Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Negotiations often begin with statements of opening ____________.

Accepted Answer

The answer of Negotiations often begin with statements of opening...

Question 3

Interdependent parties' relationships are characterized by

Accepted Answer

A)   interlocking goals.
B)   solitary decision making.
C)   established procedures.
D)   rigid structures.
E)   Interdependent relationships are characterized by all of the above.F) A) and D)
G) None of the above

Question 4

Name the four levels of conflict that are commonly identified.

Accepted Answer

The four levels of conflict ar...

Question 5

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

Accepted Answer

The answer of When one party accepts a change in...

Question 6

Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?

Accepted Answer

A)   obligation and perseverance
B)   avoidance and compromise
C)   influence and persuasiveness
D)   trust and openness
E)   cognition and emotionF) A) and B)
G) A) and E)

Question 7

Which of the following statements about conflict is true?

Accepted Answer

A)   Conflict is the result of tangible factors.
B)   Conflict can occur when two parties are working toward the same goal and generally want the same outcome.
C)   Conflict only occurs when both parties want a very different settlement.
D)   Conflict has a minimal effect on interdependent relationships.
E)   All of the above statements about conflict are true.F) B) and D)
G) A) and B)

Question 8

What are concessions?

Accepted Answer

A concession has been made whe...

Question 9

BATNA stands for

Accepted Answer

A)   best alternative to a negotiated agreement.
B)   best assignment to a negotiated agreement.
C)   best alternative to a negative agreement.
D)   best alternative to a negative assignment.
E)   BATNA stands for none of the above.F) A) and C)
G) A) and B)

Question 10

Which of the following contribute to conflict's destructive image?

Accepted Answer

A)   increased communication
B)   misperception and bias
C)   clarifying issues
D)   minimized differences; magnified similarities
E)   All of the above contribute to conflict's destructive image.F) B) and D)
G) B) and C)

Question 11

Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes, and do not show much concern about whether the other party obtains his or her outcomes. Which of the ones listed below?

Accepted Answer

A)   contending
B)   compromising
C)   problem solving
D)   yielding
E)   None of the above.F) B) and E)
G) C) and D)

Question 12

In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the

Accepted Answer

A)   cooperativeness dimension and the competitiveness dimension.
B)   the assertiveness dimension and the competitiveness dimension.
C)   the competitiveness dimension and the aggressiveness dimension.
D)   the cooperativeness dimension and the assertiveness dimension.
E)   None of the above.F) D) and E)
G) A) and B)

Question 13

Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most people assume"?

Accepted Answer

While that give-and-take process is extr...

Question 14

Conflict also has productive aspects and one of those is that conflict encourages psychological development. Elaborate.

Accepted Answer

It helps people become more accurate and...

Question 15

Satisfaction with a negotiation is determined by

Accepted Answer

A)   the process through which an agreement is reached and the dollar value of concessions made by each party.
B)   the actual outcome obtained by the negotiation as compared to the initial bargaining positions of the negotiators.
C)   the process through which an agreement is reached and by the actual outcome obtained by the negotiation.
D)   the total dollar value of concessions made by each party.
E)   Satisfaction with a negotiation is determined by none of the above.F) C) and D)
G) B) and E)

Question 16

What does BATNA stand for?

Accepted Answer

Best Alter...

Question 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

Accepted Answer

The answer of The term ____________ is used to describe...

Question 18

A zero-sum situation is also known by another name of a situation. Which of the following is that?

Accepted Answer

A)   integrative
B)   distributive
C)   win-lose
D)   negotiative
E)   None of the above.F) A) and B)
G) A) and C)

Question 19

What are the five major strategies for conflict management (as identified in the Dual Concerns framework)?

Accepted Answer

Contending, Yielding...

Question 20

How does decreased communication contribute as one of the destructive images of conflict in a negotiation?

Accepted Answer

Productive communication declines with c...

Exam 1: The Nature of Negotiation

What does BATNA stand for?

Correct AnswerverifiedBest Alter...View AnswerShow Answer

Whereas distributive bargaining is often characterized by mistrust and suspicion, integrative negotiation is characterized by which of the following?

Correct AnswerverifiedShow Answer

Which of the following statements about conflict is true?

Correct AnswerverifiedShow Answer

What are the five major strategies for conflict management (as identified in the Dual Concerns framework)?

Correct AnswerverifiedContending, Yielding...View AnswerShow Answer

Name the four levels of conflict that are commonly identified.

Correct AnswerverifiedThe four levels of conflict ar...View AnswerShow Answer

How does decreased communication contribute as one of the destructive images of conflict in a negotiation?

Correct AnswerverifiedProductive communication declines with c...View AnswerShow Answer

Negotiations often begin with statements of opening ____________.

Correct AnswerverifiedShow Answer

Conflict also has productive aspects and one of those is that conflict encourages psychological development. Elaborate.

Correct AnswerverifiedIt helps people become more accurate and...View AnswerShow Answer

In the Dual Concerns Model, the level of concern for the individual's own outcomes and the level of concern for the other's outcomes are referred to as the

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

BATNA stands for

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Parties pursuing one of the following strategies show little interest or concern in whether they attain their own outcomes, and do not show much concern about whether the other party obtains his or her outcomes. Which of the ones listed below?

Correct AnswerverifiedShow Answer

What are concessions?

Correct AnswerverifiedA concession has been made whe...View AnswerShow Answer

Interdependent parties' relationships are characterized by

Correct AnswerverifiedShow Answer

A zero-sum situation is also known by another name of a situation. Which of the following is that?

Correct AnswerverifiedShow Answer

Satisfaction with a negotiation is determined by

Correct AnswerverifiedShow Answer

Is the give-and-take process used to reach an agreement the "heart of the negotiation" as most people assume"?

Correct AnswerverifiedWhile that give-and-take process is extr...View AnswerShow Answer

Which of the following contribute to conflict's destructive image?

Correct AnswerverifiedShow Answer

Correct Answer
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Best Alter...
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Contending, Yielding...
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The four levels of conflict ar...
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Productive communication declines with c...
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Correct Answer
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Correct Answer
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It helps people become more accurate and...
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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A concession has been made whe...
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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While that give-and-take process is extr...
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Correct Answer
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