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.   scribe
B.   time keeper
C.   facilitator
D.   parliamentarian 
Question #2
Typically, reaching a consensus takes _______ time than is needed to arrive at a majority rule decision.
A.   more 
B.   less
C.   the same
D.   twice as much
Question #3
In a multi-party negotiation which of the following could be used?
A.   arbitrator
B.   mediator 
C.   judge
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.   stays the same
B.   increases 
C.   decreases
D.   doubles
Question #5
When preparing for a team negotiation, the first step is to:
A.   clarify goals 
B.   assign roles to the participants 
C.   establish a proposed agenda
D.   identify BATNAs
Question #6
An agenda for a team or multi-party negotiation should include:
A.   all are correct 
B.   order in which the topics will be discussed
C.   the time allotted to each issue
D.   issues to be discussed
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.   Flip a coin
D.   The buyer
Question #8
Teams and teamwork as a means of getting work done is used by approximately ______ of U.S. companies.
A.   one-quarter
B.   one-third
C.   one-half
D.   three-quarters 
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.   parliamentarians
B.   arbitrators
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.   small 
B.   financial
C.   large
D.   medium

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