S1. Nature of Negotiation: declare vs create value

S1. Nature of Negotiation: declare vs create value

1st Grade - University

26 Qs

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S1. Nature of Negotiation: declare vs create value

S1. Nature of Negotiation: declare vs create value

Assessment

Quiz

Other

1st Grade - University

Practice Problem

Hard

Created by

Juan Rodríguez Prado

Used 6+ times

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26 questions

Show all answers

1.

MULTIPLE CHOICE QUESTION

30 sec • 5 pts

To most people, the terms “bargaining” and “negotiation” are

mutually exclusive.

interchangeable.

not related.

interdependent.

2.

MULTIPLE CHOICE QUESTION

30 sec • 5 pts

A situation in which both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?

mutual gains

win-lose

zero-sum

win-win

3.

MULTIPLE CHOICE QUESTION

30 sec • 5 pts

Which is not a characteristic of all negotiation situations?

conflict between parties

two or more parties involved

an established set of rules

a voluntary process

4.

MULTIPLE CHOICE QUESTION

30 sec • 5 pts

Tangible factors

include the price or terms of agreement.

are psychological motivations that influence the negotiations.

include the need to look good in negotiations.

cannot be measured in quantifiable terms.

5.

MULTIPLE CHOICE QUESTION

30 sec • 5 pts

Which of the following is not an intangible factor in a negotiation?

the need to look good

final agreed upon price on a contract

the need to appear “fair” or “honorable”

to maintain a good relationship

6.

MULTIPLE CHOICE QUESTION

30 sec • 5 pts

Interdependent parties’ relationships are characterized by

interlocking goals.

solitary decision making.

established procedures.

rigid structures.

7.

MULTIPLE CHOICE QUESTION

30 sec • 5 pts

A zero-sum situation is also known by another name. Which of the following terms means the same as “zero sum”?

integrative

distributive

win-lose

mutual adjustment

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