Negotiation Test Answers

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An example of an assertive negotiator is one who does which of the following?
A party who clearly states his point match and protects his misspent interest
A party who nearly states his points and protects his personal interest
A party who clearly states his points and protects his personal interest
A co-party who clearly states his ancillary points and protects his personal interest


An agitated negotiator exhibits which of the following traits?
Malaproped, misanthroped, cramped, depressed
Uptight, aggressive, difficult, tension-laden
Trite, prefabricated, tunneled, misaligned
Autumnal, belligerent, fragrant, perfunctory


Are economic outcomes ever a factor in negotiations, true or false?
False, no one bends the rules for money
False, most negotiations do not involve money
True, many negotiations involve money
False, money does not matter in negotiations


People in conflict with each other typically perceive the other person with what traits?
Negatively and with bias
Positively and with bias
Negatively and with poise


What is a "bargaining factor" in a negotiation?
This project factor is a bargaining factor in negotiations
This is a factor that must be negotiated to a mutual result for the satisfaction of both parties
This is a factor that will be reviewed by alternative dispute resolvers at the contract negotiation
This is a factor that is only negotiated on a schema contract with all parties


An example of a negotiation in daily life is which of the following?
Bartering for a good price for an item at a flea market
Allowing a person to take free items from the trash at the office
Bartering for capital gain development at an organization
Allowing a person to dumpster dive in a wealthy neighborhood


Which of the following is a first step in preparing to negotiate?
Develop a compromise
Develop a refusal to compromise
Identify exactly what the other party is willing to give up
Identify exactly what you want out of the negotiation


Using accommodation to negotiate as a result of a desire to maintain friendly relationships is called a:
Hard tactic
Soft tactic
Firm tactic
Medium tactic


"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.
True
False


What is a counter-offer in a negotiation?
It is an offer made to cut the original offer in half, to be fair and equitable to all parties
It is the offer that is made first, then it is remade at the end of negotiations unchanged
It is an offer made to counter an original offer, usually with new or different terms presented


Collaborative style negotiations work to meet the needs of which individuals?
All parties involved in disputed conjunctions
All metrics of the table of contents
All parties involved in the negotiation
Some parties involved in self-exploration


Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away.
False
True


What is a non-negotiable factor in a negotiation?
A factor that is able to be conceded during negotiated planning
A factor that cannot be conceded during negotiations


Negotiators use active listening skills to satisfy what characteristic of beneficial negotiating?
Leave it up to the court to straighten out the issues
Going around in a circle to pick up all of the issues
Guaranteeing all parties positions are heard and understood
Understanding when to back off and put down the gavel


A cooperative negotiator exhibits which of the following traits?
Collaborative, conscious, cut-throat
Respectful, disdainful, manic
Peaceful, collaborative, community-oriented
Crafty, cunning, maligned


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.
True
False


What is a pressure point?
The point of value driven excellence
The point of the interest given by a bank
The point where a person will feel forced to negotiate for an interest
The point of no return at the end of an acupuncture treatment


Using "hard" negotiation tactics can be harmful because:
This approach results in a win-win for all parties
This approach ensures that neither side prospers
This approach ensures that neither side is accommodated
This approach often permanently damages the relationship between the parties


When resolving major disagreements, the negotiator should always ensure:
That they are manipulative in order to win
That they don’t prepare excessively
That they prepare thoroughly


Win-win negotiation technique is beneficial to all parties because of what reason?
The interests of the counter insurgency are met daily
The interests of the Geiger counter are met with the resolution of the issues
Everyone's interests are met with the result of the negotiation
The interests of the counteroffer are met on resolution of the issue


ADR stands for what negotiation tool?
Altimeter Diamond Result
Adding Demands Resounded
Additional Dispute Resolve
Alternative Dispute Resolution


Which parties to a negotiation enjoy the most bargaining power?
The negotiator with the most clout has the most to lose in court
The most bargaining power comes from the most aggressive player
The parties with access to the most choices, alternatives or resources have the most bargaining power
The person with the most friends has the most parties


Having a targeted amount in mind ahead of negotiations should be based on:
Worthiness of the negotiator
Worthiness of the other party
Research and realistic expectations


What is a negotiation agenda?
A briefing of all of the parties at negotiation court
A court ordered document, rarely actually used in practice
An outline of what will be discussed at the negotiation


What is a synonym for a concession during a negotiation?
A compost
A cosmopolitan
A component
A compromise


A cheerful negotiator exhibits which of the following traits?
Schizophrenic, manic, depressive, easy
Positive, pleasant, excited, accommodating
Positive, passive, aggressive, psychotic
Thrill seeking, rushing, rambling, restive


Every interaction with someone is an opportunity to either negotiate, or in preparation for a future negotiation.
False
True


How is a management briefing used to the benefit of the negotiator?
It is used to benefit the negotiator with information on the negotiation contract or plan
It will not benefit the plan and should be thrown out
It can lead to the negotiator cancelling the management of the negotiation


Why do negotiators need to utilize good listening skills?
To hear and take under advisement all solutions to the resolution
To manage the party and resolve situations in the future
To hear and understand all issues brought to the negotiations table by the parties
To appear interested so the other party lets their guard down


What is a critical trait of a negotiator?
To deal with all parties of the negotiations in a fair manner
To deal with all parties in a fairly aggressive manner
To take out the aggression on the weakest party member
To come to the bargaining table with a chip on the shoulder


What are the characteristics of conflict resolution?
Making a problem, researching an alternative, managing a solution
Finding a problem, researching a problem and managing a solution
Defining the problem, resourcing alternatives, choosing solutions


Which of the following are two opposing positions often seen in negotiations?
Competition vs. Cooperation
Cooperation vs. Cynicism


What is the best way to understand the other party's interests in a negotiation?
Conduct research in advance of the negotiation
Conduct a comprehensive survey of the other party
Hypnotize the other party while asking
Use an undercover observation


What is the BATNA in a negotiation?
Better Answers to a Negotiated Agreement
Best Alternative to a Negotiated Agreement
Best Additive for a Negative Assertion
Benefit Alternative to the Negotiation Agreement


What do negotiators do when they experience hostility at the negotiation table?
They work with all of the parties to diffuse the situation to continue negotiation
They work with some of the powers to gain authority for negotiations
They work with the party who has paid the most money towards resolutions
They work with the party that is in the lead negotiation seat


In negotiating, it is best to default to what type of approach?
Frugal
Compartmentalized
All or nothing


What is a persuasive argument?
An argument made by an individual to persuade someone to backtrack on resolutions
An argument made by an individual to persuade someone to share the same goals as the arguer
An argument made by an individual to persuade something to fail
A counter argument made by an individual to persuade someone to succeed


What are the characteristics of a dispute?
Most disputes have two sides and various perspectives
Most disputes have one side with one person being right at that instant
Most disputes can be solved with statistical problem solvers
Most disputes are placed into alternative dispute resolution


Negotiation situations frequently comprise of similar characteristics.
True
False


Negotiators are unable to utilize unclear information because of what reason?
It could lead to a resolved industrial misconception
It could lead to misunderstandings among negotiating parties
It could lead to mismanaged funds
It could lead to unending resolutions at the bargaining table


A negotiator anaylzes verbal and non-verbal cues to determine what tactic?
the time to stop the negotiation to be equal to the parties
misunderstandings or hidden intentions of the parties
the legality of the hidden intentions of the parties


Multiparty negotiations differ from two-party deliberations in which of the following ways?
The process for multiparty negotiators is more complex than two-party ones.
The environment changes from a one-on-one dialogue to small group discussion.
More issues and more information are introduced than when two parties negotiate.
Multiparty negotiations have more negotiators at the table.
All of the above statements about multiparty negotiations are true.


What is a negotiated interest?
The interest or factor motivating a party to negotiate
The interest in a real estate contract
The opportunity to build a start up from the acquired takeover interest
The interest in developing financial services at a company


What is bargaining power as exhibited in a negotiation?
The authority to leverage power in a negotiation
The authority to strong arm the competition in a negotiation
The negotiator with the loudest voice is the winner
The negotiator with the most meddle is the winner


To "clarify and confirm" is a statement used in negotiations to effectuate what result?
To clarify what was said and confirm clear understanding of the issues or facts
To clarify what was said and make unclear assumptions and understanding of the issues or facts
To declare what was said and confirm clear understanding of the issues or facts
To clarify what was taken back and confirm clear understanding of the issues or facts


The five factors of conflict resolution by Kenneth Thomas and Ralph Kilmann are which of the following?
competitive, collaborative, compromising, accommodating, avoiding
competitive, collaborative, compromising, accommodating, avalanche
competitive, collaborative, compromising, accoutrement's, avoiding
competitive, collaborative, composting, accommodating, avoiding


What is the definition of an "objective negotiation position"?
This is a fair and balanced position available for all parties
This position is available for parties that agree not to counter the offer
This position is only available for the first parties to the bargaining table
This position is never allowed in negotiations


What are some organizational rewards of negotiating with other parties?
Interest bearing accounts, financial services, health care and rewards
Income, revenues, profits, and viable contracts
Resolutions, compliance, accommodation and doubt
Rewards, reflections, aggression and arrogance


BATNA stands for
BATNA stands for none of the above.
best alternative to a negotiated agreement.
best assignment to a negotiated agreement.
best alternative to a negative assignment.
best alternative to a negative agreement.


What is the illusion of transparency?
When negotiations assume that the parties can see their hidden objectives
When negotiators hide the solutions behind their backs
When negotiators hide their feelings about statistics
When the accountant cooks the books


Compromising negotiation styles try to accomplish which of the following goals?
To fulfil the requirements of the past situation
To fulfil the requirements of the parties to the court case
To fulfil the understanding of the requirement of simplicity
To fulfil the requirements of some of the parties involved in the negotiations


An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant
group.
opponent.
cooperator.
arbitrator.
team member.


Contract negotiations typically allow a team member to have what authority during the negotiations?
To bend the parties to work behind the back of the arbitrator
To bend the parties to the agreed to written contract
To force the parties to work off contract
To bend the rules for the negotiator


Using a win-lose negotiation strategy may be appropriate when:
One party is working with less facts than the other
One party's need to win is very high
There is no need to have an ongoing relationship with the other party
A party's need to win is neutral


An example of a passive negotiator is which of the following?
The interests of the parties are not respected
A party or arbitrator who decides the resolution unilaterally
Someone who refuses to speak up and protect his own interests
Some parties who take their interest to the court


What is a neutral arbitrator?
An arbitrator or person with a vested interest in the outcome of the negotiation
An arbitrator or person with no vested interest in the outcome of the negotiation
An arbitrator or person with no vested interest-income in the outcome of the negotiation
An arbitrator or person with a disinterest or selfish interest in the outcome of the negotiation


In preparing to negotiate on a large disagreement, it is best to:
Compartmentalize possible outcomes
Define win-lose outcomes for the other party
Decide on alternatives in case agreement is not reached with the other party
Prioritize acceptable losses


A hidden interest of a party is difficult to conquer because of what reason?
A party will barter to keep an item from being resolved
A party will disgust other people to stop the negotiations
A party will hide an interest to protect another interest and keep power for himself
A party will hide an interest to retract another interest and keep power points to himself


What is bargaining driven by?
Your own deep knowledge of your situation and of your business
Parties offering, asking for and accepting concessions
Unsolved problems in negotiation
The other party’s request


Locking in a negotiated offer is seen in which of the following examples?
An auto dealer offering a car on sale only until a certain date
A used car salesman offering balloons to a child
A mother allowing a child to have cookies for dessert
A bartering flea market vendor allowing a product to go on sale


Which are personal values used in negotiations?
Honesty, Integrity, passion to win
Candor, fairness, trustworthiness
Honesty, faithfulness, spirituality
Fairness, honesty, trust


What are the traits of an imbalance of power during a negotiation?
One person may tip the balance in the direction of malfeasance and mistreatment
One group may collaborate with the other group behind some one's back
One group may become used or exploited by another more powerful group
One person may persuade another person to injustice


Negotiations that aim for equally satisfying outcomes for both parties are called:
Independent, separate or non-principled negotiations
Independent, disintegrative, principled negotiations
Collaborative, conscious, principled negotiations
Collaborative, integrative or principled negotiations


What is a negotiation trade-off position?
A position that the opposing party will never concede
A position that the parties will assimilate to during negotiations
A position that can be abandoned or modified during negotiations


True or false? A creative negotiation that meets the objectives of all sides may not require compromise.
False
True


Which is a guideline for principled negotiation?
Determine the positions of the parties and yield to the party with the highest position
Define objective standards as the criteria for making the decision
Define what the outcome should look like
Begin with the end in mind


What is a fixed-pie perspective in negotiations?
When negotiators believe that the assumptions of the participating parties are based on opposite assumptions
When the tribunal is an alternative disputed resolver
When fixed leverage is used to unbalance the negotiations
When fixed negotiations resolve themselves before a tribunal


The opposite negotiation tactic from hard negotiation is:
Impromptu negotiations
Accommodation
Arm wrestle negotiations
Pre-planned negotiations


In negotiating contracts, the offer is more than the dollar amount and should include:
Statement of work, identification of the product, express warranties and terms and conditions
Request for proposal, identification of product, express warranties and terms and conditions
Request for proposal, statement of work and express terms and conditions
Statement of work, identification of product, express warranties and baked goods


When negotiating contracts, it is best to _________ the contract's risks and revenue.
Prioritize
Monitor
Compartmentalize
Exclude


Successful logrolling requires:
no additional information about the other party than his/her interests, and assumes that simply enlarging the resources will solve the problem.
that one party is allowed to obtain his/her objectives and he/she then "pays off" the other party for accommodating his/her interests.
a fundamental reformulation of the problem such that the parties are disclosing sufficient information to discover their interests and needs and then inventing options that will satisfy both parties' needs.
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.


Which is a guideline for principled negotiation?
Separate the people from the problem
Focus on the negotiation program
Focus on ways to win
View the people and the problem together as one unit


Which is a guideline for principled negotiation?
Generate the most creative possibility and make a decision
Generate a couple of strong possibilities and make a decision
Generate one possibility and stick to it
Generate a wide variety of possibilities before making a decision


Accommodating negotiation styles attempt to meet the needs of the parties by using which goal?
The goals of the parties are met unless it provides a detriment to the negotiator's solution
The goals of the negotiation are never met
The goals of the negotiation are sometimes met
The goals of the parties are met even if it provides a detriment to the negotiator's needs


What are the two dilemmas of negotiation?
the dilemma of honesty and the dilemma of trust
the dilemma of trust and the dilemma of cost
None of the above.
the dilemma of honesty and the dilemma of profit margin
the dilemma of cost and the dilemma of profit margin


What ineffective, but typical approach do people use when negotiating?
Distributive, single interest, negotiating
Creative alternatives based on interests not positions
Ultimatum tactics for expected discontinued relationships
Creating alternatives for the other party to change their position without remorse or perceived loss
Establishing an agreement on what time the negotiation will end regardless of outcome.


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?
Win-win
Win-lose
Mutual gains
Zero-sum
None of the above


Contract negotiations may include what element of analysis?
Cost benefit analysis of confluence
Cost collaboration of a conglomerate
Cost and privy assessment of an issue
Cost variance of the analysis of an authority


In integrative negotiation, decisions must be finalized in each step of the negotiation process.
False
True


The initial offer sets the tone for the negotiation and should be:
Bold and aggressive
Bold but mild
Reserved but aggressive
Bold and excessive


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?
define the problem in a way that is mutually acceptable to both sides.
separate the problem definition from the search for solutions.
state the problem with an eye toward practicality and comprehensiveness.
state the problem as a goal and identify the obstacles to attaining this goal.
depersonalizing the problem.


Multiple communication channels should not be used as they inevitably pass along inaccurate and confusing information.
False
True


A zero-sum situation is also known by which other name?
win-lose
negotiative
distributive
None of the above.
integrative


Some people are invariably difficult and their behavior follows predictable and one of the other following patterns. Which one?
contentious
aggressive
counter indicating
identifiable
confusing

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