Negotiation Skills MCQs

Negotiation Skills MCQs

Answer these 100+ Negotiation Skills MCQs and assess your grip on the subject of Negotiation Skills.
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1: Why do negotiators need to utilize good listening skills?

A.   To hear and understand all issues brought to the negotiations table by the parties

B.   To hear and take under advisement all solutions to the resolution

C.   To appear interested so the other party lets their guard down

D.   To manage the party and resolve situations in the future

2: An ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant

A.   opponent.

B.   team member.

C.   group.

D.   arbitrator.

E.   cooperator.

3: What is a "bargaining factor" in a negotiation?

A.   This is a factor that will be reviewed by alternative dispute resolvers at the contract negotiation

B.   This is a factor that is only negotiated on a schema contract with all parties

C.   This project factor is a bargaining factor in negotiations

D.   This is a factor that must be negotiated to a mutual result for the satisfaction of both parties

4: Remember that every possible interdependency has an alternative; negotiators can always say "no" and walk away.

A.   True

B.   False

5: Which of the following are two opposing positions often seen in negotiations?

A.   Cooperation vs. Cynicism

B.   Competition vs. Cooperation

6: Negotiators are unable to utilize unclear information because of what reason?

A.   It could lead to misunderstandings among negotiating parties

B.   It could lead to unending resolutions at the bargaining table

C.   It could lead to mismanaged funds

D.   It could lead to a resolved industrial misconception

7: What is bargaining power as exhibited in a negotiation?

A.   The negotiator with the most meddle is the winner

B.   The negotiator with the loudest voice is the winner

C.   The authority to strong arm the competition in a negotiation

D.   The authority to leverage power in a negotiation

8: What is the BATNA in a negotiation?

A.   Better Answers to a Negotiated Agreement

B.   Best Additive for a Negative Assertion

C.   Best Alternative to a Negotiated Agreement

D.   Benefit Alternative to the Negotiation Agreement

9: What is a critical trait of a negotiator?

A.   To deal with all parties of the negotiations in a fair manner

B.   To deal with all parties in a fairly aggressive manner

C.   To come to the bargaining table with a chip on the shoulder

D.   To take out the aggression on the weakest party member

10: Collaborative style negotiations work to meet the needs of which individuals?

A.   Some parties involved in self-exploration

B.   All metrics of the table of contents

C.   All parties involved in the negotiation

D.   All parties involved in disputed conjunctions

11: When resolving major disagreements, the negotiator should always ensure:

A.   That they don’t prepare excessively

B.   That they are manipulative in order to win

C.   That they prepare thoroughly

12: Negotiators use active listening skills to satisfy what characteristic of beneficial negotiating?

A.   Guaranteeing all parties positions are heard and understood

B.   Going around in a circle to pick up all of the issues

C.   Understanding when to back off and put down the gavel

D.   Leave it up to the court to straighten out the issues

13: What is a non-negotiable factor in a negotiation?

A.   A factor that cannot be conceded during negotiations

B.   A factor that is able to be conceded during negotiated planning

14: ADR stands for what negotiation tool?

A.   Adding Demands Resounded

B.   Additional Dispute Resolve

C.   Alternative Dispute Resolution

D.   Altimeter Diamond Result

15: What is a synonym for a concession during a negotiation?

A.   A cosmopolitan

B.   A compost

C.   A component

D.   A compromise

16: Win-win negotiation technique is beneficial to all parties because of what reason?

A.   Everyone's interests are met with the result of the negotiation

B.   The interests of the counteroffer are met on resolution of the issue

C.   The interests of the Geiger counter are met with the resolution of the issues

D.   The interests of the counter insurgency are met daily

17: Using "hard" negotiation tactics can be harmful because:

A.   This approach results in a win-win for all parties

B.   This approach ensures that neither side prospers

C.   This approach ensures that neither side is accommodated

D.   This approach often permanently damages the relationship between the parties

18: Are economic outcomes ever a factor in negotiations, true or false?

A.   True, many negotiations involve money

B.   False, no one bends the rules for money

C.   False, money does not matter in negotiations

D.   False, most negotiations do not involve money

19: Having a targeted amount in mind ahead of negotiations should be based on:

A.   Worthiness of the negotiator

B.   Research and realistic expectations

C.   Worthiness of the other party

20: What is a negotiation agenda?

A.   A briefing of all of the parties at negotiation court

B.   An outline of what will be discussed at the negotiation

C.   A court ordered document, rarely actually used in practice

21: A cooperative negotiator exhibits which of the following traits?

A.   Respectful, disdainful, manic

B.   Collaborative, conscious, cut-throat

C.   Crafty, cunning, maligned

D.   Peaceful, collaborative, community-oriented

22: True or false? 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.   False

B.   True

23: Which parties to a negotiation enjoy the most bargaining power?

A.   The person with the most friends has the most parties

B.   The negotiator with the most clout has the most to lose in court

C.   The most bargaining power comes from the most aggressive player

D.   The parties with access to the most choices, alternatives or resources have the most bargaining power

24: What is a pressure point?

A.   The point of the interest given by a bank

B.   The point where a person will feel forced to negotiate for an interest

C.   The point of no return at the end of an acupuncture treatment

D.   The point of value driven excellence

25: "Expanding the pie" as a method of generating alternative solutions is a complex process, as it requires much more detailed information about the other party than do other methods.

A.   False

B.   True

26: A cheerful negotiator exhibits which of the following traits?

A.   Positive, passive, aggressive, psychotic

B.   Positive, pleasant, excited, accommodating

C.   Thrill seeking, rushing, rambling, restive

D.   Schizophrenic, manic, depressive, easy

27: Heated negotiations rarely solve the problem because of which reason?

A.   Heating the issues makes for a cloudy soup

B.   Heated issues results in fist to cuffs among the employees

C.   Heated fights are never the way to get a promotion

D.   Heated interests often become personal, which cloud the real issues of the negotiation

28: How is a management briefing used to the benefit of the negotiator?

A.   It will not benefit the plan and should be thrown out

B.   It can lead to the negotiator cancelling the management of the negotiation

C.   It is used to benefit the negotiator with information on the negotiation contract or plan

29: What is a counter-offer in a negotiation?

A.   It is the offer that is made first, then it is remade at the end of negotiations unchanged

B.   It is an offer made to cut the original offer in half, to be fair and equitable to all parties

C.   It is an offer made to counter an original offer, usually with new or different terms presented

30: Which of the following is a first step in preparing to negotiate?

A.   Develop a refusal to compromise

B.   Identify exactly what the other party is willing to give up

C.   Identify exactly what you want out of the negotiation

D.   Develop a compromise

31: Using accommodation to negotiate as a result of a desire to maintain friendly relationships is called a:

A.   Firm tactic

B.   Medium tactic

C.   Hard tactic

D.   Soft tactic

32: What is the best way to understand the other party's interests in a negotiation?

A.   Conduct research in advance of the negotiation

B.   Conduct a comprehensive survey of the other party

C.   Hypnotize the other party while asking

D.   Use an undercover observation

33: What do negotiators do when they experience hostility at the negotiation table?

A.   They work with the party that is in the lead negotiation seat

B.   They work with the party who has paid the most money towards resolutions

C.   They work with all of the parties to diffuse the situation to continue negotiation

D.   They work with some of the powers to gain authority for negotiations

34: An example of a negotiation in daily life is which of the following?

A.   Allowing a person to take free items from the trash at the office

B.   Bartering for capital gain development at an organization

C.   Bartering for a good price for an item at a flea market

D.   Allowing a person to dumpster dive in a wealthy neighborhood

35: In negotiating, it is best to default to what type of approach?

A.   Frugal

B.   Compartmentalized

C.   All or nothing

36: People in conflict with each other typically perceive the other person with what traits?

A.   Negatively and with bias

B.   Positively and with bias

C.   Negatively and with poise

37: An agitated negotiator exhibits which of the following traits?

A.   Uptight, aggressive, difficult, tension-laden

B.   Trite, prefabricated, tunneled, misaligned

C.   Malaproped, misanthroped, cramped, depressed

D.   Autumnal, belligerent, fragrant, perfunctory

38: What are the characteristics of conflict resolution?

A.   Finding a problem, researching a problem and managing a solution

B.   Making a problem, researching an alternative, managing a solution

C.   Defining the problem, resourcing alternatives, choosing solutions

39: What is a persuasive argument?

A.   An argument made by an individual to persuade someone to share the same goals as the arguer

B.   A counter argument made by an individual to persuade someone to succeed

C.   An argument made by an individual to persuade something to fail

D.   An argument made by an individual to persuade someone to backtrack on resolutions

40: What are the characteristics of a dispute?

A.   Most disputes are placed into alternative dispute resolution

B.   Most disputes have one side with one person being right at that instant

C.   Most disputes can be solved with statistical problem solvers

D.   Most disputes have two sides and various perspectives

41: Multiparty negotiations differ from two-party deliberations in which of the following ways?

A.   More issues and more information are introduced than when two parties negotiate.

B.   The environment changes from a one-on-one dialogue to small group discussion.

C.   The process for multiparty negotiators is more complex than two-party ones.

D.   Multiparty negotiations have more negotiators at the table.

E.   All of the above statements about multiparty negotiations are true.

42: What is a negotiated interest?

A.   The opportunity to build a start up from the acquired takeover interest

B.   The interest in developing financial services at a company

C.   The interest in a real estate contract

D.   The interest or factor motivating a party to negotiate

43: A negotiator anaylzes verbal and non-verbal cues to determine what tactic?

A.   the time to stop the negotiation to be equal to the parties

B.   the legality of the hidden intentions of the parties

C.   misunderstandings or hidden intentions of the parties

44: What is the definition of an "objective negotiation position"?

A.   This position is available for parties that agree not to counter the offer

B.   This is a fair and balanced position available for all parties

C.   This position is never allowed in negotiations

D.   This position is only available for the first parties to the bargaining table

45: Negotiation situations frequently comprise of similar characteristics.

A.   True

B.   False

46: To "clarify and confirm" is a statement used in negotiations to effectuate what result?

A.   To clarify what was said and confirm clear understanding of the issues or facts

B.   To declare what was said and confirm clear understanding of the issues or facts

C.   To clarify what was taken back and confirm clear understanding of the issues or facts

D.   To clarify what was said and make unclear assumptions and understanding of the issues or facts

47: The five factors of conflict resolution by Kenneth Thomas and Ralph Kilmann are which of the following?

A.   competitive, collaborative, composting, accommodating, avoiding

B.   competitive, collaborative, compromising, accommodating, avoiding

C.   competitive, collaborative, compromising, accommodating, avalanche

D.   competitive, collaborative, compromising, accoutrement's, avoiding

48: An example of an assertive negotiator is one who does which of the following?

A.   A party who clearly states his point match and protects his misspent interest

B.   A party who nearly states his points and protects his personal interest

C.   A party who clearly states his points and protects his personal interest

D.   A co-party who clearly states his ancillary points and protects his personal interest

49: What is the illusion of transparency?

A.   When negotiations assume that the parties can see their hidden objectives

B.   When negotiators hide their feelings about statistics

C.   When negotiators hide the solutions behind their backs

D.   When the accountant cooks the books

50: What are some organizational rewards of negotiating with other parties?

A.   Rewards, reflections, aggression and arrogance

B.   Interest bearing accounts, financial services, health care and rewards

C.   Resolutions, compliance, accommodation and doubt

D.   Income, revenues, profits, and viable contracts