Negotiation Fundamentals MCQs
Negotiation Fundamentals MCQs
Answer these 40 Negotiation Fundamentals MCQs and see how sharp is your knowledge of Negotiation Fundamentals.
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1: Background nonparticipants are the people who have an interest in the negotiation and also a way to directly change its course or influence the parties at the table.
A. True
B. False
2: Which statement is correct about Background nonparticipants?
A. Have an interest in negotiation
B. Does not have interest in negotiation
C. Have a way to directly change the course of the parties at the table.
D. None of the above
3: People with the capability to directly change or affect the progression of the negotiation via their influence on the parties at the table are called?
A. Background participants
B. Background non-participants
C. Both a and b
D. None of these
4: Which statement is correct about Background participants?
A. Have an interest in negotiation
B. Does not have interest in negotiation
C. Have a way to directly change affect the progression of negotiation
D. None of the above
5: Bargaining mix is the set of issues being negotiated.
A. True
B. False
6: The process by which one party attempts to negotiate in such a way as to cause the other party to give up something without getting anything in return is called?
A. Claiming value
B. Creating Value
C. Market Value
D. All of the above
7: Claiming value is the process by which one party attempts to negotiate in such a way as to cause the other party to give up something without _____ anything in return.
A. Giving
B. Getting
C. Granting
D. Offering
8: Convincing is an approach to negotiation in which one attempts to alter the beliefs or actions of the other side in order to obtain something of value.
A. Actions
B. Beliefs
C. Process
D. All of these
9: Compromising is an approach to negotiation in which one attempts to alter the beliefs or actions of the other side in order to obtain something of value.
A. True
B. False
10: _____ is the process by which negotiators find ways to increase the total value to be gained from the negotiation.
A. Creating value
B. Claiming Value
C. Market Value
D. All of these
11: A negotiated outcome where negotiators only claim, rather than create, value is called?
A. Distributive agreement
B. Integrative agreement
C. Demonstrative agreement
D. All of these
12: The distributive agreement is a negotiated outcome where negotiators only _____ value?
A. Create
B. Claim
C. Keep
D. Give
13: Underlying wants that cannot be _____ is called Intangible interests.
A. Seen
B. Touched
C. Felt
D. All of these
14: Which one of these is an example of Intangible interests?
A. Respect
B. Love
C. Appreciation
D. All of these
15: _____ is a negotiated outcome where negotiators successfully create value
A. Distributive agreement
B. Integrative agreement
C. Demonstrative agreement
D. All of these
16: The integrative agreement is a negotiated outcome where negotiators successfully ____ Value?
A. Claim
B. Create
C. Give
D. All of these
17: Fundamental reasons people want what they want is _____ ?
A. Conflict
B. Interests
C. Issue
D. All of these
18: Items on the table being negotiated are called issues.
A. True
B. False
19: Example of issues being negotiated is?
A. Salary
B. Bonus
C. Vacation Time
D. All of these
20: Issues that both parties know must be negotiated are called?
A. Obvious issues
B. Potential issues
C. Conceptual issues
D. Systematic issues
21: Those who actually perform the negotiation are called parties at the table.
A. True
B. False
22: Specific options within negotiation issues are known as?
A. Position
B. Tactics
C. Value
D. All of these
23: Select the correct example of Position in negotiation is?
A. $54,000 for salary
B. $2,000 bonus
C. 3 weeks of vacation
D. All of these
24: Issues that could be added to the bargaining mix throughout the negotiation are called?
A. Obvious issues
B. Potential issues
C. Conceptual issues
D. Systematic issues
25: The position on a specific issue or issues at which a party is not willing to walk away is called resistance point.
A. True
B. False
26: Resistance point is where a party is _____ ?
A. Willing to walk away
B. Not willing to walk away
C. Willing to defend
D. Willing to Remain
27: Underlying wants that can be _____ is called Tangible interests.
A. Seen
B. Touched
C. Felt
D. All of these
28: Which one of these is an example of tangible interests?\
A. Money
B. Love
C. Appreciation
D. All of these
29: _____ is an approach to negotiation in which one tries to understand the other side as completely as possible in order to get value.
A. Understanding
B. Compromising
C. Convincing
D. All of these
30: The distance between each party’s resistance point that can be _____ is called Zone of potential agreement.
A. Positive
B. Negative
C. Both a and b
D. Neither of these
31: When you comprehend what the other side is thinking as completely as possible, this is considered ______.
A. Interacting
B. Convincing
C. Collaborating
D. Understanding
32: A fundamental reason why people negotiate is to ______.
A. Exercise their power
B. Satisfy interests
C. Understand each other
D. Rely on instinct
33: Which statement below would be considered a “convincing” statement?
A. “Aren’t you a huge basketball fan?”
B. “Are you sure that’s OK with you?”
C. “I’d rather avoid that hassle.”
D. “True, but I did technically win them.”
34: The ______ are the actual performers in a negotiation.
A. Parties at the table
B. Professional negotiators
C. Background participants
D. Background non-participants
35: ______ are what are on the negotiating table.
A. Positions
B. Powers
C. Issues
D. Interests
36: Convincing is attempting to alter the beliefs of another party.
A. True
B. False
37: Arguments are used in negotiations to convince the other party.
A. True
B. False
38: Background nonparticipants act to change the negotiation process.
A. True
B. False
39: Positions are the means by which you try to achieve your interests.
A. True
B. False
40: Interests can be tangible but not intangible.
A. True
B. False
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Negotiation Fundamentals MCQs
