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Negotiation 101 Practice Test: Basic of Negotiation
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Negotiation 101 Practice Test: Basic of Negotiation
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25 Questions

1. The pattern of give-and-take in negotiation is a characteristic exclusive to formal negotiations.
2. How much to believe of what the other party tells you
3. Which of the following statements about conflict is true?
4. In contrast, non-zero-sum or integrative or mutual gains situations are ones where many people can achieve their goals and objectives.
5. Intragroup conflict occurs between groups.
6. Differences in time preferences have the potential to create value in a negotiation.
7. Satisfaction with a negotiation is determined by
8. Negotiators pursuing the yielding strategy
9. When the goals of two or more people are interconnected so that only one can achieve the goal such as running a race in which there will be only one winner this is a competitive situation, also known as a non-zero-sum or distributive situation.
10. Tangible factors
11. Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes, and do not show much concern about whether the other party obtains his or her outcomes. Which of the ones listed below?
12. Negotiation is a strategy for productively managing conflict.
13. The parties prefer to negotiate and search for agreement rather than to fight openly, have one side dominate and the other capitulate, permanently break off contact, or take their dispute to a higher authority to resolve it.
14. Remember that every possible interdependency has an alternative; negotiators can always say no" and walk away."
15. BATNA stands for
16. A zero-sum situation is also known by another name of a situation. Which of the following is that?
17. In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the
18. Which of the following contribute to conflict's destructive image?
19. Which is not a characteristic of a negotiation or bargaining situation?
20. It is possible to ignore intangibles, because they affect our judgment about what is fair, or right, or appropriate in the resolution of the tangibles.
21. In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the other party and your relationship with him survives intact.
22. Negotiation situations have fundamentally the same characteristics.
23. Many of the most important factors that shape a negotiation result do not occur during the negotiation, but occur after the parties have negotiated.
24. A zero-sum situation is a situation in which individuals are so linked together that there is a positive correlation between their goal attainments.
25. Negotiators do not have to be versatile in their comfort and use of both major strategic approaches to be successful.

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