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Multiple Choice Quiz
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1
Negotiation situations have fundamentally the same characteristics.
A)True
B)False
2
A creative negotiation that meets the objectives of all sides may not require compromise.
A)True
B)False
3
In any industry in which repeat business is done with the same parties, there is always a balance between pushing the limit on any particular negotiation and making sure the other party—and your relationship with him—survives intact.
A)True
B)False
4
Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away.
A)True
B)False
5
Conflict doesn't usually occur when the two parties are working toward the same goal and generally want the same outcome.
A)True
B)False
6
A situation in which solutions exist so that both parties are trying to find a mutually acceptable solution to a complex conflict is known as which of the following?
A)mutual gains
B)win-lose
C)zero-sum
D)win-win
E)None of the above.
7
Which is not a characteristic of a negotiation or bargaining situation?
A)conflict between parties
B)two or more parties involved
C)an established set of rules
D)a voluntary process
E)None of the above is a characteristic of a negotiation.
8
A zero-sum situation is also known by another name. Which of the following is that?
A)integrative
B)distributive
C)win-lose
D)negotiative
E)None of the above.
9
BATNA stands for
A)best alternative to a negotiated agreement.
B)best assignment to a negotiated agreement.
C)best alternative to a negative agreement.
D)best alternative to a negative assignment.
E)BATNA stands for none of the above.
10
What are the two dilemmas of negotiation?
A)the dilemma of cost and the dilemma of profit margin
B)the dilemma of honesty and the dilemma of profit margin
C)the dilemma of trust and the dilemma of cost
D)the dilemma of honesty and the dilemma of trust
E)None of the above.





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