Management 434 - Business Negotiation » Spring 2022 » Chapter 04 Quiz

Need help with your exam preparation?

Existing Quiz Clients Login here
Question #1
Relationship interests are best described as?
A.   Deals with the ongoing relationship between the parties. 
B.   Has to do with a party’s interests in the negotiation or dispute resolution process itself.
C.   Involves looking for the possible solutions to the problem at hand.
D.   Needs that a negotiator has that relate to the material outcomes of the negotiation.
Question #2
Which of the following is the basis for deterrence-based trust?
A.   the extent to which you like the other party.
B.   All are correct.
C.   the extent to which you believe the other party will do what they say they will do.
D.   penalties for non-compliance 
Question #3
How much you should rely on the other party to be truthful with you is known as the:
A.   dilemma of perception
B.   dilemma of disclosure
C.   dilemma of trust 
D.   dilemma of honesty
Question #4
Which of the following interests deal with the needs that a negotiator has that relate to the material outcomes of the negotiation?
A.   Interests in the Principle
B.   Process Interests
C.   Relationship Interests
D.   Substantive Interests 
Question #5
The following are all components of Integrative Negotiation except?
A.   Join the people and the problem 
B.   Generate alternatives that provide mutual gain
C.   Evaluate alternatives based on objective criteria
D.   Focus on interests not positions
Question #6
All of these are an example of an open-ended question except?
A.   What features do you want on your new phone?
B.   What do you plan to buy at the store today?
C.   Would you like to go to the store today? 
D.   What do you want to do after you visit the store?
Question #7
The parties’ concerns about what is ethical and just includes which interests?
A.   Process Interests
B.   Relationship Interests
C.   Interests in the Principle 
D.   Substantive Interests
Question #8
The needs that a negotiator has that relate to how the negotiation is carried out involve which interests?
A.   Interests in the Principle
B.   Substantive Interests
C.   Relationship Interests
D.   Process Interests 
Question #9
Which of the following is the basis for cognitive-based trust?
A.   All are correct.
B.   penalties for non-compliance.
C.   the extent to which you believe the other party will do what they say they will do. 
D.   the extent to which you like the other party.
Question #10
The needs that a negotiator has that relate to the ongoing association between the parties involve which interests?
A.   Interests in the Principle
B.   Process Interests
C.   Substantive Interests
D.   Relationship Interests 

Need help with your exam preparation?

Existing Quiz Clients Login here