DIP 2 SBM Unit 35

1- The five stages of the negotiation process are ____________. (KLO 1.1)

• A) preparation, relationship building, exchange of task-related information, persuasion, concessions & agreements

• B) preparation, relationship building, proposal, circulation, approval

• C) relationship building, proposal, exchange of task-related information, persuasion

• D) proposal, circulation, persuasion, approval, record

2- Effective negotiation preparation encompasses three general abilities: situation assessment, other-party assessment, and _______. (KLO 1.1)

• A) financial assessment

• B) location assessment

• C) team assessment

• D) self-assessment

3- Agreement between two parties for exchanging goods and their rates is called: (KLO 1.1)

• A) Politics

• B) Negotiation

• C) Conflicts management

• D) Recourse Allocation

4- Which of the following is a bridge from relationship building to the more formal stages of negotiating? (KLO 1.2)

• A) Mediating

• B) posturing

• C) conceding

• D) assessing

5- One of the following is an important factors of negotiation (KLO 1.2)

• A) Pre-Negotiation Checklist

• B) Location of the negotiation

• C) Number of parties

• D) A and B

6- A type of negotiation behavior known as reactive devaluation refers to: (KLO 2.2)

• A) a negotiator who sets the target point too high and refuses to make any concessions

• B) a negotiator who overvalues the counterparty’s offer

• C) an negotiator who opens the negotiation by setting their target too low

• D) a negotiator who does not know what he or she really wants other than not wanting what the other party is offering

7- Which of the following refers to the negotiation where the solution exists so that both parties are trying to mutually find an acceptable solution to complex situation: (KLO 2.2)

• A) Win-win

• B) Lose-win

• C) Win-lose

• D) Both loose

8- Behaviour that fosters win-win situations is: (KLO 2.2)

• A) Relationship

• B) Emotional behaviour

• C) Strict behaviour

• D) Unformal behaviour

9- Which factor is not contributing to the development of trust between negotiators? (KLO 2.3)

• A) Mistrusting people who are dependent upon us

• B) Negotiators who make concession

• C) People who initiate cooperative and trusting behavior

• D) Negotiators who perceive positive attitude and is similar to the other party

10- The major influencing factor in negotiation is: (KLO 2.3.D)

• A) The size of the parties

• B) The use of performance

• C) The existence of formalized complaint procedure

• D) The trust and interpersonal relations that forms between the main negotiators