Management 434 - Business Negotiation » Spring 2022 » Chapter 01 Quiz
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Question #1
What is the approach to ethics that focuses on the fair and impartial creation and application of rules?
A.
Justice
B.
Rights
C.
Utilitarian
D.
Democratic
Question #2
All of the following are examples of an incentives except ________.
A.
holding an annual company picnic
B.
offering your employees an extra day off if they stay late to help
C.
tuition reimbursement based on grades
D.
giving employees a signing bonus
Question #3
What is the approach to ethics that seeks to provide the greatest good for the greatest number?
A.
Causal
B.
Utilitarian
C.
Rights
D.
Justice
Question #4
Which approach to ethics maintains ethical decisions are ones that protect the rights of individuals (e.g., privacy, free speech), although it might not result in the greatest efficiency or total value?
A.
Justice
B.
Open
C.
Rights
D.
Utilitarian
Question #5
When you _______________, negotiations are more likely to be integrative.
A.
do not know the other party
B.
do not like the other party
C.
will never meet the other party again
D.
have an ongoing relationship with the other party
Question #6
All parties in all negotiations are_________.
A.
dependent
B.
interdependent
C.
intradependent
D.
independent
Question #7
______ is a discord of action, feeling, or effect, or incompatibility or interference.
A.
Conflict
B.
Integration
C.
Disturbance
D.
Interdependence
Question #8
When _____________________, negotiations are more likely to be distributive.
A.
the other party is your sibling
B.
you are negotiating a one-time transaction
C.
you have an ongoing relationship with the other party
D.
you want the other party to be satisfied with the outcome
Question #9
All of the following are true about negotiation and dispute resolution except _______.
A.
Negotiations and conflict resolution are learnable, transferable skills
B.
The processes can be used in a multitude of work-related and non-work-related situations to obtain better outcomes and improve relationships
C.
In negotiation it is usually not important to build relationships
D.
One’s comfort level with negotiation and dispute resolution can be context dependent
Question #10
The specific items or terms you negotiate are called ________.
A.
non-negotiables
B.
agendas
C.
sticking points
D.
issues
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