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IBC201- negotiation chapter 4

Authored by Phạm Hong Anh

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IBC201- negotiation chapter 4
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20 questions

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1.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

What are the most critical precursors for achieving negotiation objectives?

Effective strategizing, planning and preparation

goal setting and target planning

defining frames and setting goals

framing and strategizing

2.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Which of the following is not a reason that negotiations fail?

Allowing insufficient time for planning

Failing to set clear objectives

Understanding the strengths and weaknesses of their and the other party's positions

Depending on being quick and clever during negotiations

3.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

A negotiator's goals:

are intrinsically in conflict with his opponent's goals

have no boundaries or limits

are explicitly stated wishes

must be reasonably attainable

4.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

The less concrete and measurable goals are:

the harder it is to communicate to the other party what we want

the easier it is to understand what your opponent wants

the easier it is to determine whether a particular outcome satisfies our goals

the harder it is to restate what the initial goal was

5.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

Which is not a difference between strategy and tactics?

Scale

Goals

Perspective

Immediacy

6.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

A strong interest in achieving only substantive outcomes tends to support which of the following strategies?

collaborative

accommodating

competitive

avoidance

7.

MULTIPLE CHOICE QUESTION

30 sec • 1 pt

A strong interest in achieving only the relationship outcomes suggests one, if any, of the following strategies. Which one?

competitive

accommodation

collaborative

avoidance

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