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Negotiation 101 Practice Test: Basic of Negotiation 2
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Negotiation 101 Practice Test: Basic of Negotiation 2
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20 Questions

1. The two-dimensional framework called the _______________________ postulates that people in conflict have two independent types of concern

2. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _________

3. People ____________ all the time

4. Two of the dilemmas in mutual adjustment that all negotiators face are the dilemma of ____________ and the dilemma of ____________

5. The mix of convergent and conflicting goals characterizes many ____________ relationships

6. Most actual negotiations are a combination of claiming and ____________ value processes

7. The objective is not to eliminate conflict but to learn how to manage it to control the ____________ elements while enjoying the productive aspects

8. Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of ____________

9. There are times when you should _________ negotiate

10. Independent parties are able to meet their own ____________ without the help and assistance of others

11. Negotiating parties always negotiate by ____________

12. When one party accepts a change in his or her position, a ____________ has been made

13. Parties who employ the ____________ strategy maintain their own aspirations and try to persuade the other party to yield

14. Most people initially believe that ____________ is always bad or dysfunctional

15. The ____________ of people's goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes

16. _______________________ is analyzed as it affects the ability of the group to make decisions, work productively, resolve its differences, and continue to achieve its goals effectively

17. The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot

18. Negotiation is a ____________ that transforms over time

19. Negotiations often begin with statements of opening ____________

20. When parties are interdependent, they have to find a way to ____________ their differences

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