs,strategy and goals.

Accepted Answer

A) True 
 B)False  True

Question 14

The basic problem in most negotiations is:

Accepted Answer

A)  Conflicting issues.
B)  Conflicting positions.
C)  Conflicting interests.
D)  Conflicting goals.E) A) and C)
F) A) and B)

Question 15

Electronic negotiations make testing assumptions:

Accepted Answer

A)  A moot point.
B)  Easier.
C)  More difficult.
D)  Even more critical than in face-to-face negotiations.E) All of the above
F) B) and C)

Question 16

Preserving the relationship is a desirable goal in all types of negotiations.

Accepted Answer

A) True 
 B)False

Question 17

Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:

Accepted Answer

A)  A distributive strategy.
B)  An integrative strategy.
C)  An interest-based strategy.
D)  A principled strategy.E) A) and C)
F) A) and B)

Question 18

What is the difference between a strategy and a tactic?

Accepted Answer

A strategy is the "how to" component of ...

Question 19

Explain why preparation is such a critical step in the negotiation process.

Accepted Answer

Preparation results in more successful n...

Question 20

Relative power influences the negotia___________ a negotiator chooses.

Accepted Answer

A)  Resources.
B)  Constraints.
C)  Tactics.
D)  Environment.E) A) and D)
F) C) and D) C

Exam 2: Preparation: Building the Foundation for Negotiating

To achieve the greatest gains,negotiators should stick to the script they created during the preparation phase.

Correct AnswerverifiedShow Answer

Identifying the problem to be solved,opportunity to be mined,dispute to be settled or team decision to be made are all elements of:

Correct AnswerverifiedShow Answer

Describe several sources of information that negotiators can use to analyze the other party.

Correct AnswerverifiedIf the other party has negotiated in the...View AnswerShow Answer

Aspiration levels or target points are artificially high goals that you use as a starting point for the negotiation.

Correct AnswerverifiedShow Answer

It is possible for a Best Alternative To a Negotiated Agreement (BATNA)to be worse than not reaching an agreement with the other party.

Correct AnswerverifiedShow Answer

Interests are the motives underlying your positions.

Correct AnswerverifiedShow Answer

Considering questions such as,"Will you be negotiating a deal,settling a dispute or making a team decision? Will you negotiate with this party once or multiple times? Will you negotiate publicly or privately?" define the:

Correct AnswerverifiedShow Answer

The party who needs the other most has the most bargaining power.

Correct AnswerverifiedShow Answer

What percentage of the negotiation process should be devoted to preparation?

Correct AnswerverifiedShow Answer

A 'wise agreement' is one that:

Correct AnswerverifiedShow Answer

Labor markets,unemployment rates,workforce demographics and financial markets are examples of negotiation:

Correct AnswerverifiedShow Answer

Issues are:

Correct AnswerverifiedA

Negotiation preparation includes obtaining information about the other party's needs,strategy and goals.

Correct AnswerverifiedTrue

The basic problem in most negotiations is:

Correct AnswerverifiedShow Answer

Electronic negotiations make testing assumptions:

Correct AnswerverifiedShow Answer

Preserving the relationship is a desirable goal in all types of negotiations.

Correct AnswerverifiedShow Answer

Negotiators who are highly concerned with achieving their substantive goals but have significantly less concern for the relationship or for the other party's substantive goals are likely to adopt:

Correct AnswerverifiedShow Answer

What is the difference between a strategy and a tactic?

Correct AnswerverifiedA strategy is the "how to" component of ...View AnswerShow Answer

Explain why preparation is such a critical step in the negotiation process.

Correct AnswerverifiedPreparation results in more successful n...View AnswerShow Answer

Relative power influences the negotia___________ a negotiator chooses.

Correct AnswerverifiedC

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If the other party has negotiated in the...
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A

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True

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A strategy is the "how to" component of ...
View Answer

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Preparation results in more successful n...
View Answer

Correct Answer
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C