Management 434 - Business Negotiation » Spring 2022 » Chapter 02 Quiz

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Question #1
When preparing for a negotiation, which of the following is not defined?
A.   Settlement Point 
B.   Initial Offers
C.   Resistance Points
D.   Target Points
Question #2
If your concern for the relationship is low and your concern for the substantive outcomes is low, then, using the Thomas-Kilmann Conflict Styles Model, your approach would be:
A.   competing
B.   avoiding 
C.   collaborating
D.   accommodating
Question #3
The acronym BATNA means?
A.   Best Agreement to a Negotiated Alternative
B.   Best Agreement to a Negative Alternative
C.   Best Alternative to a Negotiated Agreement 
D.   Best Alternative to Negative Agreement
Question #4
If an arbitrator must make the final decision because the parties cannot come to a negotiated agreement, which of the following is the most significant consideration for each party?
A.   TSATNA
B.   MLATNA 
C.   WATNA
D.   BATNA
Question #5
If your concern about your own outcome is high and your concern for the other party’s outcomes is high, then, using the Dual Concerns Model, your approach would be:
A.   inaction
B.   yielding
C.   contending
D.   problem solving 
Question #6
If your concern for the relationship is high and your concern for the substantive outcomes is low, then, using the Thomas-Kilmann Conflict Styles Model, your approach would be:
A.   avoiding
B.   collaborating
C.   accommodating
D.   competing 
Question #7
The acronym WATNA means _______.
A.   Worst Agreement to a Negative Alternative
B.   Worst Alternative to Negative Agreement
C.   Worst Agreement to a Negotiated Alternative
D.   Worst Alternative to a Negotiated Agreement 
Question #8
Which of the following describes the area between parties’ resistance points?
A.   ZOPA
B.   Bargaining zone
C.   All are correct 
D.   Settlement zone
Question #9
The point at which the parties agree is called the _______.
A.   resistance point
B.   bargaining point
C.   settlement point
D.   target point 
Question #10
Parties will most likely reach a settlement when _________.
A.   there is overlap between the parties’ resistance points.
B.   the parties’ resistance points are the same.
C.   there is no overlap between the parties’ resistance points. 
D.   settlement is equally likely in all of the above.

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