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

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

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