Question:* ADR stands for what negotiation tool?
Answer: • Alternative Dispute Resolution
Question:* Contract negotiations typically allow a team member to have what authority during the negotiations?
Answer: • To bend the parties to the agreed to written contract
Question:* What is the best way to understand the other party's interests in a negotiation?
Answer: • Conduct research in advance of the negotiation
Question:* Using "hard" negotiation tactics can be harmful because:
Answer: • This approach often permanently damages the relationship between the parties
Question:* In negotiating, it is best to default to what type of approach?
Answer: • Compartmentalized
Question:* Multiparty negotiations differ from two-party deliberations in which of the following ways?
Answer: • All of the above statements about multiparty negotiations are true.
Question:* What is a persuasive argument?
Answer: • An argument made by an individual to persuade someone to share the same goals as the arguer
Question:* Using accommodation to negotiate as a result of a desire to maintain friendly relationships is called a:
Answer: • Soft tactic
Question:* "Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.
Answer: • True
Question:* Which parties to a negotiation enjoy the most bargaining power?
Answer: • The parties with access to the most choices, alternatives or resources have the most bargaining power
Question:* What is a pressure point?
Answer: • The point where a person will feel forced to negotiate for an interest
Question:* Negotiators use active listening skills to satisfy what characteristic of beneficial negotiating?
Answer: • Guaranteeing all parties positions are heard and understood
Question:* Collaborative style negotiations work to meet the needs of which individuals?
Answer: • All parties involved in the negotiation
Question:* True or false? 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.
Answer: • True
Question:* What is a non-negotiable factor in a negotiation?
Answer: • A factor that cannot be conceded during negotiations
Question:* Are economic outcomes ever a factor in negotiations, true or false?
Answer: • True, many negotiations involve money
Question:* Win-win negotiation technique is beneficial to all parties because of what reason?
Answer: • Everyone's interests are met with the result of the negotiation
Question:* A cooperative negotiator exhibits which of the following traits?
Answer: • Peaceful, collaborative, community-oriented
Question:* Having a targeted amount in mind ahead of negotiations should be based on:
Answer: • Research and realistic expectations
Question:* Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away.
Answer: • True
Question:* When resolving major disagreements, the negotiator should always ensure:
Answer: • That they prepare thoroughly
Question:* What is a negotiation agenda?
Answer: • An outline of what will be discussed at the negotiation
Question:* How is a management briefing used to the benefit of the negotiator?
Answer: • It is used to benefit the negotiator with information on the negotiation contract or plan
Question:* What is a synonym for a concession during a negotiation?
Answer: • A compromise
Question:* Every interaction with someone is an opportunity to either negotiate, or in preparation for a future negotiation.
Answer: • True
Question:* A cheerful negotiator exhibits which of the following traits?
Answer: • Positive, pleasant, excited, accommodating
Question:* An example of a negotiation in daily life is which of the following?
Answer: • Bartering for a good price for an item at a flea market
Question:* Why do negotiators need to utilize good listening skills?
Answer: • To hear and understand all issues brought to the negotiations table by the parties
Question:* People in conflict with each other typically perceive the other person with what traits?
Answer: • Negatively and with bias
Question:* Heated negotiations rarely solve the problem because of which reason?
Answer: • Heated interests often become personal, which cloud the real issues of the negotiation
Question:* What are the characteristics of conflict resolution?
Answer: • Defining the problem, resourcing alternatives, choosing solutions
Question:* What is a counter-offer in a negotiation?
Answer: • It is an offer made to counter an original offer, usually with new or different terms presented
Question:* What is a critical trait of a negotiator?
Answer: • To deal with all parties of the negotiations in a fair manner
Question:* What do negotiators do when they experience hostility at the negotiation table?
Answer: • They work with all of the parties to diffuse the situation to continue negotiation
Question:* What is the BATNA in a negotiation?
Answer: • Best Alternative to a Negotiated Agreement
Question:* An agitated negotiator exhibits which of the following traits?
Answer: • Uptight, aggressive, difficult, tension-laden
Question:* Which of the following are two opposing positions often seen in negotiations?
Answer: • Competition vs. Cooperation
Question:* What are the characteristics of a dispute?
Answer: • Most disputes have two sides and various perspectives
Question:* Which of the following is a first step in preparing to negotiate?
Answer: • Identify exactly what you want out of the negotiation
Question:* What is a "bargaining factor" in a negotiation?
Answer: • This is a factor that must be negotiated to a mutual result for the satisfaction of both parties
Question:* Negotiation situations frequently comprise of similar characteristics.
Answer: • True
Question:* Negotiators are unable to utilize unclear information because of what reason?
Answer: • It could lead to misunderstandings among negotiating parties
Question:* An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant
Answer: • opponent.
Question:* A negotiator anaylzes verbal and non-verbal cues to determine what tactic?
Answer: • misunderstandings or hidden intentions of the parties
Question:* What is a negotiated interest?
Answer: • The interest or factor motivating a party to negotiate
Question:* What is bargaining power as exhibited in a negotiation?
Answer: • The authority to leverage power in a negotiation
Question:* The five factors of conflict resolution by Kenneth Thomas and Ralph Kilmann are which of the following?
Answer: • competitive, collaborative, compromising, accommodating, avoiding
Question:* To "clarify and confirm" is a statement used in negotiations to effectuate what result?
Answer: • To clarify what was said and confirm clear understanding of the issues or facts
Question:* What is the definition of an "objective negotiation position"?
Answer: • This is a fair and balanced position available for all parties
Question:* Compromising negotiation styles try to accomplish which of the following goals?
Answer: • To fulfil the requirements of some of the parties involved in the negotiations
Question:* What are some organizational rewards of negotiating with other parties?
Answer: • Income, revenues, profits, and viable contracts
Question:* What is the illusion of transparency?
Answer: • When negotiations assume that the parties can see their hidden objectives
Question:* An example of an assertive negotiator is one who does which of the following?
Answer: • A party who clearly states his points and protects his personal interest
Question:* BATNA stands for
Answer: • best alternative to a negotiated agreement.
Question:* What is a neutral arbitrator?
Answer: • An arbitrator or person with no vested interest in the outcome of the negotiation
Question:* A hidden interest of a party is difficult to conquer because of what reason?
Answer: • A party will hide an interest to protect another interest and keep power for himself
Question:* In preparing to negotiate on a large disagreement, it is best to:
Answer: • Decide on alternatives in case agreement is not reached with the other party
Question:* Using a win-lose negotiation strategy may be appropriate when:
Answer: • There is no need to have an ongoing relationship with the other party
Question:* An example of a passive negotiator is which of the following?
Answer: • Someone who refuses to speak up and protect his own interests
Question:* Which are personal values used in negotiations?
Answer: • Fairness, honesty, trust
Question:* Locking in a negotiated offer is seen in which of the following examples?
Answer: • An auto dealer offering a car on sale only until a certain date
Question:* What is bargaining driven by?
Answer: • Parties offering, asking for and accepting concessions
Question:* Negotiations that aim for equally satisfying outcomes for both parties are called:
Answer: • Collaborative, integrative or principled negotiations
Question:* What is a negotiation trade-off position?
Answer: • A position that can be abandoned or modified during negotiations
Question:* What are the traits of an imbalance of power during a negotiation?
Answer: • One group may become used or exploited by another more powerful group
Question:* What is a fixed-pie perspective in negotiations?
Answer: • When negotiators believe that the assumptions of the participating parties are based on opposite assumptions
Question:* The opposite negotiation tactic from hard negotiation is:
Answer: • Accommodation
Question:* True or false? A creative negotiation that meets the objectives of all sides may not require compromise.
Answer: • True
Question:* Which is a guideline for principled negotiation?
Answer: • Define objective standards as the criteria for making the decision
Question:* When negotiating contracts, it is best to _________ the contract's risks and revenue.
Answer: • Prioritize
Question:* Which is a guideline for principled negotiation?
Answer: • Separate the people from the problem
Question:* Successful logrolling requires:
Answer: • that the parties establish more than one issue in conflict and then agree to trade off among these issues so one party achieves a highly preferred outcome on the first issue and the other person achieves a highly preferred outcome on the second issue.
Question:* In negotiating contracts, the offer is more than the dollar amount and should include:
Answer: • Statement of work, identification of the product, express warranties and terms and conditions
Question:* Which is a guideline for principled negotiation?
Answer: • Generate a wide variety of possibilities before making a decision
Question:* What are the two dilemmas of negotiation?
Answer: • the dilemma of honesty and the dilemma of trust
Question:* A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?
Answer: • Mutual gains
Question:* What ineffective, but typical approach do people use when negotiating?
Answer: • Distributive, single interest, negotiating
Question:* In integrative negotiation, decisions must be finalized in each step of the negotiation process.
Answer: • False
Question:* Accommodating negotiation styles attempt to meet the needs of the parties by using which goal?
Answer: • The goals of the parties are met even if it provides a detriment to the negotiator's needs
Question:* The initial offer sets the tone for the negotiation and should be:
Answer: • Bold and aggressive
Question:* Contract negotiations may include what element of analysis?
Answer: • Cost and privy assessment of an issue
Question:* In which major step of the integrative negotiation process of identifying and defining the problem would you likely find that if the problem is complex and multifaceted the parties may not even be able to agree on a statement of the problem?
Answer: • state the problem with an eye toward practicality and comprehensiveness.
Question:* A zero-sum situation is also known by which other name?
Answer: • distributive
Question:* Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.
Answer: • False
Question:* Some people are invariably difficult and their behavior follows predictable and one of the other following patterns. Which one?
Answer: • identifiable
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