Management 434 - Business Negotiation » Spring 2022 » Chapter 11 Quiz

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Question #1
Roles in a team negotiation include all but one of the following.
A.   parliamentarian 
B.   facilitator
C.   scribe
D.   time keeper
Question #2
Typically, reaching a consensus takes _______ time than is needed to arrive at a majority rule decision.
A.   twice as much
B.   the same
C.   less
D.   more 
Question #3
In a multi-party negotiation which of the following could be used?
A.   mediator 
B.   judge
C.   arbitrator
D.   all are correct
Question #4
As the number of people involved in the negotiation decreases, the ability to determine the trustworthiness of each party involved _________.
A.   increases 
B.   decreases
C.   doubles
D.   stays the same
Question #5
When preparing for a team negotiation, the first step is to:
A.   clarify goals 
B.   establish a proposed agenda
C.   assign roles to the participants 
D.   identify BATNAs
Question #6
An agenda for a team or multi-party negotiation should include:
A.   order in which the topics will be discussed
B.   the time allotted to each issue
C.   issues to be discussed
D.   all are correct 
Question #7
Who speaks first when a multi-party negotiation involves representatives from the company selling a product or service and another company interested in purchasing a product or service?
A.   Depends on the parties' agreement on the procedure 
B.   The seller
C.   The buyer
D.   Flip a coin
Question #8
Teams and teamwork as a means of getting work done is used by approximately ______ of U.S. companies.
A.   one-third
B.   one-half
C.   three-quarters 
D.   one-quarter
Question #9
Helping teams utilize effective interpersonal skills to ensure that outcomes are achieved effectively and efficiently and monitoring group dynamics—intervening when necessary is done by:
A.   arbitrators
B.   parliamentarians
C.   lead negotiators
D.   group process consultants 
Question #10
It is beneficial to look for and secure early agreement on ______ issues when there are many issues and people involved in a negotiation.
A.   large
B.   medium
C.   financial
D.   small 

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