BA 322 Negotiation skills for Business Professionals

Quiz 1(Lesson 1-3)

 

 

Question 1

3 / 3 pts

The failure to reach integrative agreements is often linked to the failure to exchange sufficient information that will allow the parties to identify integrative options.

True

False

 

Question 2

3 / 3 pts

BATNA stands for

Best Assignment To a Negotiated Agreement

Best Alternative To a Negotiated Agreement

Best Alternative To a Negative Agreement

Best Alternative To a Negative Assignment

 

Question 3

3 / 3 pts

The resistance point is the point at which a negotiator would like to conclude negotiations.

True

False

 

 

Question 4

3 / 3 pts

Integrative bargaining has also been called _____________.

yielding

enlightened self-interest

dividing the pie

none of these

 

Question 5

3 / 3 pts

The four levels of conflict are

·        intrapersonal or intrapsychic conflict,

·        interpersonal conflict,

·        intragroup conflict, and

·        intergroup conflict.

True

False

 

Question 6

3 / 3 pts

What is true about substantive interests?

They are the interests that relate to the focal issues under negotiation.

They are related to the way we settle the dispute.

They mean that one or both parties value their relationship with each other and do not want to take actions that will damage the relationship.

They regard what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future.

 

Question 7

3 / 3 pts

Which of the following is a major step in the integrative process?

identifying and defining the problem

understanding the problem and bringing interests and needs to the surface

generating alternative solutions to the problem

choosing a specific solution

all of these

 

 

Question 8

3 / 3 pts

Intangible factors in negotiation include quantifiable items such as the price, terms of agreement, and so on.

True

False

 

 

Question 9

3 / 3 pts

Satisfaction with a negotiation is determined by

the process through which an agreement is reached and by the dollar value of concessions made by each party.

the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators.

the process through which an agreement is reached and by the actual outcome obtained by the negotiation.

the total dollar value of concessions made by each party.

 

Question 10

3 / 3 pts

A resistance point will be influenced by the cost an individual attaches to delay or difficulty in negotiation.

True

False

 

Question 11

3 / 3 pts

A negative bargaining range occurs when the buyer’s resistance point is above the seller’s.

True

False

 

 

Question 12

3 / 3 pts

The resistance point is the point beyond which a person will not go and would rather break off negotiations.

True

False

 

Question 13

3 / 3 pts

The following two statements are negotiator myths:

·        Negotiators are born that way.

·        Negotiators rely on intuition.

True

False

 

Question 14

3 / 3 pts

The strategy of logrolling is effective not only in inventing options but also as a mechanism to combine options into negotiated packages.

True

False

 

Question 15

3 / 3 pts

In logrolling, if the parties do in fact have different preferences on different issues, each party gets their most preferred outcome on their high-priority issue and should be happy with the overall agreement.

True

False

 

Quiz 2 Chapter 4-6

Question 1

3 / 3 pts

Which store adopted an “entrepreneurial spirit” campaign to give salespeople and managers more latitude on price adjustments in order to retain customers?

  1. J. Higgens Electronics

Ritz Camera

Home Depot

None of these answers is correct

 

Question 2

3 / 3 pts

Which of the following is true about reactive strategies?

They encourage negotiators to be more flexible and creative.

They can efficiently clear up confusion about issues.

They will lessen a negotiator’s defensive posture.

They can make negotiators feel threatened and defensive.

 

 

Question 3

3 / 3 pts

Which of the following tactics is the least preferable method of responding to another party’s distributive tactics or “dirty tricks”?

Ignoring the tactic

“Calling” the tactic

Responding in kind

Discussing what you see and offering to help them change to more honest behaviors

 

Question 4

3 / 3 pts

Empathy helps to understand the other party’s point of view.

True

False

 

Question 5

3 / 3 pts

Globalization makes it difficult to practice ethics because countries have different laws and customs concerning ethical behavior.

True

False

 

Question 6

3 / 3 pts

According to the article “Effective Negotiating Techniques: From Selecting Strategies to Side-Stepping Impasses and Assumptions,” if a tactic worked once, you should use that same tactic multiple times.

True

False

 

Question 7

3 / 3 pts

Haggling in retail stores has been spurred by the wealth of information available on the Internet.

True

False

 

Question 8

3 / 3 pts

Individuals are more willing to use deceptive tactics when they perceive the other party to be uninformed or ignorant about the situation under negotiation­­, particularly when the stakes are high.

True

False

 

Question 9

3 / 3 pts

What are the most critical precursors for achieving negotiation objectives?

Effective strategizing, planning, and preparation

Setting goal(s) and planning target(s)

Defining frames and setting goals

Framing and strategizing

 

Question 10

3 / 3 pts

One way to test assumptions is to use hypothetical situations.

True

False

 

Question 11

3 / 3 pts

The negotiation checklist is a guide that you give the other party to let them know what you want.

True

False

 

 

Question 12

3 / 3 pts

Getting to know the other party and understanding similarities and differences represents what key step in the negotiation process?

Preparation

Information using

Information gathering

Relationship building

 

 

Question 13

3 / 3 pts

Applied ethics involves deciding whether certain behavior is right or wrong. It tells us what a person should do when confronted with a particular situation. It also assumes there is only one criterion to guide right and wrong behavior. The criterion could be a single rule, such as the Golden Rule (“Do unto others as you would have them do unto you”), or a set of principles that guides behavior, such as a code of ethics adopted by a company.

True

False

 

 

Question 14

3 / 3 pts

When Joshua tried to divert his opponent’s attention toward another issue, Joshua was engaging in a tactic called:

disassociation

feinting

fait accompli

reversal

 

Question 15

3 / 3 pts

A strong interest in achieving only substantive outcomes tends to support a/an __________ strategy:

collaborative

accommodating

competitive

avoidance

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