Alternatives of Negotiation MCQs
Alternatives of Negotiation MCQs
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1: Opportunity costs are the benefits available from an alternative that must be forgone in order to pursue a _____ action.
A. Certain
B. Uncertain
C. Unpredictable
D. All of these
2: Phantom BATNA is a potential, rather than the actual, BATNA.
A. True
B. False
3: Self efficacy is the extent to which you _____ you are able to successfully perform a task.
A. Believe
B. Dispute
C. Discard
D. All of the above
4: Walking away is a negotiation tactic where you _____ from the table.
A. Get up
B. Walk away
C. Both a and b
D. None of these
5: The text defends having a good alternative helps one convince others because of ______.
A. Opportunity costs
B. Resource power
C. You need them more than they need you
D. Fear of losing a negotiation
6: Much of politics is estimating what the ______ is (are) in a negotiation.
A. Power position
B. Other party’s representation
C. Cost of resources
D. Opportunity costs
7: The text defends that in the forefront of every negotiation is ______.
A. How to best get all you can
B. Demonstrating power over others
C. What opportunities are being forgone
D. The range of alternatives
8: The best of all available alternatives is called ______.
A. Opportunity costs
B. Referent power
C. BATNA
D. Always a compromise
9: According to the text, uncertainty in a negotiation includes ______ and ______.
A. Side effects; behaviors
B. Lack of confidence; doubt
C. Verbal behaviors; motivation
D. Issues; interests
10: An example of an opportunity cost is staying in your current job over accepting an offer from a competitor.
A. True
B. False
11: BATNAs can be bad.
A. True
B. False
12: The less efficacy you have, the more confident and motivated you will be.
A. True
B. False
13: A BATNA may be analogous with a safety net.
A. True
B. False
14: Equal distribution of power can harm understanding as an approach to influence.
A. True
B. False
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Alternatives of Negotiation MCQs
