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Multiple Choice Quiz
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1
Negotiators usually set clear objectives that can serve as standards for evaluating offers and packages.
A)True
B)False
2
The objective of "closing the deal" is to build commitment to the agreement.
A)True
B)False
3
Single-issue negotiations and the absence of a long-term relationship with the other party are the strongest drivers of claiming value strategies.
A)True
B)False
4
It is important to set priorities and possibly assign points for both tangible and intangible issues.
A)True
B)False
5
Gathering information about the other party is a critical step in preparing for negotiation.
A)True
B)False
6
The less concrete and measurable goals are:
A)the harder it is to communicate to the other party what we want
B)the easier it is to understand what your opponent wants
C)the easier it is to determine whether a particular outcome satisfies our goals
D)the harder it is to restate what the initial goal was
E)all of the above
7
A strong interest in achieving only substantive outcomes tends to support which of the following strategies?
A)collaborative
B)accommodating
C)competitive
D)avoidance
E)resolution
8
Which of the following represents the point at which we realistically expect to achieve a settlement?
A)specific target point
B)resistance point
C)alternative
D)asking price
E)the BATNA
9
Which of the following "target setting" principles is not valid?
A)Target setting may require considering how to package several issues and objectives.
B)Target setting requires proactive thinking about one's own objectives.
C)Target setting requires an understanding of trade-offs and throwaways.
D)Target setting must be as firm and rigid as resistance points or alternatives.
E)Targets should be specific, difficult but achievable, and verifiable.
10
Which of the following questions should a negotiator ask when presenting issues to the other party to assemble information?
A)What facts support my point of view?
B)Whom may I consult or take with to help me elaborate or clarify the facts?
C)What is the other party's point of view likely to be?
D)How can I develop and present the facts so they are most convincing?
E)All of the above questions should be asked.





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