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Multiple Choice Quiz
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1
Negotiators usually set clear objectives that can serve as standards for evaluating offers and packages.
A)True
B)False
2
The objective of "closing the deal" is to build commitment to the agreement.
A)True
B)False
3
Single-issue negotiations and the absence of a long-term relationship with the other party are the strongest drivers of claiming value strategies.
A)True
B)False
4
It is important to set priorities and possibly assign points for both tangible and intangible issues.
A)True
B)False
5
Gathering information about the other party is a critical step in preparing for negotiation.
A)True
B)False
6
The less concrete and measurable goals are:
A)the harder it is to communicate to the other party what we want
B)the easier it is to understand what your opponent wants
C)the easier it is to determine whether a particular outcome satisfies our goals
D)the harder it is to restate what the initial goal was
E)all of the above
7
A strong interest in achieving only substantive outcomes tends to support which of the following strategies?
A)collaborative
B)accommodating
C)competitive
D)avoidance
E)resolution
8
Which of the following represents the point at which we realistically expect to achieve a settlement?
A)specific target point
B)resistance point
C)alternative
D)asking price
E)the BATNA
9
Reactive strategies:
A)encourage negotiators to be more flexible and creative
B)can efficiently clear up confusion about issues
C)will lessen a negotiator's defensive posture
D)can make negotiators feel threatened and defensive
E)none of the above
10
Which of the following questions should a negotiator ask when presenting issues to the other party to assemble information?
A)What facts support my point of view?
B)Whom may I consult or take with to help me elaborate or clarify the facts?
C)What is the other party's point of view likely to be?
D)How can I develop and present the facts so they are most convincing?
E)All of the above questions should be asked.







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