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.
Rights
B.
Justice
C.
Democratic
D.
Utilitarian
Question #2
All of the following are examples of an incentives except ________.
A.
offering your employees an extra day off if they stay late to help
B.
holding an annual company picnic
C.
giving employees a signing bonus
D.
tuition reimbursement based on grades
Question #3
What is the approach to ethics that seeks to provide the greatest good for the greatest number?
A.
Causal
B.
Justice
C.
Rights
D.
Utilitarian
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.
Utilitarian
B.
Open
C.
Rights
D.
Justice
Question #5
When you _______________, negotiations are more likely to be integrative.
A.
will never meet the other party again
B.
do not like the other party
C.
do not know the other party
D.
have an ongoing relationship with the other party
Question #6
All parties in all negotiations are_________.
A.
dependent
B.
independent
C.
intradependent
D.
interdependent
Question #7
______ is a discord of action, feeling, or effect, or incompatibility or interference.
A.
Disturbance
B.
Integration
C.
Interdependence
D.
Conflict
Question #8
When _____________________, negotiations are more likely to be distributive.
A.
you want the other party to be satisfied with the outcome
B.
the other party is your sibling
C.
you are negotiating a one-time transaction
D.
you have an ongoing relationship with the other party
Question #9
All of the following are true about negotiation and dispute resolution except _______.
A.
Negotiations and conflict resolution are learnable, transferable skills
B.
In negotiation it is usually not important to build relationships
C.
The processes can be used in a multitude of work-related and non-work-related situations to obtain better outcomes and improve 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.
issues
B.
non-negotiables
C.
agendas
D.
sticking points
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