Planning to Negotiate MCQs
Planning to Negotiate MCQs
Try to answer these 20 Planning to Negotiate MCQs and check your understanding of the Planning to Negotiate subject.
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1: What are the features of BATNA?
A. Analyze the best Alternative
B. Helps to reduce unavoidable costs
C. Determines the strategies for negotiations
D. All of these
2: BATNA is the best alternative to a negotiation agreement.
A. True
B. False
3: Trading issues that have an equal value to the parties in the negotiation is called Logrolling
A. True
B. False
4: Specifying a _____ goal for each issue is called overspecification.
A. Precise
B. Imprecise
C. Incorrect
D. Improper
5: What you plan to actually say in the negotiation is called the Planning script.
A. True
B. False
6: Preference table is a tool used to determine relative importance of issues and relative possible _____ within issues.
A. Position
B. Tactics
C. Value
D. All of these
7: Relevance is how important a particular piece of information is in a particular negotiation
A. True
B. False
8: _____ is how important a particular piece of information is in a particular negotiation.
A. Significance
B. Validity
C. Relevance
D. All of these
9: Engaged in future effort in order to justify _____ effort is called Sunk cost bias.
A. Future effort
B. Current effort
C. Past effort
D. All of these
10: Engaged in future effort in order to justify past effort is called?
A. Confirmation bias
B. Sunk cost bias
C. Anchoring bias
D. Availability bias
11: Planning in a negotiation not only allows one to be more confident and comfortable, but also______.
A. Influences by other party
B. Aligns interest without a strategy
C. Is consistent and focused
D. Increases uncertainty
12: A good plan makes ______ for managing a situation as it evolves.
A. Guarantees
B. Allowances
C. Choices
D. Influences
13: Negotiation plans are situation-specific.
A. True
B. False
14: Value of information relates to how much the negotiating parties ______ the information to be an accurate representative of reality.
A. Believes
B. Plan
C. Expects
D. Proves
15: According to our text, ______ is a question about whether information that could matter does matter.
A. A situation
B. Value
C. Relevance
D. Perception
16: A free-riding team member is one who gets by on more than his or her fair share of effort.
A. True
B. False
17: You cannot plan for everything, but you can plan for a lot of things.
A. True
B. False
18: Plan influence tactics not only when it is useful to you but also ______.
A. For other options when you are not succeeding
B. To work in your favor when operating with integrity
C. For anything else you can do to have full advantage
D. To know which ones are likely to be used on you
19: Value creation involves creativity or deviation from normal negotiation routine.
A. True
B. False
20: Issues are the things we negotiate over.
A. True
B. False
21: When a team member puts in more than his or her fair share of effort is called Free-riding.
A. True
B. False
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Planning to Negotiate MCQs
