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Multiple Choice Quiz
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1
If what we want exceeds what the other party is capable of or willing to give, we must either change our goals or end the negotiation.
A)True
B)False
2
The objective of "closing the deal" is to build commitment to the agreement.
A)True
B)False
3
It is important to set priorities and possibly assign points for both tangible and intangible issues.
A)True
B)False
4
If intangibles are a key point of the bargaining mix, negotiators must know the point at which they are willing to abandon the pursuit of an intangible in favor of substantial gains on tangibles.
A)True
B)False
5
It is sufficient to learn about the other party's interests and resources.
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 relationship outcomes tends to support which of the following strategies?
A)collaborative
B)accommodative
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 flexibility and creativity
D)can make negotiators feel threatened and defensive
E)Both C and D
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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